The Psychology Of Selling

Proven Techniques, Strategies And Scripts To Close

The Sale Every Time

Leonard Moore
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Table Of Contents
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Introduction
Chapter 1: What Makes You a Wow Salesperson?
Chapter 2: The Psychology Behind Buying Decisions
Chapter 3: Prospecting and Getting Appointments
Chapter 4: Overcoming Objections and Closing Sales
Chapter 5: Sales Techniques That Work
Bonus Chapter: Sample Sales Scripts
Conclusion
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Introduction
Even though you don’t realize it, we are all salespeople. We are either selling
our best qualities to a new date or selling our expertise/experience to a
prospective employer or selling our ideas to people or convincing our friend
to join us for a weekend movie. Knowingly or unknowingly, we are all
selling.
Whether you want to advance your social skills or get hot men/women or
even pitch your startup idea to a funding company, smart sales strategies will
give you an edge. Contrary to popular perception, sales is not just about
figures. It runs deeper with psychology, understanding consumer mindset,
and persuasion techniques.
In the end, it may boil down to revenue, but smart psychological techniques
will help you reach your target and kill competition. Sales may be about
math, but selling is an art. The good news is, anyone can master this art. It
isn’t a secret superpower that some people are just born with. It is a carefully
cultivated and practiced skill that helps you ace just about any situation in
life.
Also, from a commercial point of view, any business needs revenue to grow.
It helps cover the company’s operational overhead and determine steady
growth. There’s no business without money, honey! It is the oxygen that
keeps your business breathing. However vital it is to the existence of a
business, you are seldom taught to sell. Somehow, selling is not perceived as
a very positive knack. In colleges, people don’t bother about training or
learning how to sell.
Our social conditioning is what has led to the creation of this perception.
Television media and film have often portrayed salespeople as hungry wolves
waiting for their prey. These are the sleazy, deceptive and unethical people
who are out to get your money by sweet talking or selling your plain lies. I
don’t blame you for thinking this way. Many of us view salespersons as liars
whose only aim is to sell to you.
What reinforces this view is the fact that thousands of people take up sales as
their profession without being sufficiently trained for it. They are not trained
in the fundamentals of psychology, persuasion, overcoming objections and
effectively closing the sale. They operate with a belief that all they’ve got to
do is list the features of a product, and get the customer to buy it. This
naturally leads to a negative customer experience. I mean, would you buy
from a person who, in a staccato-like tone, says “da da da da da these are the
features of the product. Now come on, buy it.” Likely not.
The techniques you will learn in this book can be applied in almost any
situation where persuasion is involved. You can pick up these smart
strategies and put them to use right away to get results in not just your sales
targets but also other areas of life. In fact, I’d say sales training is excellent
training for social or public life. You meet new people every day, learn to
handle objections, gain greater knowledge about the buyer’s
needs/psychology, look for a common ground, and handle rejection.
Rather than holding a negative view of salespersons as manipulators, view
them as graceful persuaders who get people in win-win situations.
There has been renewed interest in the field of persuasion and consumer
psychology. A new wave of salespersons who use solid psychological
principles, attract the buyer’s attention, arouse their interest and tap into their
subconscious mind to create the right feelings related to the product or
service they are selling have now taken over. They understand that at the
root, it is about solving a problem or creating the desired feeling in the
customer.
In its broadest sense, selling is all about understanding what exactly the
customer wants and fulfilling that need. If you are still selling using
traditional sales techniques, you are in for trouble.
It is time to up your game and reinvent the way you sell because now it isn’t
just about selling; it is about helping the customer buy!
Chapter 1: What Makes You a Wow
Salesperson?
Ever wondered why while some people break one sales record after another,
others barely manage to scrape through their targets. It is all about the
approach and technique. How do you come across to your prospects? What is
your body language while selling? How do you make yourself come across as
more positively persuasive? How do you demonstrate a more resolute and
less desperate personality? What are the qualities that a wow salesperson
should possess?
Every salesperson operates with a different approach, attitude, and mindset.
Fortunately, sales is a skill that can be learned not a talent that a person is
born with. Anyone reading this can be a superstar salesperson by sharpening
their persuasion techniques and understanding human psychology. These
skills are broader and can be applied in any sphere of life.
Here’s everything you’ve wanted to know about the attributes that can make
you a superstar salesperson.
Self-Confidence
Self-confidence is the top skill for any aspiring salesperson to cultivate. If
you simply do not have the confidence to go beyond the first sign of
resistance displayed by the potential customer, you won’t be able to sell. All
our skills you pick up will be pointless if there is no confidence while selling.
If a potential customer doesn’t appear interested in your product or service
and raises objections, avoid taking it personally. You need to hold their hand
and help them buy rather than sell. You’ve got to be confident and self-
assured enough to control the communication and lead it in the desired
direction. If you potential buyer sniffs self-doubt during the interaction,
you’ve ruined your chances.
People are rarely inspired by those who come across as insecure or full of
self-doubt. If you don’t believe in your offer or yourself, how do you expect
to convince others about it?
Keep your body language assertive yet friendly. Stand or sit in an upright
position. Lean slightly forward to demonstrate interest. Slouching, tapping
your feet and fidgeting with fingers (or an object) can be seen as signs of
nervous, boredom or lack of confidence, which will discourage people to buy
from you.
Never keep your arms or legs crossed. Leave them open to appear more
engaging, friendly, flexible and relaxed. Crossings your arms and legs is a
sign of mentally switching off or being closed to what the person is saying. It
depicts rigidity or disinterest. The atmosphere will quickly turn hostile.
Shake hands with a firm grip to signify assertiveness, authoritativeness, and
confidence. Nothing makes a more unflattering first impression than a limp
handshake. It demonstrates a weak personality and makes you come across as
nervous and filled with self-doubt. The correct way to do it is by holding a
person’s hand firmly and raising and lowering it two or three times.
Don’t squash the person’s hand completely or you’ll come across as
aggressive and dogmatic.
Also, avoid unblinking eye contact, or you’ll come across as intimidating.
Look away once a while to maintain a balance between looking suspicious by
shifting your gaze constantly and appearing intimidating by keeping
unwavering eye contact.
The Ability to Influence
Can you inspire and influence people to take the desired action? Are you
persuasive and convincing enough to lead people into immediate action?
Understand that today selling is not about rattling off a list of features. That’s
passé! “Remember, features tell, benefits sell.” Features are nothing but facts
about your offer.
However, benefits have emotional underpinnings. Persuasiveness and
influence are about being able to harness the power of benefits to get
potential buyers to decide in your favor. When you communicate benefits,
you appeal to their emotions and interests, thus making the offer appealing.
Benefits tell your potential customer using the powerful WIIFM principle –
What’s In It for Me? For example, “the store is open 24 hours a day” is a
feature while “you can buy whenever you want at you own convenience” is a
benefit. Benefits speak directly to the customer about how the offer helps
them, whereas features talk about plain, cold facts about the offer.
A persuasive salesperson knows good selling is helping the customer buy by
translating features into benefits. Because hey, at the end of the day
everyone’s looking for, “what’s in it for me?” Leverage emotions by focusing
on benefits. Mention how it will add value to their life. Make them feel great
about the prospect of taking up your offer, and they are sold!
Superior Listening Skills
Average listening skills will not help you become a superstar salesperson. I
know a lot of salespeople who have the gift of the gab. They are impactful
speakers but seldom care to listen. A great talker won’t go too far without
listening. Speaking the right things comes from listening and comprehending
your potential customer’s needs and aspirations.
When you listen, you ask the right questions and have a better idea of what
exactly he or she wants. Also, it shows respect and considerateness, which
gives you an edge over salespeople trying to push their offers down the
customer’s throat.
Asking the right open-ended question (super tip for knowing more about the
customer) and then muting your inner urge to speak can help you listen to the
customer’s needs. Do whatever works for you to keep yourself quiet and
listen. Resist the overpowering urge to interrupt with your two cents. Only
when you force yourself to be quiet can you tune in to the voice of your
prospect.
Rapport Building
I know luxury car salespersons who are trained to peep into the cars of their
prospective customers to look for clues to strike a rapport-building
conversation. For instance, if a salesperson sees a golf kit in the back of the
car, they mention something about looking forward to a session of golf over
the weekend or talk about how they try to get home early for a round with
friends.
The psychology that we like and listen to people who we believe are pretty
much like us. They seem “one among us,” and hence the tendency to believe
and buy into what they say becomes easier.
Building rapport and developing relationships help your prospects feel a
sense of a belonging or affiliation with you, which helps establish trust. This
leads to a beneficial relationship where they even become repeat buyers and
evangelists for your offer. A strong network of satisfied buyers is the
cornerstone of growing your sales figures.
Self - Motivation
Yes, you may have a boss from hell monitoring your strategies or results.
However, the will to grow, learn and invest in your skills should originate
from within you. You are not a completed piece but a “work in progress.”
Though the basics of sales may stay the same, inner motivation will lead you
to keep reinventing yourself by applying smarter tricks, techniques, and tools
to grow your sales figures.
You need to keep innovating to stay on top of the game. For example, if
social media is the next big thing on the promotion and selling scene, you’ve
got to learn to keep up with fresher social media sales tactics. Keep
expanding your innovation muscle by coming up with newer and more
effective strategies to make your offer more irresistible for customers. Make
it an offer they just can’t afford to refuse!
Keep sharpening your skills, developing newer methods, and making your
communication techniques even more effective. Keep up-to-date with
information, not just your products and services but also those of competitors.
The drive to keep reinventing, innovating and improving should originate
from within you. No amount of orders from your manager will make you do
something unless your own goals deeply drive you.
While we are on the subject of how to be a superstar salesperson, let us look
at a few golden rules of sales too
Rule Number One: Help Your Prospects Buy
Rather than pitching your product or offer down the customer’s throat, help
him buy. What’s the difference between the two? Huge! Average
salespersons sell, exceptional salespersons help their customers buy.
It is the difference between getting your prospect to buy anything that helps
you complete a sale or meet your targets versus understanding exactly what
they want and making the process easier for them by offering them
something that will add a clear value to their life.
When you sell, you think about yourself. When you help the customer buy,
you put him or her first. You demonstrate respect and concern for their needs
and desires. There is a greater acknowledgment of what they are seeking and
things are more considerate in helping them get what they want.
If you help your customers buy, you won’t come across like a shark waiting
to chew anyone who crosses their path with selfish and greedy motives. On
the other hand, they’ll see you as a buying guide or consultant who helps
them buy what’s best for them. See the difference in the overall approach?
Operate with a more respectful, thoughtful and helpful approach. Don’t act
contemptuous towards prospects and raise objections or seem disinterested in
the offer. On the contrary, change your approach and listen to them to
understand how you can bring about a positive shift in their perception.
For instance, if a prospect talks about how he/she doesn’t want a credit card
because it makes them spend more, talk about how they can, in fact, get
access to interest-free money in advance if they start spending more wisely
and clear their bills on time. Bring about a shift in their thinking to make a
win-win situation. Break the stereotype of a slimy salesperson out to grab
their money.
Rule Number Two: Be Likeable and Affable
Come on now even you wouldn’t like a machine selling to you, however
