Sales Success (The Brian Tracy Success Library)

TWELVE

Three Keys to Persuasion

Psychologists have identified a variety of things that you can do to speed up the decision-making process that leads to a sale. In the normal buying process, the prospect sees and talks to the salesperson, often several times, and then carefully considers the pros and cons of buying or not buying. After what is often an extended process, the customer will finally come full circle to the point of agreeing to purchase your product or service.

Use Proven Sales Triggers

However, researchers have found that there are certain psychological “triggers” that you can pull in the sales conversation that will cause the customer to buy from you almost immediately. These triggers are used in most successful marketing and advertising ...