Would You Stop at the Store on Your Way Home?

What’s the most powerful principle of influence when it comes to sales? That’s a typical question I get from salespeople who attend my sales training or keynote presentations. While the situation usually dictates which principle to use, I believe the principle of consistency is perhaps the most powerful principle of influence when it comes to making a sale.

Why do I believe this? Because good salespeople talk way less than their prospective customers. Shocker! Having studied sales for more than 20 years and reading countless books, magazines and blogs, I can tell you the conventional wisdom is good sales people talk only 25%-30% of the time.

That wisdom might go against your experience as a consumer but I would venture to guess the salesperson you’re thinking of who droned on and on and on was not a “good” salesperson. Quite the contrary, they were probably average at best and more likely downright bad!

The principle of consistency tells us people feel internal psychological pressure as well as external social pressure to be consistent in what they say and do. This is so because we feel good about ourselves when we do what we say and others view us positively when we live up to our word. That’s powerful motivation from within and without!

How does consistency come into play for a salesperson? Good salespeople recognize this principle and learn to ask the right questions in order to find out what customers need and want. They also use questions to highlight their offering in a way that aligns with what customers say they’re looking for. In the principles of persuasion workshop, I share with participants this wisdom, “People don’t resist their own values.”

Let me paint a picture: Imagine your spouse, significant other or someone else asking, “Would you stop at the store on the way home to get…?” If the store is a good bit out of your way, perhaps taking an extra 30 minutes, you might hesitate to say yes because that’s somewhat inconvenient. However, if the store is right on the route you normally take to get home it’s probably no problem at all to make a quick stop.

That word picture applies to your questions. When you ask the right questions early on and then clearly show the potential client that what you’re offering lines up with what they said they want and need, getting to “Yes” is pretty darn easy. But, if you don’t ask good questions you’ll have to work harder to talk them into what you’re offering. That’s where people feel “sold” and as author and sales trainer Jeffrey Gitomer says, “People don’t like to be sold but they love to buy.”

So make the buying experience easy for people and yourself. Know your product, your competition and most importantly, know the right questions to ask your prospective customers. Do this and your sales are sure to increase.

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