effectively it sells. Take any bunch of star sales performers and ask them
what is the one factor that sets them apart from average salespersons and
they’ll likely say, “The buyers like us!”
Resistance on the buyer’s part almost always originates from fear. Fear that
they don’t need the product, they are being fleeced, and that the salesperson
is a sleazeball. If you are able to help them overcome these fears by
establishing trust, they’ll like you.
Your prospect has to like you before they like your product or service. They
have to buy your personality and attitude first before they buy your offer. If
they don’t like or take to the person who is selling, they won’t care much
about your offer, irrespective of how amazing it is.
Conversely, if they feel comfortable and reassured in your presence, they are
more likely to take action. Prospects are more inclined to buy from sellers
who come across as trustworthy, friendly and considerate. When you
demonstrate a respect for their wishes and show eagerness in understanding
what they want by listening to them, there are high chances of taking the
plunge.
Focus on building a solid rapport (even if you don’t peep into their cars),
smiling, listening to them and acknowledging, maintaining eye contact, being
immaculately groomed and above all – making them feel that you are one
among them. I know some of the best salespeople who share personal stories,
opinions, and feelings to come across as more human and identifiable.
Another super tip that can be attributed to evolution is mirroring. It works at a
subconscious level and dates back to primordial times. When you mirror or
subtly imitate the body language, words, tone, gestures, and expressions of
your prospect, you’ll come across as more likable and relatable. They’ll think
you are similar to them, which will help establish trust. Gently mirror their
actions and words without making it come across like you are mimicking
them or making fun of them. For instance, if the prospect raises their glass to
sip a drink, follow suit or if they are leaning against a table, subtly lean in the
same position. Observe their words, moves, and expressions carefully to
replicate them.
It makes them shed the mask of a clinical robot and come across as a likable,
relatable person who is “just like us.” The more potential buyers feel a sense
of similarity and solidarity with you, the higher are your chances of getting
them to perform the desired action. Focus on building that connection.
Rule Number Three: Be Honest and Ethical
Break the notion that all salespeople are unethical tricksters by operating with
honesty and integrity. Don’t con your prospects into buying something they
don’t need or selling them low-quality products. There’s no need to pitch
unnecessary extras unless you want to jeopardize your long-term sales career
for a few short-term benefits.
If you are pitching a good product or service, listening to the prospect’s needs
and being helpful, there is no need to lie. Being honest, ethical and
trustworthy in sales goes a long way. Be straightforward and reasonable to
create a positive impression. This will not just help your prospects take action
now but also keep coming back for more in future.
By lying and being unethical, you may make that one sale. However, you’ll
cut the opportunity for all future sales. It gets even more unfortunate if they
warn others against buying from you. Integrity helps in building your
credibility as a salesperson and increases chances of repeat sales.
Rule Number Four: Know Your Product Inside Out
If you don’t know about the product, service or offer you are selling, you’re
in for big trouble. When you are unaware of the attributes of your product,
there’s no way you are going to find the right fit for your prospects.
Think of yourself as matchmaker whose job it is to find suitable dates for
singles. The first thing you’ll have to do to determine if two people are
compatible enough to hang out together is to know their physical attributes,
hobbies, personality traits, interests and more. If you don’t know them well,
there’s no way you can find a suitable match. Similarly, if you do not know
the attributes of your products or services, there is no way you will be able to
find the perfect fit for your prospects. What a wasted opportunity!
You won’t sound convincing or persuasive if you don’t know a product or
service well. There goes your chance to impress a prospect. Imagine looking
dumbstruck if the prospect comes up with a technical query about the
product/service? You lose the opportunity to come across as authoritative and
experienced.
Chapter 2: The Psychology Behind Buying
Decisions
Ever wondered what drives people to make the decisions they do?
Understanding why people make the decisions they do will help you get them
to make these decisions for taking the desired action. When you are armed
with knowledge about what leads people to buy, your sales effectively
increases.
Here are some psychological principles that people can use while making
purchase related decisions.
Emotions Drive People to Buy
Know why insurance companies can rake in millions in sales year after year?
Simple, they cash in on one of our most basic emotions – fear! Similarly,
cosmetic and beauty product companies are able to play on hope.
People buy to fulfill an emotion-based need. Human beings are wired to react
impulsively and instinctively to emotions, which makes it one of the most
powerful persuasion attributes.
Emotions are the hot buttons you press to awaken or stimulate the desired
feelings in a prospect. Ask yourself before approaching a prospect, “What
emotional hot button can I trigger here?” or “What are the feelings that will
help him/her buy this?” Examine the why behind the prospect’s actions.
Facts Backing Emotions Makes it Irresistible
If you are playing on the emotion of fear by letting your prospect know that
people who don’t buy insurance suffer plenty of losses, back it up with clear
facts and figures. Logic and emotion are one of the most lethal combinations
in sales, which seldom goes wrong.
If you tell your prospect that their child will be left behind if he/she doesn’t
sign up for a lateral thinking learning program, back it up with figures. Those
figures should include how it has increased the child’s creativity,
productivity, problem-solving mindset and intelligence of children who have
signed up for it versus those who haven’t. This is just an example.
Whenever you trigger a strong emotion, make it even stronger with
supporting evidence. This helps prospects justify their emotions. It is like,
“yes, I am right in feeling this way.” For example, if a prospect is blown
away by a car and wants to purchase it, he/she won’t simply buy based on
emotion. They will also look for technical specifications to understand if the
car fits their needs. Of course, the car will make them feel great, but it should
also help them justify the purchase rationally.
When people spend money on something, they don’t like telling themselves
they bought it because it fulfilled an emotional need. They need facts to
justify purchase decisions. If you give them logical reasons to back emotional
decisions, they will be sold.
People Make Egocentric and Self-centered Decisions
If you want someone to take the desired the action, you’ve got to relate it to
them personally. Unless a prospect is convinced that there’s something in it
for him/her, they won’t buy. People are selfish. They won’t buy because you
have to complete your sales targets, or because you will get the commission.
They will buy when they realize what is in the deal for them.
Help them understand what is in it for them by focusing on the benefits they
will enjoy through your offer. Talk to them about how your product or
service will add value to their life or make things easier for them. How can
something increase the person’s sense of self-worth? If a product or service
boosts a prospect’s feelings about his/her personal worth, it’ll increase your
chances of making a sale.
People Look for a Clear Value
This isn’t something you can precisely measure. It is an intangible attribute
that prospects ascribe to a product or service. Value isn’t as much about what
you are selling or the actual price of a product or service as it is how
desperately the buyer wants it or how he views your product/service versus
others.
For example, people prefer certain brands over others because it offers them
some intangible benefit. The association with a specific brand makes them
feel good about themselves. It may help them feel richer, classier, smarter,
more well-informed, etc. than others.
The product or service make save their time or money, or it can help them
become more productive and efficient at work, or it can make them healthier.
When an offer fulfills a clear need, there are greater chances of making a sale.
Position your product as one that gives them a clear value, and they’ll be
happy to buy.
How Psychology Can Help You Drive Better Sales
Salespersons who develop an understanding of human psychology
accomplish greater results than those who rely purely on logic or technical
knowledge. This is because they can leverage the most fundamental emotions
of people on a subconscious level. Appealing to a person’s logic is often not
as effective as appealing to their impulses. It’s like igniting a spark, which
then grows into an overpowering or burning desire.
Logic per se is not a power-packed seller. It may help you make a few sales.
However, the wow factor will be missing. The wow factor will come only if
you can tap into the subconscious and fundamental psychological emotions
of buyers to sell.
Using psychology for driving sales is a simple yet effective three-part
technique
Create a need for a product or service within the prospect. “Like, hey you
know what, people’s life spans have reduced. There is a greater risk of dying
from a number of ailments. What will happen to people you care about after
you pass away? Of course, you need insurance.”
There you have created a need by instilling fear and insecurity. Basically, you
are creating a gap and then attempting to fill the gap.
Explain how your product or service satisfies that need
Look for a hidden hot button that tips the sale completely in your favor and
turns the fence-sitter into a totally convinced buyer.
Power-Packed Keys to Using Psychology for Driving More
Sales
1. Don’t Give Too Many Options
Prospects slip into analysis paralysis if they are given too many options. The
first psychological to make the process of decision making simpler for them
is to keep your options limited. Of course, if you have a catalog of hundred
products or services, you can’t bring it down to three. Rather chunk products
or services into categories and let them first pick which category is most
suitable for them. Once they are clear about the category, let them select the
appropriate item within their desired group.
This is exactly what retail giants and supermarkets do. They don’t spread out
a million products for the customer to pick from. Similarly, online sites make
it easier for the customer to buy by categorizing stuff by price, colors, types
and more.
2. Fear of Losing Weighs Higher Than Gaining
This is the way people’s psychology works. They are more concerned about
preventing losses than earning gains. So while logically even if it’s the same,
they’ll fight hard to save ten dollars than gain ten dollars because man is
more emotional than a logical creature. What is ours is often more valuable
than what is not.
Prospects respond more positively when you tell them what they will lose or
miss out rather than what they stand to gain through your offer. The fear of
loss impacts more than the prospect of gains. For optimal impact, reiterate on
what they stand to lose by not taking your offer.
3. Play on the Social Aspect
I have a friend who uses the power of social influence brilliantly to cut
rocking sales figures. We all know humans are social begins who follow
others so they can emulate what they are benefitting from. The guy I am
referring to keeps telling his prospects about how other customers have
benefitted from a certain feature or service. Sharing positive feedback with
other people makes your pitch even more powerful. Begin with something
like, “Here’s something our customers have said or felt about xyz product or
service.” Give social proof wherever possible to build greater credibility.
It acts as the perfect reassurance or validation to make your prospects believe
they are on the verge of making the right decision.
4. Fewer Stats More Stories
Use the power of anecdotes to sell your offer. Since emotions work more
compellingly than logic for driving sales, anecdotes are more effective than
plain stats when it comes to persuading prospects. Rather than rattling off
numbers, tell them the story of how your offer added value to a client’s life,
benefitted them or made things easier for them. Stories are powerful sales
tools, yet very few people are able to leverage them for increasing their sales
figures.
5. Make it Scarce or Limited Time
You have a higher chance of increasing your sales figures if you create a
sense of urgency by pitching something as scarce or limited period. When
something is rare or exclusive or available in limited numbers, people don’t
want to be left out. They want to be the ones who grab their share of the pie
before it gets over. Again, this is a primordial human tendency that sales
professionals can cash in on.
6. Power of Reciprocation
Our society thrives on collaboration and cooperation ever since primitive
times. When you go out of the way and do something for people, they
instinctively feel the need to return your favor, even if they don’t say it. They
are subconsciously indebted to you. Get your prospects to feel that you are
doing something that is beyond the daily job you are being paid for. Use a
phrase such as, “Just so you know Tim, I am going to have a word with my
manager to get this done for you.”
Just present something as a favor that you are doing over and above your job,
and they’ll feel obliged to return the favor. Making your prospect feel
indebted is a good way to get them to act.

