The Secrets of Influence and

Persuasion Tactics



PSYCHOLOGICAL REASONS - 1


My research has found that there are only a few deeply rooted psychological reasons why we automatically give in to requests. Sure, we all know that there are two basic reasons we give for anyone to do things:


THE FEAR OF PUNISHMENT

OR

THE DESIRE FOR REWARDS.

As you will see later, some people respond better to the fear of punishment and need to be influenced different than people responding better to the desire of rewards.


But, I have found that it's not that simple.


Over the past 20 years I have taken dozens of sales training courses. Mostly through my employers. Especially at NCR I enjoyed many great sales training sessions. NCR bases (or used to) it's sales strategies on old, tried and true methods.

We had to learn scripts, and any imaginable objection had a corresponding reaction from the sales person. Although it did seem to work, I always tried to reason beyond the script. In spite of myself I did sell quite a bit of NCR products. Earned me a couple of trips to exotic places too!


Now it is clear that in all this training there was little mention of WHY people buy - emotionally. It was all based on product. Features-benefits-bells and whistles-what it can do for your business-bottom line improvements blah blah blah. Most sales training even today is 100% product based. Totally dis-regarding the person's physical reasons to buy.



I have always wondered why I myself get caught in as well. We, as a family are victims of clever sales pitches as much as anyone else. We have bought tons of stuff that really doesn't do us any good. Why did we buy them? We weren't sold on the product, because the products are useless - we were sold on an emotional level. Beyond the product.


Then comes human interaction. Also called interpersonal relations. Why is it that some people can get away with anything and others always get blamed for everything? We all know people that we'd do anything for, and others we wouldn't give 2 cents to save our lives. You might call it different personalities, upbringing, schooling, society and other explanations. You might be right. But, I discovered that the same influence rules apply!


 

There is little difference between you buying a product and you buying a person. The same emotional factors kicks in. So, if you knew these factors, and knew how to apply them you could conceivably not only sell more stuff (if you were a sales person) but also be able to influence more people so see things your way. Yes, even your kids. And, in addition - this is the best part - they will


LIKE YOU FOR IT!



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