21 laws of influence for sales
DESCRIPTION
Understanding the 21 Laws of Influence for Sales is vital for understanding the influencing process. This program will help explain how customers react and respond to psychological patterns and pressures. It goes over established societal demands regarding the sales industry. People are creatures of habit. Customers tend to follow these same habits and patterns. Therefore, it is important for salespeople to understand what biases customers already have in place in order to make business pleasurable for both parties. You want to fly below their influencing radar, in other words. The 21 Laws of Influence for Sales program asks the question, “Wouldn’t you want to know the influencing strategies that people use to sell you products and services? Don’t you want to understand how you can use those in a noble way to help you and perhaps improve your sales process?” Sales ethics is the first step of setting up a long-term trusting relationship with your clients during the sales process. This course reiterates how important it is to always ask yourself whether you are leading to a greater good or potentially causing future harm. We stress that the best and correct use of the information you will learn in this program is in conjunction with the Principles of Noble Intent.TRANSCRIPT
21 Laws of Influence for SalesPart 1
Who Benefits?
• Sales Professionals• Business Development Professionals• Customer Service (Internal Sales)• Sales Managers• Sales Coaches• Executive Teams• Customers (through the value stream)
Estimated Time of Completion
• 20 hours of total course work
Law #1: The Law of Agendas
• Those who control the program and set the deadlines are in the best position to influence the path taken to achieve their goals.
#2 - The Law of Analysis and Benchmarking
• Law of Analysis And Benchmarking – People work harder and are more motivated to accomplish goals when they receive frequent feedback on their progress.
#3 - The Law of Belief Replacement
• Law of Belief Replacement – People are willing to change their beliefs ONLY when they are replaced by other beliefs that are at least equally valid in their minds.
#4 - The Law of Commitment
• Law of Commitment – People are more likely to listen to you and help you if they see you take action directed at achieving your goals.
#5 - The Law of Consistency
• Law of Consistency – People are more willing to trust those who behave in a stable and predictable manner.
Law #6: The Law of Contrast
• Law of Contrast – When the contrast between alternatives is great, it is easier to convince people to take one path rather than the other.
Law #6: The Law of Expectation
• Law of Expectation - Go above and beyond what is expected to gain the influencing advantage.
21 Laws of Influence for SalesPart 2
Who Benefits?
• Sales Managers• Sales Professionals• Executive Teams
Estimated Time of Completion
• 20 hours of total course work
#8 - The Law of Expertise
• Law of Expertise – People are more likely to listen to, trust, believe, and follow those who are acknowledged experts in their fields.
#9 - The Law of Friends
• Law of Friends – People usually respond more favorably to advice and recommendations that they receive from friends.
#10 - The Law of Image
• Law of Image – People are more likely to interact with people they are attracted to and who have an appropriate appearance for the setting or situation.
Law #11: The Law of Logic
• Law of Logic – People are more subject to influence when they can follow a sequence of thoughts that make sense to them.
#12 - The Law of People Pleasing
• Law of People Pleasing – To influence others, identify what will please them and deliver it to them.
Law #13: The Law of Perception
• Law of Perception – If you can uncover and understand how the other person perceives the world, you can plug your influencing strategy into their perception and better persuade or lead them.
#14 - The Law of Prospecting and Networking
• Law of Prospecting And Networking – People are more likely to succeed when they have help from those who have the contacts to help them reach their goals.
21 Laws of Influence for SalesPart 3
Who Benefits?
• Sales Managers• Sales Professionals• Executive Teams
Estimated Time of Completion
• 20 hours of total course work
#15 - The Law of Reciprocity
• Law of Reciprocity – Recipients of gifts, or help, most often feel that they have an obligation to repay those who gave to or helped them.
#16 - The Law of Satisfaction & Standards
• Law of Satisfaction & Standards – It is easier to persuade people when you help satisfy them, while they remain true to their ideals and maintain their standards.
#17 - The Law of Scarcity
• Law of Scarcity – People are willing to pay a higher price when items they desire are rare, limited, or not readily available.
#18 - The Law of Similarity and Attraction
• Law of Similarity And Attraction – Individuals are more prone to being influenced when they share our beliefs, interests, and values.
#19 - The Law of Societal Pressure
• Law of Societal Pressure -The people with whom we interact on a regular basis (our peer group) strongly influence our actions, decisions, and behavior.
#20 - The Law of Status
• Law of Status – People give greater respect to and have more faith in the words and beliefs of those who have prestige, power, and esteemed reputations.
#21 - The Law of 3rd Party Endorsement
• Law of 3rd Party Endorsement – Many people are influenced to take action when those they respect and admire endorse certain positions.