7. Principle of Contrast
Think about it this carefully to understand how it works on a subconscious
level. If I tell you a wallet costs $300, you’ll think it is expensive. However,
if I tell you that the wallet costs $1300, but I am giving it to you for $350,
you’ll jump with joy. The idea that you bagged an exceptionally good deal
may make you pay more for the product or service than if I had just originally
quoted $300.
You’ll go beyond your budget owing to the notion that you are saving or
getting a superb deal. In fact, research has proven that this strategy not just
makes prospects feel delighted with their purchases but is also likely to make
them into repeat purchasers. Inflating the initiating price and then settling for
a lesser one is a powerful negotiation tactic that can be used for increasing
your sales.
8. Evaluate Your Pitch from The Customer’s Point Of View
What you say is not as important as what your prospect hears. How does your
pitch or presentation sound to the customer? Place yourself in your
customer’s shoes try to analyze how what you say sounds to them.
For example, let us say you want to leave a voicemail on the phone of a
prospect, leave it in your box first to hear how you sound. You will be
surprised. Would you respond to this message if you were the prospect?
Chances are that you would not. Send your prospecting emails to yourself,
and gauge if you are excited enough to know more about the product after
reading them.
Keep hearing your words, positioning and pitch as a prospect. Understand
how you would feel if a salesperson spoke to you in a similar manner. Would
you be excited, curious and interested? No? Then why should your prospect
be?
Make a pitch that you’d definitely respond to if you were the prospect.
9. Understand the type of buyer
● Neuroeconomic (yes there is such a field) professionals have
identified three main types of buyers – Spendthrifts, Average spenders,
and tightwads.
● Smart salespersons attempt to understand the type of buyer they are
dealing with to customize their selling strategy.
● Tightwads are predictably the toughest to sell to since they don’t
part with their money easily.
If you are selling to tight wards, bundle products or services together to give
them higher value or to pack in more for less. Throw in freebies, bonuses,
discount coupons and free warranties. Reframe the value of your product or
service and reduce tiny fees associated with it.
10. Highlight shortcomings too
Fiona Lee, a social psychologist, conducted research that concluded that
buyers were more trustful of brands/organizations that admitted to their
‘strategic failings’ in comparison to those that blamed external circumstances
for their problems (even if this was actually true).
The conclusion was that buyers are alight with organizations admitting to
their shortcomings since it reveals that they are looking to fix the issue rather
than letting flinging the responsibility on an external source.
Similarly, aren’t we all likelier to trust reviews that are more balanced over
reviews that simply gush about the product? It doesn’t seem authentic or
genuine if a salesperson only talks about the strengths of a product. However,
if the salesperson speaks about the pros and cons of the product/offer in a
more informed manner, the entire thing sounds honest.
The prospect is not misled into believing incorrect information about the
product or offer, which increases the trust factor and overall customer
experience. And we know the power of happy evangelists for your
product/services, right?
When you mention shortcomings, you need to ensure they are attributes that
aren’t very vital to the customer and yet make you come across as genuine. It
is similar to be being asked to mention your strengths and weaknesses at a
job interview. You don’t mention a weakness that is integral to the role. For
instance, if being a team player is vital to the role, you don’t mention an
inability to work in a team as a shortcoming.
Similarly, if you are using this strategy for establishing greater trust with the
customer, don’t mention a shortcoming that is important from the customer’s
perspective. For example, if saving is vital for him/her, don’t say, “This play
may not help you save big, but it has plenty of other benefits.” Mention other
non-important shortcomings that are not likely to impact the prospect’s
decision yet make you come across as authentic.
11. Use inoculation effect
When you are aware that a prospect is caught between you and a competitor,
sharing information about the competitor’s sales strategy will make the
prospect wary of being manipulated or persuaded. This way you are reducing
the impact of those supposedly clever sales tactics on your prospects. The
trick here is to keep things truthful and not indulge in exaggerated claims.
Don’t make up stories to show your competitor’s in an unflattering light. If
your lie is called out, you will be the unethical and dishonest business. Stick
to the truth.
For instance, let us say you work for a tour company and your prospect is
comparing the prices of a tour you are offering with that of a competitor.
They come with something like, “but their tour is much cheaper.” You are
aware of the competitor’s sales tactic of locking the customer into a deal and
subsequently upselling attractions and experiences for additional charges
once the deal is sealed.
You can mention this to the customer saying, “Mr. ABC, while our
competitors are offering you a lower price, it is their tactic to keep selling
additional attractions, sightseeing options and experiences at additional rates
once you are locked in with the low price. In complete contrast, with our
company, you get a one cost package that covers everything without any
additional charges or upsells. It covers everything, and you don’t need to pay
another extra cent for sightseeing, attractions, and experiences.” This way
you are alerting them to the competitor’s tactics.
12. Introduce surprise elements
Keep customers on their toes by introducing the surprise element. This
doesn’t necessarily mean dropping the price from $100 to $1. In a classic
study helmed by psychologist Norbert Schwarz, it was discovered that even
an amount as little as ten cents was enough to change the perception of
participants who stumbled upon the money by surprise.
Throwing in a small additional value or reducing the price a bit can help
introduce an element of pleasant surprise, which can tilt the scales in your
favor.
If you want to play it cleverly to build a surprise element, don’t mention any
additional bonuses in the beginning. When you are sure the prospect is
sufficiently convinced with only a little doubt against the taking action, go for
the kill with bonuses. Your fence sitting customer (who is already partly
convinced) will lap up the surprise element and immediately decide to take
action. You’ve just made the process of decision making easier for them by
adding a surprise element.
13. Fast Solutions
Multiple Magnetic Resonance Studies have revealed that the human brain’s
frontal cortex becomes extremely active when a person thinks about waiting
to get something. This is something that is a downright no for sales. Instant
gratification is the key when it comes to making sales.
Ever wondered why if you really want a dress which is available for half the
price online, you still go and purchase it at a full price from a store near you?
You don’t want to wait until it arrives.
Similarly, fast solutions, quick fixes, instant service, fast shipping and similar
things are more appealing for prospects. If a product or service gives them
instant pleasure or solves a problem, it becomes a good incentive for them to
take action. Now you know why Domino's Pizza is killing it with their 30
minutes or free delivery policy. Customers are looking for fast solutions and
pleasures.
Chapter 3: Prospecting and Getting
Appointments
A majority of sales processes follow a similar pattern or comprise seven
distinct stages. Most people who are struggling to up their sales figure
stumble at one or more of these stages, while comfortably handling the
others. For instance, you may be a great conversationalist and prospector.
You don’t have trouble prospecting people. However, overcoming objections
may be challenging for you. Similarly, others have trouble closing sales
though they are excellent at prospecting.
Here is how a typical sales cycle works and how you can play your cards
effectively throughout the process to successfully close a sale.
Prospecting
Salespeople generally get a lead or a prospect list from their organization.
Others use innovative methods for meeting prospective customers such as
attending seminars, business conferences, networking events and chamber of
commerce memberships. Parties and informal gatherings are also great places
to identify your target audience. Weed out people who aren’t a fit for your
offer rather than blindly pitching to all and sundry.
Identify your target audience on the basis of their motives, desires,
demographics, concerns and desperate problems. For instance, if you attend a
network marketing presentation, you know the target audience is a group of
people who are looking to supplement their income or make money in their
free time. If you are planning to sell a money manifestation course, these may
be your ideal buyers.
Learn to identify your prospects by aligning what you are selling with their
deepest fears or aspirations.
Here are some sales prospecting master keys
-Build rapport by focusing on commonalities between you and the prospect
- Tell prospects why you are contacting or calling them
- Avoid hackneyed cheesy sales pitches and instead ask something like, “is
this (challenge or opportunity) something you are keen on (experiencing or
solving). If they reply in the affirmative, set an appointment by informing
them that you’d like to discuss the strategies in detail face to face.
- Remember you are not selling at this stage. You are only pre-qualifying
prospects to know who your buyers are.
- Don’t give up on the first stance of objections such as budget, need or other
concerns.
-Ask more open-ended questions to know more about the prospect’s needs.
You’ll come across as more interested and concerned about their requirement
rather than just starting with what you have to offer.
Sometimes when you cold call or prospect clients, they will ask you for more
information in a bid to put you off. They have already made up their mind
about your offer not being relevant to them. A seasoned salesperson won’t
give up.
-Rather than simply mailing them information, grab the opportunity to open
them up to a conversation or build rapport. When you send the material,
you’ll leave the onus of a follow up on the prospect, and in all likelihood,
they won’t get back to you.
“I’d be glad to send the information to you Mr. Smith. We have a 200
product catalog that can be emailed to you. However, if you don’t mind, I’d
like to ask you a few quick questions to ensure I only send you stuff that is
relevant to you?”
“Sure, I’ll do that immediately. However, I want to ensure the product on
offer is a great fit so let me ask you a few quick questions.” This is where you
can shoot your qualifying questions to determine if you should book an
appointment with them to take it further.
-One of the most powerful ways to build a prospect list is to ask happy clients
for referrals. They’ll spread a good word about your offer and give you
access to even more prospects to build a close-knit community of happy
buyers.
According to a 2003 published Harvard Business review piece, the value of a
customer does not lie only in what he or she purchases. How your clients feel
about your business/brand and how they speak about it to others greatly
influences your overall revenue and profit.
The ideal time to ask for referrals is right after a completed sale. The reason
behind this is, the sale has evoked fresh feelings of excitement and
enthusiasm in him/her. The positive experience and excitement will translate
into the new buyers wanting to share their happiness within their social circle,
which will increase your chances of getting referrals.
-This is a small tip that I have seen many salespersons use to boost their sales
strategy. They make every effort to keep in touch with existing customers,
often arranging a meeting with them just to say “hi” or “catch up over coffee”
or to know “if everything is fine with the product or service.” They’ll send
birthday cards and extend invitations to exclusive customer events. How
about sharing white papers or other content that you think will be valuable for
your customer? No one thinks much about this strategy but staying in touch
with existing customers can help you win plenty of referrals.
-If you are doing a cold call, disarm the customer if you want to get them
interested and curious. A majority of customers will be busy when you call. If
you simply start your sales pitch with who you are and what you are selling,
there’s little chance of you breaking the ice with them. There’s a natural
switch off button that triggers in their mind when it comes to sales.
The trick is to say something alarming that grabs their attention. “Hi, this
Ashley Rogers from XYZ company. And I bet I caught you in between
something important.” They’ll be like “huh.” Get them to lower their guard
and be less suspicious of pesky salespersons.
Mention the purpose of your call clearly with something like, “the objective
of this call is to get 5-10 minutes of your time to discuss how you can reduce
your documentation time by half and save 30 percent while doing it?” There,
you’ve hit your prospect straightaway with the value proposition.
Always end with a question about whether the prospect is indeed serious
about getting the desired results. Make them feel that if they are serious about
making their life easier or saving money or whatever else they are looking to
accomplish (or solving a problem).
-Always take the time to pick the right fish from the ocean by categorizing
people into demographics, interests, hobbies, industries and more. You can’t
take on the entire ocean in one shot.
Begin by creating the ideal customer profile. Who is your ideal customer?
For example, if you are selling a fairly expensive GPRS chip to parents of
school students that helps them keep track of your child’s moves, who is
going to be your ideal customer? Probably, well-educated and professionally
well-placed young families who are concerned about their child’s safety and
can afford to invest in the chip.
Do research to determine who your most profitable customers will be based
on studying buying trends of similar products. Again, who are your worst
prospective customers or clients who aren’t likely to buy? Create multiple
customer profiles, and the match them with existing prospects to find your
best buyers. This way you’ll focus your efforts on the best fish rather than
trying to catch them all ineffectually.
- Humor is one of the best ways to break the ice and get people interested in
your business. Who doesn’t love laughing? Who doesn’t fancy lightening up
a bit now and then? People visualize salespersons as robots who clinically
rattle off information about their products and services. This means you
disarm your prospects when you use humor and come across as a fun person,
not the sales individual they imagined.
Using humor to sell services several purposes. It makes people feel
comfortable. For example, when you use self-deprecating humor, it instantly
warms the prospect to you revealing your funny side and confidence in
yourself. It makes you come across as human. Humor also makes you come
across as a more confident and self-assured individual who is able to laugh at
