Blogs for the 'The Psychology of Persuasion' Category

How to Instantly Win a Prospect’s Trust

November 7th, 2011

There are plenty of words in the English language that can express gratitude, professionalism and courtesy. There are also a lot of words that help shape (or reshape) opinions, drive sales and turn heads.

Read the rest of this entry »


The “Buy Button” – How To Emphasize the Value of Your Services

October 11th, 2011

There is a “Buy Button” in your brain.

In fact, there is a buy button in everyone’s brain.

Now, before you get any crazy ideas, it’s not a secret spot behind your ear.

But it takes a little explanation. So open your mind and I’ll do my best to spare you from 17-syllable words.

Read the rest of this entry »


How To Use Testimonials To Drive Sales

September 28th, 2011

Dear Reader,

The most gifted salesperson can go on and on extolling many benefits of his or her product, but at some point (usually very often) somebody will ask: Where’s the proof?

Read the rest of this entry »


The Sales Push: “When Push Comes to Nudge”

August 12th, 2011

Have you ever been pushed before?

Whether it’s delivered by a person or a strong gust of wind, being pushed feels unsettling. That’s because it’s throws us from center of gravity against our will.

Read the rest of this entry »


When Does Offering Prospects More Make Them Want Less?

August 23rd, 2010

Behavioral scientist Sheena Iyengar and several of her colleagues have made the case that less is more.

They analyzed company sponsored retirement programs for nearly eight hundred thousand workers, looking at how the participation rates varied versus how many fund choices the organization offered.

Read the rest of this entry »


An Amazing Selling And Prospecting Technique

April 19th, 2010

“The latest brain research shows that the old brain always makes the final call.  This is why, when you deliver your message, your impact is directly linked to

Read the rest of this entry »


How To Increase Profits By Selling To The “Old-Brain”

April 11th, 2010

One of the two or three best books on marketing I have ever read is a book called “Neuromarketing” by Patrick Renvoise and Christopher Morin.  What these guys have done is take the latest brain research on the planet and applied it to sales and marketing. http://www.amazon.com/Neuromarketing-Understanding-Buttons-Customers-Brain/dp/078522680X

Read the rest of this entry »


Prospecting Weapon #3: “Takeaway Selling”

March 22nd, 2010

Takeaway selling works when you limit the supply of a product or service in some way.  Because basic economics dictates that the demand will rise with  limited supply or timeframe to buy. 

Read the rest of this entry »


Prospecting Weapon #2: Common Enemy

March 15th, 2010

Is it time to find a good enemy?  I think so, and here’s why.

Effective marketing in a low-trust world means developing a bond with your prospects throughout your communication with them. 

Read the rest of this entry »


How To Speak To Your Clients “Lizard” Brain

February 13th, 2010

This is some weird stuff.

But if you can understand it and apply it to your sales process, you will drastically increase your sales ability.

Read the rest of this entry »