himself/herself or take things in a lighter spirit.
Also, humor makes your pitch unique and memorable. If a prospect has been
through several uninspiring pitches for the same product or service, he/she is
like to remember your humor based pitch. Insert humor, jokes, lighter
incidents and anecdotes into your pitch to shake them up from their boredom
and get them to feel more excited about your offer. It is like shaking them up
and grabbing their attention.
Set Up an Appointment
This can be a tricky one. Most people will come across as extremely positive
about your offer face to face and promise to follow up with you but, they’ll
hesitate when it comes to setting up an appointment unless you’ve really
managed to grab their interest (in which case they’ll be calling and chasing
you).
If a person mentions that someone else will be a decision maker along with
them, at the onset insist that you conduct a joint presentation for all decision
makers rather than addressing each one separately.
Use the “get your foot in the door technique” to bag appointments with
prospects. The technique originated from door to door salespersons that put
their foot in people’s doors to prevent them from banging the door on them.
This gave them a few more precious minutes with the prospects.
In the modern era, the foot in the door can be used by creating trust (build
rapport when you approach them, do a non-salesy casual introduction, keep
in short and simple), qualifying prospects (by posing the right open-ended,
problem revealing queries) and positioning value or a solution to those
problems.
Request a time of the prospect’s choice since you don’t want to catch them
when they are constantly interrupted. This way you won’t come across as a
pushy intruder. However, at the same time, ensure that it isn’t further than the
next 3-4 days or your prospect will lose interest.
Do not start selling. Your job at this stage is to simply set an appointment by
getting your foot in the door. If you start selling straight away, you’ll lose
that opportunity. Salespersons are hardwired to sell, unfortunately. Intrigue a
prospect enough to actually make him/her look forward to the appointment.
Again, reveal a genuine desire to help. Don’t pressurize them into buying or
listening to you. Rather, identify their most compelling problem and pitch
your offer a direct solution to that problem. Offer them a value proposition
that’s hard to resist.
“Do you want to keep paying additional operational costs or do you want to
save your operational costs by 30%. The decision, Mr. Smith, is yours.” A
statement like this will hit them hard, and there’s little chance of them
wanting to refuse something that helps the save. There again, how you
posture or position your offer is all that matters.
Make saying yes easy for your prospect. Face to face meetings require a huge
time commitment, and the prospect may not be ready for it. However, the
prospect may be open to a phone presentation. Don’t make it an all or nothing
proposition if they refuse a face to face meeting. Go ahead and pitch the offer
over the phone if you can by fixing a day and time for the call.
Another pitfall to avoid is delivering a rehearsed, word by word sales pitch
that is a complete turn off for clients. A majority of them will never fix an
appointment with you ever. Your script may be flawless, but you won’t come
across as a human. Plus, you’ll never cover every possibility or type of
prospect in a pre-written script. And sometimes, you’ll have no choice but to
go with a script. Think of multiple objections and scenarios a prospect can
come up with at this stage.
The trouble with most salespersons is that they expect standard pre-
determined responses from their prospects. Your prospect is not bound to go
by your script. Listen to them keenly to understand their unique concerns and
priorities, which you can build upon.
Again, your chances of setting an appointment will increase if you focus on
the WIFM principle. Tell your prospect what is in it for him/her. Make the
call flow seamlessly and not forced.
Don’t use words such as “interested,” “buying,” “selling” etc. There are
certain words and phrases that immediately trigger a red flag in the prospect’s
mind, a post which they will switch off from everything you say. There’s no
point in asking a prospect if they are interested in something.
You’ve already determined that the product/service is relevant to them. If
they say no, you’ll have to comply or come up with a smart rebuttal and if
they say, you’ll be forced to go all salesy and list more information about
your products or services. Focus on words such as “save,” “value” “useful”
etc. It should be pitched as something that serves their purpose and not helps
you rake in a few quick bucks.
Another sales trigger is when a salesperson is overly formal. This will most
likely cause your prospect to go away/hang up without scheduling an
appointment. If you go, “Hello, my name is Jason Smith,” the prospect will
say a subconscious “bye” to you already. It is a definite robotic sales call
alert. You won’t sound authentic or trustworthy with anything you say after
that.
Replace hello with a more casual and informal “hi” or “hey” It is alright to
leave your guard down and appear friendlier. “Thank you” can be replaced
with “thanks” and “have a good day” can be substituted with “goodbye.”
Come across as a person they can have an engaging conversation with.
If you are calling people in high positions or decision makers, call during “off
hours” These well-insulated folks are not mentally equipped to take any more
grind during their work hours. It is easy to switch off when you are in the
middle of something important or mentally exhausted. Catch them when they
are likely to be in a fresher mood, say early morning or late evenings. I don’t
mean to make you call them during dinner time.
Just call on the official number during non-peak hours. This also serves
another purpose. It makes your prospect think you are dedicated enough to
put in extended hours of work to serve the company and client, which reflects
positively on your overall persona.
Chapter 4: Overcoming Objections and
Closing Sales
Few things are more disillusioning for a salesperson than an objection that
comes out of nowhere and hits you hard in the face. You are like, “oh! What
do I say now, there goes my sale.”
If you have had enough of “oh, you are too expensive,” or “oh, this isn’t my
priority at this time” or “I don’t have time for this.” Or any other negative
statements when it comes to closing the sale, it is time to pull up your socks
and overcome these objections using smarter strategies.
Overcoming objections is the master key to being a successful salesperson.
What exactly is a sales objection?
A sales objection is a concern or reason cited by a prospective customer for
bringing the sales process to an end. Sales objections often cover some
hidden concerns that the salesperson should attempt to unmask for
overcoming these concerns. By mastering these objection overcoming
techniques, you won’t squander good sales opportunities.
Here are common objections and how you should tackle them like a pro
Objection One: “The offer/product/service is too expensive”
There is a price, and there is a value attached to everything. If you are
looking at the price, you should also consider the value.
Make your prospect understand how the offer can help them save time or
money, improve their lives, increase their effectiveness, etc.
“Don’t you think this can help you save time?”
“Don’t you think this can help you become even more productive?”
“Don’t you think your family will be safer?”
Ask questions because in sales questions are often the answers you give your
prospective customers. When you ask them, “don’t you think it will help you
save money?” you are telling them that their objection is unfounded and that
this offer will help them save money.
Get them to reply in the affirmative to as many questions as you can in
response to their objection. Research has proven that if you manage to get
‘six yeses’ in a row, they will be likelier to buy from you. You’ve brought
about an affirmative shift in the mind by getting them to think positively
about the offer.
In this instance, you have to demonstrate how the value or savings derived
from the offer far exceed its cost or buying price. Once the prospective
customer grasps the real value of what you are offering, it is easier for them
to decide in your favor.
You can also try something like, “I agree this may cost more than what you
expected. However, you don’t want a cheap service that doesn’t solve your
problem or offer value. Cheap products or services are not effective for
solving problems. The key is not the cost of a product but whether it solves
your problem effectively. Imagine the cost of not being able to solve this
problem with a cheaper product?
The high-cost objection can also be responded to with, “Let me share an
instance or case study that will help demonstrate how the value of this
product or service far exceeds its cost.”
Now you’ve shifted the focus from high cost to higher value.
If you are prospecting via email, write a straightforward mail that strongly
focuses value proposition. Use simple yet compelling language. This is the
fastest way to reach a decision maker because it is tough to get people to put
you through them on the phone. Instead, you could say. “We have something
that can help you (value proposition). Who is the best person to talk to about
this?” They will share email details more willingly.
Objection Two: This isn’t a priority at the moment
This is another tricky objection that throws a lot of salespersons off the gear.
However, there are smarter responses to every supposedly smart objection.
“I am slightly off the track. Can you help me understand what your priority is
currently?”
Ask sufficient questions until you’ve established what is important to them at
the moment. Once you successfully determine their priorities and challenges,
weave your offer around these priorities.
For instance, if someone says investing in automated software is not a
priority for their business, ask them what is important for their business
currently. They may come up with “increasing profits, focusing on
satisfaction and other similar replies.”
“When you free up your time by investing in automated software, you have
more time to focus on the product or service. This invariably leads to happy
customers and boosts your customer satisfaction quotient.”
“You’ll spend more time on product development and diversify your
portfolio rather than mundane administrative tasks, thus paving the way for
more profits.”
The idea is to closely connect the offer to what they mention as their priority.
“Our priority currently is keeping costs low, so we don’t want to invest in this
software.”
“If keeping costs low is a high priority you’ll cut down a lot of staff salary by
investing in a more efficient and automated process.” See what we did there?
We took their objection and turned it on its head to help them understand that
contrary to what they believe, it does indeed fit with their priorities.
At times, prospects will say something is not a high priority because they are
masking another concern. To get to the bottom of that concern, you’ll have to
keep asking the right questions.
“If you have another concern Mr. ABC, I’d really appreciate you discussing
them with me since we are always striving to enhance our services.” You
come across as a concerned representative of your business rather than a
hungry shark looking over its prey.
Other times, they’ll come up with something like, “I am too busy at the
moment, call me in a couple of months.” If they are claiming to be busy,
they’ll most likely give you the same reason after two months because the
real reason is they don’t think your offer is worth giving time to or
considering.
Nix this notion by reiterating the value proposition of your offer. “Our offer
can help you boost profits or save time within the next three months. And I
can get you started on it in less than 30 minutes.”
If they mention they don’t have time to close the deal, talk about how the
offer or product will, in fact, help them save time. When they say it isn’t a
priority or it isn’t important enough to take up their time, make the offer a
priority. Again, prioritize your solution as a fast and effective one that won’t
take much of their time and will, in fact, help them save time in future.
Objection Three: “I don’t want to change anything currently, I
am happy with the way things are going”
“Yes, I agree there is an element of risk involved in adopting new systems.
However, with time you’ll realize that there is even bigger risk involved in
not embracing change and adapting to new ways of doing things. The biggest
risk in life indeed is taking no risk at all and stagnating.”
Many people are averse to risks or trying something different or innovative.
Adopting a new solution and giving up a comfortable way of doing things
can be challenging. However, the approach is to tell them how they will lose
out if they do not adapt to the new solution.
Demonstrates case studies and examples of how people in the past have been
skeptical of trying your offer, and how this change has benefitted them.
You can go a step further and talk about path-breaking changes and trends
that have taken over the world that were once viewed with skepticism. How
dynamics keep changing and evolving, and how it is important to keep up
with times. Explain how important it is to stay relevant in today’s times, and
how the bigger risk is losing this opportunity.
Shift feelings of fear and doubt related to purchasing the product to fear if
they don’t purchase the product. Create a bigger fear of losing out. This can
help them view the offer in a more objective manner rather than being
intimidated by it. The bigger fear should be losing out on a great offer rather
than fear of investing in a product that doesn’t turn out to be great.
Human beings are often wired to experience a false notion of security. They
won’t change or unsettle things unless it becomes necessary. You’ll need to
create a sense of urgency and pitch something as necessary if you want to
shift their perception.
Objection Four: “Thank you for offering us this, but we
already have someone we buy from”
“I am not suggesting you change the current supplier or company. All I want
is an opportunity to demonstrate how our brand, company or solution is
different, and how we provide greater value to customers.”
Your prospective client is operating an attitude that says, “If things aren’t
broken there’s no need to fix them.” The prospect obviously has no
awareness of the differences between the current solution and the one you are
offering since they haven’t tried it.
Your strategy should be to fill this information gap equipped with knowledge
about how your offer or product varies from what they are currently using to
help them review their earlier hesitation. Have simple yet effective, easy to
understand comparisons of how your solution scores over what they are
currently using. Use a like for like chart/table to compare each attribute. They
should be able to review the information easily and reconsider their initial
opinion about your offer.
The positioning or angle makes all the difference in sales. If you position
your offer as “replacing their present solution,” they won’t view it too
positively. However, if you position it as something that “provides them an
opportunity to consider a solution that can give them more value.” Don’t
replace their current option; just give them an option to gain additional value.
Bingo!

Objection Five: “We Prefer an Established Brand”

“That is understandable. However, let me do a like for like attribute
comparison to show you how we score vis-à-vis the established brand. If you
are a new operator in the market, one of the biggest roadblocks is establishing
an identity. Everyone is bound to be skeptical of new players. They choose to
play safe by opting for known brands.
Small and mid-sized or new businesses should equip themselves to handle
this objection. The most effective way obviously is to provide a like for like
comparison.
When you are making a like for like comparison chart with an established
business, keep attributes where you score over the business at the top. Once
prospects realize that you score over the first few (or in their view the most
important) attributes, they will be likelier to overlook the ones that follow it.
If there’s a third party comparison of your solution versus an established
solution, use it to drive home your point.
You can also offer the case study of an existing customer who switched from
the established business to your business, and how this smart decision has
changed things for them. For them, there is a risk involved in trying a new
player. You can minimize this risk factor by offering a free trial to help them
see for themselves how your offer or solution can impact their lives.
Complimentary trials or a 30/60 day money back guarantee may work well in
de-risking the process of picking your offer over an established brand.
Objection Six: “We don’t have a budget for this”
“Well, I don’t expect you to purchase anything right away. All I want to do is
give you the opportunity to know what we have created and to help you
decide if it is valuable to you.”
Shift the focus from you or your product to the prospect. This is one of the
biggest and most well-kept secrets of sales. Put your prospect’s need for the
limelight, not your solution.
Understanding how the process of budgeting works for your prospect. Do
they have a budget in place for what you are offering, which they’ve already
spent? If yes, when do they assign a new budget?
“I want you to see how this product/offer/solution can help you save. For all
you know, it may actually cut down your budget and offer greater value.”
Objection Seven: “I need to consult my wife, manager, business
partner before making a decision”
This is often a positive objection which implies that the prospect indeed
thinks your offer is good enough and wants to run it through another person
whose decision he/she trusts. However, it can also be an excuse to avoid
closing the sale.
See this as an opportunity to get a breakthrough about who the real decision
maker is. Don’t be disillusioned when they request to consult someone else.
Proactively offer to talk to the person about your product or offer by
requesting a joint appointment at the earliest. “It is wonderful that you want
to consult a person you trust before making this decision. Let me make the
process easier for you two by holding a joint meeting.”
At the meeting, focus on the decision maker rather than the original prospect
because the latter is most likely sold and is only looking for a second opinion.
Objection Eight: “I can purchase this for cheaper elsewhere.”
You are in a situation where the prospect is attempting to play you up against
a competitor for negotiating a better deal. In all probability, they plan to buy
the product or offer from somewhere else at a lower price.
The only way to beat the competition if you don’t want to reduce your price
anymore is to demonstrate how though the competitor is offering a lower
price; you’ve packed in more value. You can throw in a free warranty,
extended service contract or other bonuses that translate into higher overall
value even though your price is higher. Think about this, if company “A” if
offering you a product for $50, while company “B” is offering the same
product for $65 with a six month free service contract, a few bonuses and a
free upgrade, wouldn’t you rather opt for “B” since it offers higher value?”
The golden rule is – when you can’t beat a competitor in price, up the value
of your proposition to pitch it as a higher cost but also much higher value
than the competitor.
Objection Nine: “I am not interested”
People generally use this objection when they respond to a sales pitch on an
impulse. This is the reaction of prospects when they think their time is being
wasted.
Rather than contradicting the prospect, empathize with him/her. Tell him/her
you truly know how they feel about salespersons pitching worthless products
to them. Follow this up by informing them about someone who felt the same
but actually benefited from the offer.
“That’s fine Mr. Smith, I understand exactly why you feel this isn’t of
interest to you. ABC client said the same thing when I first approached them.
However, now they are using our product to help their children read and learn
better. I understand how important it is for you to improve your child’s
learning and development all the time. Can you tell me why you’d not be
interested in knowing about something that can positively impact your child’s
learning abilities?”
There, now you’ve got them thinking if they are serious about their child’s
development, they should consider what we are offering.
Use Objections as Opportunities
Keep your main sales objection as a lever to knock the sale in your favor
towards the end. Closing on an objection is one of the most powerful
strategies to close a sale. Rather than viewing objections as challenges or
roadblocks, use them as opportunities to close a sell with greater impact.
Let us show you an example:
Prospect: I need the cost for this to be under $1000.
Salesperson: Why is it important to you that the cost remains $1000?
Prospect: It is important for me that cost per product should be below $1000
because otherwise, we will be overshooting our budget?
Salesperson: “Okay, assuming that we can give you the product for under
$1000. I can’t promise you anything. Let us just assume for now that you can
buy the product for $1000 per piece, is there anything else that will stop you
from buying the product?” Or you will definitely move ahead with the sale if
you get it at this price?”
You are actually qualifying whether the customer is genuinely concerned
about the high price or they are simply offering an excuse to avoid closing
the sale. There is also an attempt to uncover other objections they may come
up with. You are basically fleshing out.
Contrary to popular perception negative customers are not the toughest to sell
to. The fact that they are negative about some ideas can be used in your favor.
If you can manage to change the negative to positive psychology, you’ve won
it.
It is the apathetic customer who is toughest to please. They don’t have any
objection and don’t care, which means you can’t use any objection to create a
strong emotion for closing the deal.
Chapter 5: Sales Techniques That Work
Of course, every sales professional can do wonders with the right sales
technique ammunition. However, traditional sales wisdom doesn’t make
sense anymore since times have changed and these strategies have become
redundant. Here are the top sales strategies that work and ones you need to
throw out of the window right away.
Make the customer your hero
Much like every story, your sales story has to have a hero. Who will it be?
Easy, the customer! Don’t make your company, product or solution the focus
of this story. Play the role of a guide or mentor. You are present only to
facilitate the change in their life, and help them adapt to a better solution.
Everything should revolve around the customer’s challenges, untapped
potential, benefits, and life. Center your pitch on how wonderful your product
or service is, and the customer will go running in another direction. Talk
about how wonderful your product or service is for him/her, and they’ll be
likelier to listen.
Present contrasts
Create a powerful value perception by narrating stories with contrast. When
you narrate customer stories, do not be shy to mention the before and after
stages of customers using your products or solutions. Talk about how people
were impacted by the product or how things changed for them. Talk about
how their life became easier, more effective, more enjoyable, and less
stressful or other similar positives after using your product. Contrasting
personal stories are very powerful when it comes to making sales.
Ever wondered why review sites where product reviews are mechanically
mentioned get far lower affiliate sales than sites that have people chronicling
their personal experience or stories with products. Narrate stories with
contrast. Don’t be shy about connecting emotions and researched data.
The best way to persuade a customer is to talk about people who experienced
a change in their challenging environment or life. The offer should be
presented as a solution to something they are grabbling with or something
that adds value to their life.
Even if it is a simple dress you are selling, focus on how a well-fitted
garment will add to their confidence, make them feel great about themselves,
help boost their self-esteem, make them look gorgeous, make them more
impactful and effective at social gatherings or corporate meetings. Even a
small product or services can be played up to be a life-transforming solution
for your prospective customer.
The buddy trick
The buddy approach works well for salespersons that are amiable, warm and
congenial by nature. This technique is obviously based on being liked by
your prospect. Show interest in the prospective customer and try to establish
an emotional connect.
Essentially, you are not a salesperson but a friend who is trying to help the
prospect find genuine solutions to their problems or a real way to enhance
some aspect of their life. You must come across as real and genuine
otherwise it’ll backfire, and you’ll be one among several glib talking,
manipulative salespersons. Fake concern can be easily spotted.
Guru approach
This technique is appropriate for salespersons who are more focused on logic
and facts while selling and aren’t keen on emotion-based sales. If you are
more practical than warm and amiable, emotional connections won’t sync
well. This approach is also ideal if you are dealing with intellectuals in high
positions of authority, who are not easily moved by emotions.
Use facts and logic to drive your argument. You position yourself as the
ultimate authority or expert in the field and rattle off numbers on fingertips.
You are a thought leader, a solution provider, subject matter expert and
experienced guide, who possess high knowledge-based credibility.
This approach needs plenty of work. As a salesperson, you have to keep
working on learning relevant information and stay up to date with new
industry trends/changes. Have independent views about dynamics within the
industry and keep chronicling your knowledge on a blog. This way you’ll
come across as an influencer, which can help you drive more sales in the long
run.
Customer personality technique
This is about analyzing the prospective customer’s personality type and then
adopting a sales technique that suits his/her persona. You may have to use a
single approach or combine multiple approaches to help the prospect buy. I
know a lot of successful salespersons who analyze the personality of their
prospects before customizing their pitch to get desired results. For example, a
friendly, warm person may find decision-making challenges. He/she may
need more reassurance and persuasion when it comes to taking action.
Similarly, if a person is suspicious or wary of smooth talking salespersons
may need more evidence of authority and credibility. You need to focus more
on building trust with a person who is always suspicious of people’s motives.
Similarly, a person who lacks confidence and doesn’t trust his/her ability to
make the right decision needs to be reassured by focusing on the value they
gain from the offer.
Product-oriented approach
Here the hero of your story isn’t your company or the prospect but the
product you are selling. In the product-oriented approach, the salesperson is
focused on listing the features, benefits, and specifications of a product.
It includes investing a considerable amount of time towards explaining the
features and benefits of a product or giving product
demonstrations/presentations until the prospect is persuaded about the true
value of it. If you are using a product-oriented approach, you must know the
product inside out, with all its technical specifications.
Preempt several questions regarding the product so you can answer them
when they arise knowledgeably and authoritatively. Prospects are likely to
come up with plenty of questions regarding the salient features and benefits
of a product if you are using the product approach.
Need-based selling
The hero of this story is basically the solution of a compelling customer need,
which you are attempting to fill. Using this approach, you attempt to uncover
a clear and compelling need that the customer is desperately looking to
resolve.
For instance, he/she may be lonely and looking for a date or a relationship.
As a dating site registration salesperson, you have to tap into that need and
get them to sign up for a suitable membership plan. What you are doing is
identifying a need and then pitching your offer as a solution for that need.
You are posing as a problem solver, who can fulfill the customer’s need.
Rather than creating a new need, you are filling an existing need.
Soft Sell versus Hard Sell – What Is The Difference
Soft selling is a technique that is much appreciated by prospects especially
when they need gentle guidance and suggestions when it comes to making a
purchasing decision. The seller uses subtle persuasion and suggestions to
reassure or convince a buyer. This sales technique is more subtle and non-
aggressive. For instance, the salesperson may gently try to sway your mind
with “we sold hundreds of these pieces last week” or “the lady who walked in
before you loved them so much she picked one in every color to gift her
family.”
You may have heard these gentle persuader’s innumerable times. Soft selling
can also involve recommending a specific product to meet your needs. “If
you live in a warm region, this cooler with xyz benefits will best suit your
purpose of keeping the house cooler during warm summer days.” They may
say, “I recently purchased the same product, and I am very happy with the
results. It has helped me keep the house more temperature controlled while
enjoying fresher and more purified breathing air.” There’s no pressure on the
buyer to take action. He/she is presented with facts and reviews, based on
which they can make a decision.
Hard selling, on the other hand, is a more aggressive and sales driven tactic
that doesn’t go down too well with buyers. In hard sell, prospects are
sometimes intimidated or manipulated into buying stuff they may not even
need. Hard sellers make a customer feel compelled or obliged to buy a
product. They just won’t take no for an answer. They create a need, a sense
of urgency or a feeling about how the customer will lose out big time if
he/she doesn’t take action immediately.
Typical lines used by hard sellers are, “buy this today or miss out since we
have a limited stock of these goods which will all be gone tomorrow.” When
a salesperson tries to decide on behalf of the customer rather than helping the
customer make a decision, it is a hard sell technique. You are not giving the
customer the time or freedom to make a decision. Rather, you are forcing
your decision on him/her.”
Using reverse psychology for closing sales
As human beings, we are often resistant to persuasion. When you realize you
are being convinced to do something the other person wants you to do so, you
become psychologically resistant to the idea. We are not forewarned about
how people try to persuade or manipulate us, which makes us develop greater
resistance. So when the glib talking salesperson says, “you should really have
this because it makes your life easier” the thought bubble over your head
says, “There goes this moron trying to use his/her best persuasion tactics on
me to get me to buy something I don’t need.”
As a salesperson, leverage reverse psychology to your advantage!
For instance, disqualify your potential client. This only works if you are
being honest. Be mindful of the fact that it can also offend your prospect.
Let’s say you go shopping for a baby cot and the salesperson seizes you up to
gauge what kind of baby cot you are looking for and what is your budget.
You find a one of its kind, a gorgeous baby cot that is supposedly handcrafted
and made with the finest quality material. The salesperson says, “You won’t
be able to afford that, or that’s not within your budget, I’ll show you
something more affordable.” How will you feel?
Now, if you have even a shred of self-respect in you, you would want to
prove that snooty salesperson wrong by demonstrating that you can, in fact,
afford the baby cot, even it means you go without lunch for six months.
When someone challenges your sense of self-worth, you feel a compelling
urge to prove the person wrong. This feeling can be harnessed brilliantly by a
smart salesperson. However, it is tricky and should be used with caution, only
if you are sure it will pan out as intended, otherwise you’ll end up offending
the prospective customer for life.
Presenting something as off-limits for a prospect and showing them more
affordable, budget-friendly options only triggers a strong willingness to
stretch beyond their intended budget. Again, don’t use this as an evil
manipulation trick. View it is a persuasion technique that can be used if you
genuinely believe that the high cost will also offer them high value or the
product is really useful to other. However, you are just another evil shark out
to grab their money.
Bonus Chapter: Sample Sales Scripts
Cold Calling Sales Script with Objections
Customer: Hello
Sales Agent: Hi there, Can I take just 2 minutes of your time and tell you how
you’ve been paying way too much all this while for high-quality tires and
other truck parts?
(No asking – Is this the right time to talk to you. Customer will most likely
say no)
Customer: What??? Okay go on
SA: Perfect. Let me help you save right away.
Customer: So what is this about?
SA: We are a truck driver-focused company formed by truck drivers who
know the real value of your time and money. We know about the hassles of
being late and of being stranded on the road owing to defunct parts. This is
why we are here to help you buy high-quality tires and other parts while
saving a lot.
We are not just another big company out to get your money, but former truck
drivers who want to help you save. We want you to know that we are here to
give you the best without costing you a fortune.
Customer: I already have a supplier whom I buy from regularly?
SA: Very well. You sure must be happy with the existing supplier. But
what’s the harm in trying something that can probably give you a much better
deal than what you are currently getting? What if we can help you save a lot
while giving you great service. What do you have to lose by trying us? We
are so sure you are going to love us.
Customer: I don’t have time for it right now.
SA: I understand the importance of your time. That’s why we are here to help
you save both time and money.
You can order right away from the convenience of wherever you are, and
we’ll send it to your doorstep. It’s that simple. No gimmicks. No catch. No
waste of time.
With us, you will have the opportunity of using the best quality tires for a
wide range of trucks at the lowest prices.
Customer: I need more information before ordering
SA: No problem. Take your time. Go through our catalog/website and see for
yourself the quality and prices we offer our customers. However, I do not
want you to miss out on a current offer we have going where you can get
(mention any current running offer).
It’s easy. I can give you all the information you are looking for, and you can
order straight away. We have a special offer where you can buy XYZ for the
best price right now over the phone.
I can send over a representative who can explain everything to you in detail
at a time convenient to you. He will show you how you can save on
purchasing high-quality truck parts at the best price. Wouldn’t you like to
know how save on truck parts you are already purchasing?
Customer: Do you have a money back guarantee?
SA: Yes we have a 30-day Money Back Guarantee to help you order with
absolute peace of mind.
Customer: I am not looking to buy this particular part now.
SA: Yes I understand. You may already have one right now. But don’t you
think it’s practical and hassle-free to keep a spare part handy rather than
running around at the last minute when you will really need it. Plus you may
end up paying much more at that time. Wouldn’t you like to order at a lesser
price today than spend more later?
And buying today can help you save $$$. We have a special offer only for
now (mention offer). Don’t you think you can save a lot by ordering during
the special offer period a part of which you will end up paying much more
later?
Ask close-ended questions where the customer has to answer yes.
If many yeses. You’ve gained an upper hand. The deal is yours.
Customer: I pay the same price when I buy this form XYZ, so I’ll stick with
them.
SA: what if we can match the price or give you a better price? Would you
consider buying from us? Let’s make the deal, even sweeter, for you. We will
even throw in free shipping if your order goes above $50.
Customer – I am interested. How do I go about this?
SA – You can place an order with me right away and have the part delivered
to your doorstep without any hassle. Alternatively, you can also log in to our
website xyz.com and order online at the click of a button. It’s that simple.
SA – Would you like me to guide you to ordering from the website right
now?
Customer: Yes, please.
SA: Go about explaining how to order from the website.
Customer: You are a new company, I’d rather not order from you and stick to
an old, reputed firm.
SA: As I said earlier, we are here to help you buy, and not just sell and we
have been drivers ourselves, so we know the importance of getting you back
home quickly by saving your time and money on the road. There’s no harm
in trying us. We might help you save a lot of money. Let us help you buy
once, thank us later. You deserve the best price. Let us give you that.
Customer: Why Should I Order From You?
SA: We bring you the best quality tires and products at the most affordable
prices. We actually have a huge variety of high-quality parts that you can
order right from the comfort of your home. It’s fast, easy, affordable and very
convenient for you.
Customer: Where do you source your goods from?
SA: We source our goods from the best manufacturers all across the globe to
bring you the best possible parts at the lowest possible price. We conduct
thorough checks and quality standard ratings to ensure that you get nothing
but the best. Our products are guaranteed to give you a hassle free time on the
road at honest prices. Give us a try. You won’t regret.
Customer: What items do you stock?
SA: We stock a huge variety of items that includes top quality commercial
tires and rims, Volvo replacement parts, international replacement parts and
Freightliner replacement parts. Whether you are looking for steer tires, drive
tires or trailer tires, we’ve got it all covered. We have it all available in stock,
ready to ship right away. You just have to place your order with us today, and
we’ll have it zip across right away.
Customer: Can you give me a discount?
SA: Our prices are already the lowest you can find anywhere in the market.
Since we ourselves have been drivers, we think about our customers, care for
them and have hence kept the profit margins low. We always help you buy
first rather than just sell you stuff.
Cold Calling Sales Script for Setting an
Appointment
Hi, this is Roger from Skyline Solutions.
We’ve been working on some rather path-breaking solutions that will help
track your child’s moves and ensure they are safe all the time. Isn’t this
something you’d like more information on?
Yes.
Great, so we’ve created this tiny chip that can be fixed anywhere from the
identity card of the child to his/her bag for helping you monitor their moves.
It is safe, radiation-free, easy to fix and use and best of all – cost-effective.
We’ve helped several parents in the city keep their little children safer by
keeping a close watch on their moves.
Can I ask you a few questions? (Go with the six yeses theory described in
objection handling)
Is your child’s safety important to you?
Wouldn’t you like to know more about your child’s movements?
Wouldn’t you like to be alerted if your child is in some danger?
Wouldn’t you want to know if he/she is regularly attending classes?
Wouldn’t you want to invest in something that can be life-saving for your
precious little one?
Wouldn’t you like to enjoy more peace of mind where your child is
concerned?
There, you’ve not just asked qualifying questions to know if you are indeed
speaking to the right person but also subconsciously imprinted into their mind
how they just cannot do without this product.
Once the prospect replies in the affirmative to your queries, you jump at the
opportunity to schedule an appointment.
Great! I think the best place to begin is by scheduling a meeting so I can help
you understand how the product can be of immense value for your family. “Is
Tuesday a good day to talk to you?”
If we want a clear response for day and time, don’t throw it open like, “when
is the best time to meet you?” If they are not too keen on fixing an
appointment they’ll say, “I’ll let you know later.”
Rather, come up with a clear date and time, “How does Tuesday 5 pm sound
to you?” If they are busy, they are likelier to say, “No. I am a bit tied up on
Tuesday. Let’s meet on Wednesday during lunch at 1 pm.” There by giving a
clear date and time, you increase your chances of getting them to commit to a
fixed date and time.
If they can’t make it on the day and time suggested by you, they’ll feel
obliged to come up with a time of their choice, thus helping you lock them
into an appointment. Again, this works at a psychological level when it
comes to persuading a prospective buyer to agree to a meeting.
Conclusion
Thank you for purchasing the book.
I genuinely hope it has offered you several proven sales strategies, tried and
tested persuasion techniques and a treasure of practical psychological sales
tips. These tips can actually be applied just about anywhere, in any situation
from sales to interpersonal relationships to negotiations. It’ll help you
understand the sales process and learn some techniques along the way.
Whether you want to achieve record-breaking sales figures or simply
understand how buyer psychology works to sell more effectively or learn
brand new approaches to sale, this book is handy a resource.
The next step is to use the book and apply these proven sales strategies to
achieve higher sales targets, better conversions and greater financial rewards.
Finally, if you enjoyed reading the book, please take the time to share your
views by posting a review on Amazon. It would be much appreciated!
Other Books By Leonard Moore
Manipulation
21 Proven Techniques To Secretly Manipulate, Persuade And Influence
Anyone

Maybe you’ve been led to believe that brainwashing other people is

something that can only happen in movies. Maybe you think that taking
advantage of the subconscious mind is something only crazy people would
try to do.

The truth is, as human beings we’re imperfect. We have weaknesses. And if
you study and get to know these weaknesses you’ll have a huge power in
your hands. When you master the right manipulation techniques, the real
ones, it is completely possible to influence other people’s thinkings and make
them do what you desire.

In this book you’ll find 21 of the best manipulation techniques, the ones that
can easily give you access to almost anybody’s mind. By learning and
applying them, you will have the chance to create a great positive change in
your life and reach your goals faster.

This handy manual will teach you:

● 21 Proven Techniques to Manipulate And Brainwash Anyone
● The Right Way To Disagree Without Sounding Disagreeable
● How To Interpret And Take Advantage Of Gestures
● Working Ways To Build a Relationship With Your Listener
● How To Mirror And Direct Others Without Anyone Noticing You
● Practical Strategies To Penetrate The Subconscious Using
Keywords
● How To Set The Right Mood To Manipulate Others In A
Conversation
● Common Mistakes And How To Avoid Them (The Majority of
People Doesn’t Know This)
● And much, much more

Learn how to get in control and live a life of happiness, success,

joy, and peace.

Click here to check the book on Amazon

Hypnosis
21 Proven Techniques To Easily Hypnotize, Influence And Control Anyone

Imagine if you could direct other people’s decisions. Imagine if you could
influence people’s subconscious minds and make them do what you want.
Imagine if you could learn how to discover and take advantage of the
hypnotic “reflexes” we all have.

Everything you’re about to read is completely possible. Maybe you’re not

going to believe me. If this is the case, I feel sorry for you. So many people
are already using hypnosis to direct other people’s decisions and thinkings,
maybe even yours.

The truth is, once you find a way to reach the subconscious you can easily
direct the brain’s decisions. As human beings we don’t think like computers.
Because of that we can be influenced easily. Hypnosis is just a way to take
advantage of a pre-existing weakness.

I have already used three hypnotic practices to keep you reading, but you
probably didn’t notice. Imagine how powerful you can become by using the
power of hypnosis and mind control in your own life.
Hypnosis is not some sort of magical fluff, it's a powerful, century-old
psychological practice. Doctors and psychiatrists have been using hypnotic
tactics to relax and anesthetize people, and the best salesmen take advantage
of hypnosis every day.

You’re about to learn 21 little known hypnotic techniques that could change
your life. Don’t worry, this book is not about magically creating “zombie
people” that will follow every order. That is not hypnosis, it’s fantasy. You’re
about to learn the real thing. The same methods world's most famous
hypnotists use.

Some hypnotic practices you’ll learn to master:

● Breathing Technique To Induce A Trance State
● 6 Little-Known Truths About Hypnosis
● How To Use Rapid Induction To Hypnotize Difficult Targets
● The 3 Phases Involved In Each Hypnosis Act
● How To Use Indirect Suggestions To Mislead The Conscious Mind
● The Hypnotic Bind Technique
● And much, much more

Don’t let others control you. Buy this book today and start taking advantage
of hypnosis in your life.

Click here to check the book on Amazon

Mind Control
Forbidden Manipulation And Deception Techniques To Persuade And
Brainwash Anyone

Mind control, also known as brainwashing, involves a unique selection of

tools and techniques that will allow you to lead people in conversations and
establish connections that have them genuinely wanting to do whatever you
have asked them to do. In many instances, they will even do so thinking it
was their idea to do so, and that you haven’t planted the idea in their mind at
all.

When you’ll become truly skilled at mind control, you will be able to have
and do anything you want. Whether you want to get a sale on something,
make a sale, get money, go on a date, get a raise or a promotion, get more
slack from your boss, grow your business, or do virtually anything else that
requires other people to cooperate with your desires, you will be able to do so
with everything you learn in this book. In addition to learning the important
skills and techniques required to brainwash others, you will also learn how to
never get caught.
You will learn everything you need to in order to be a master at mind control
and genuinely create the life you desire without anyone ever knowing how
you did it.
"Mind control is a powerful skill you have to master if you don’t want to be
influenced and brainwashed"
Remember, if this information is available to you, it is available to others as
well! Knowing these techniques will prevent yourself from being
brainwashed and will ensure that you are always doing exactly what you
want to be doing, and that no one else is controlling your fate. This is all
about putting you back in control of your own life.
In this book you’ll also find real life examples that will teach you how to
apply the techniques learned in the most effective and clever way to get
results.

You'll learn:
● Proven Techniques of Persuasion, Manipulation and Deception
● How To Manipulate Others Without Never Getting Caught
● Working Strategies To Protect Yourself From Being Brainwashed
● All The Truth Behind Mind Control And Dark Psychology
● Mind Control Techniques Already Used in Society
● How To Stay In Control Of The Conversation
● Examples of Mind Control Techniques in Real Life
● And much, much more
If you want to change your life as you know it and start having the type of
success that all of your idols rave about, then it is time to take back control.
This book will give you every tool you need to do that. The only question is:
are you ready for the life of your dreams?
Get the life you’ve always dreamed of!

Click here to check the book on Amazon

How To Analyze People
21 Proven Techniques To Secretly Analyze People And Understand Body
Language, Personality Types And Human Behavior

Imagine being able to secretly understand other people’s thoughts and

intentions. Think about the countless ways in which you could use this
knowledge in your advantage. Imagine reading body language, word usage,
facial expressions and subconscious actions to always know exactly how to
behave in a business meeting, how to talk to that girl, how to successfully
close a sale every single time.
Analyzing people is something we all do on some subconscious level.
Whether you realize it or not, you’re always profiling the people around you.
Being able to take advantage of this skill and control it can be a powerful tool
to use at your own leisure.
This book will teach you 21 of the best techniques you can use to secretly
analyze people and learn more about them, the same techniques the most
successful FBI agents use on a daily basis. Whether you simply want to
understand people better, learn more about their motives, thoughts and
feelings or develop deeper connections with others, this book will help you
do just that. You’ll also find real-life examples to better understand how
successfully apply the techniques you’ll learn.
Some of the techniques you’ll discover:
● How To Effectively Read Body Language
● Core Principles Of Eye Reading
● How To Understand Someone’s Values And Desires Through
Actions And Cognitive Thoughts
● What The Way People Walk Reveals About Them
● How To Identify Different Personality Types
● How To Understand Someone Else's Thought Pattern
● 11 Of The Most Important Facial Expressions And How To Read
Them
● How To Read A Person By Looking At His Or Her Environment
● A Simple Yet Effective Process To Re-brand Yourself To Be More
Likeable
● How To Take Advantage Of The First Impression
● Tips And Tricks To Read People Using Their Handwriting
● How To Shape Someone’s Perception With Your Body Language
And Gestures
Learn how to understand people’s thoughts and perceptions and take
control of the conversation.

Click here to check the book on Amazon

How To Secretly Manipulate People
Discover How To Manipulate, Persuade And Influence Anyone, Taking
Advantage Of Human Psychology

Do you want to get people to agree with you whenever you want? Would you
like to know how influence other people’s thinkings and make them do what
you desire? Then mastering the art of manipulation is for you.
Manipulation is a practice whereby you look into someone’s natural
psychological tendencies and use them to help you get your way. You learn
how to understand what people want and need, and what drives them to make
decisions. Then, you tailor your pitch or offer to get them to agree with you
and give you what you want, while making it look like they were getting
what they want! Ultimately, you lead the conversation by making it look like
they are. In this book, you are going to learn exactly how to do this.
In this manual you’ll learn:
● How To Analyze, Manipulate And Persuade People While Staying
Secret About It All
● The 3 Most Important Steps Of Manipulation (Almost Everybody
 Gets These Wrong)
● How To Read Body Language, Facial Expressions, Verbal And
Non-verbal Clues
● How To make others do What You Want By First Encouraging
Them To Say No
● Practical Examples That Will Step-up Your Manipulation Skills
● Powerful ways Manipulate Others With Your Body Language
● A Step-by-step Solution To Recover Your Art If Somebody
Discovers What You’re Trying To Do
● How To Use Logic And Emotions To Control Other People’s
Thinking
● Secret Techniques To Protect Yourself From Getting Caught
● How To Overcome People’s Trust Issues And Sneak Into The
Subconscious
In a time where everyone is fighting to get to the top, you need a little more
than great skills and a good personality to get there. Instead, you need to
know how to successfully manipulate anyone so that you can “earn” your
position at the top and keep it. If you are ready to start getting your way and
experiencing far more joy and success in your life, this is the exact book for
you.
Take control of your life today

Click here to check the book on Amazon

Human Psychology
21 Fundamental Principles of the Human Mind to Understand How People
Think and Behave and Subconsciously Influence Their Actions

Human psychology itself is a vast topic that requires many years of research
and attention to truly learn the entire subject. However, you likely don’t have
many years of time to invest in research if you want to start using human
psychology to direct human actions and behaviors now. For that reason, in
this book you’ll find 21 of the most important human psychological traits that
you should know if you want to use someone’s psychology to influence and
direct them to act and behave in certain ways.
Each of these topics will be explored in-depth, allowing you to understand
what they are, how they work, why people experience them, and how you can
use them to direct people’s behaviors.
Whether you are a boss looking to have greater control over your employees
or to create a more positive atmosphere, a friend looking to increase the
positive energies and emotions experienced by your friend or family member,
or someone who is looking to get people to do more for them effortlessly,
understanding human psychology is essential. Not only will this help you
understand behaviors themselves, but it will also help you understand what
drives them and how you can use this knowledge to drive the behaviors
yourself.
Some precious lessons you’ll learn:
● How People Take Decisions And How To Influence Them
● How To Understand Other People’s Perception And Take
Advantage Of It
● Freud’s Theory Of Personality
● Are Morals Always A Good Thing?
● Core Values That Drive Human Behavior
● How To Influence The Behavior Taking Advantage Of Emotions
● The Biggest Reason People Lie
● How To Get A Strong Willpower
● Psychology Behind Cheating
● How To Take Advantage Of Social Influence
● How Do Genes Influence Psychology?
● The Psychology Of Love And How To Take Advantage Of It
● And Much, Much More
Learn the right principles to get in control!
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How To Hypnotize Anyone
Discover The Secret Hypnotize Techniques And Language Patterns To
Hypnotize And Persuade Anyone

If you have ever wondered about the mysteries of hypnosis, you are not
alone. It's something that has always been surrounded by wonder and
mystery. However hypnosis it's a natural phenomenon that people have
harnessed and focused and if you learn the right techniques you too can
successfully hypnotize other people and speak to their subconscious mind.

In this book you’ll learn everything you need to know to hypnotize anyone
using a step-by-step process, from induction to deep trance, to speaking to the
subconscious as well as ending the session and setting up goals.

This guide will give you all the materials you need if you’re starting from
scratch, as well as more advanced scripts and hypnotic techniques to progress
further. You'll get a strong understanding of the history of hypnosis, the
different styles, philosophies, methods, and procedures that will open doors
for you in your own practice. You'll also find answers to the most common
questions like: How and why hypnosis works? What are we doing when we
hypnotize people? What does it feel like? What are the conscious and
subconscious? What is the difference between stage hypnosis and clinical
hypnosis? Is hypnosis dangerous? Can I hypnotize myself?

In This Book You’ll Learn:

● What Is Hypnosis And How It Works
● 3 Steps To Induce A Trance (With Exact Scripts You Can Use)
● Hypnotic Techniques World’s Top Hypnotists Use
● Betty Erickson’s 3-2-1 Script
● 5 Techniques To Focus Anyone’s Attention And Sneak Into The
Subconscious
● How To Hypnotize Anyone Using Breath, Voice, Memorization
And Language
● The Staircase: How To Use Metaphors To Speak To The
Subconscious
● Hypnotic Tips, Tricks And Secrets That Most People Don’t Know
● How To Use Hypnosis To Help People Achieve Their Goals Easier
● A Complete Script To Take Someone From Beginning To End In A
Hypnotic Session
● Myths And Frequently Asked Questions About Hypnosis

Believe me, once you get started with hypnosis you won't want to stop.

Learn the real hypnotic techniques today!

Click here to check the book on Amazon