Quotes About Persuasion

Here are a few quick examples of language patterns that work very well with this type of step-down approach: "If you give me 1 percent of your trust, I'll earn the other 99 percent." "Frankly, on such a small sale like this, after I split my commission with the firm and the government, I can't put puppy chow in my dog's bowl." "I'm obviously not getting rich here, but, again, this will serve as a benchmark for future business.

The rest of them, however, are going to require a bit more persuading, in the form of running additional loops that address one of the following three areas: Increasing their level of certainty for one or more of the Three Tens Lowering their action threshold Increasing their pain threshold

The third way is to use certain key phrases that paint a picture that runs counter to the worries and concerns that a typical high–action-threshold prospect ruminates on. Some examples of this are: "I'll hold your hand every step of the way" … "We pride ourselves on long-term relationships" … "We have blue-chip customer service.

if you don't make eye contact at least 72 percent of the time, people won't trust you. There have been detailed studies on this stuff, and 72 percent is the number. You can look it up online. Anything more, and you risk getting into a stare-off with somebody.

Remember, it's not the job of salespeople to turn nos into yeses; it's simply not what they do. Instead, we turn "Let me think about it" into a yes, and "Let me call you back" into a yes, and "I need to speak to my wife" into a yes, and "It's a bad time of year" into a yes.

You see, at the end of the day, objections are merely smoke screens for uncertainty for one or all of the Three Tens.

people don't buy on logic; they buy on emotion, and then justify their decision with logic.

Practically speaking, the implications of this are staggering. After all, if you can lower a person's action threshold, then you can turn some of the toughest buyers into easy buyers—which is something that we do with great effect in the latter stages of the sale, and that sets up the possibility of being able to close anyone who is closeable.

become linked together in this way is referred to as setting an anchor. The most common state that salespeople will try to set an anchor for is a state of absolute certainty, and the most common anchor they'll choose to try to link it to is a combination of shouting the word "yes" and simultaneously clapping their hands.

return. In essence, you want to crystallize the fact that once they say yes they're going to receive a massive number of valuable benefits, and the amount of energy they'll have to expend will be considerably lower. By the way, one company that does this just about as well as a company can possibly do it is Amazon.

So, again, that's what's happening when you're directly on the straight line. You're the one doing all the talking, and your client is listening. And when you're off the straight line, but still inside the boundaries, right here and here"—I point to the spaces—"it's the prospect who's doing the talking, and you're doing the listening.

Okay, great," I continued. "The key here is that you always remember that rapport is not a constant; it goes up and down throughout the sale, depending on the following two things: "One, how your prospect thinks and feels about the last point you made; and two, his belief as to whether or not you are on the same page with him, in regards to that point.

To be clear, though, what I'm not talking about is that crazy brand of over-the-top enthusiasm, where you're yelling and screaming and flailing your arms about, as you go on and on about how amazing your product is. Not only is that completely ridiculous, but it's also the easiest way to get your client running towards the exit.

promise you that it's not. In fact, once you become even reasonably proficient with the Straight Line System, you'll be able to take any prospect, regardless of where they started off on the certainty scale, and move them to higher and higher levels of certainty with remarkable ease. It will simply be a matter of taking immediate control of the sale, and then moving your prospect, step by step, down the straight

No te quiero, no te quiero, pero puedes persuadirme.

Arguments out of a pretty mouth are unanswerable.

Oratory is the power to talk people out of their sober and natural opinions.

Everyone has his price. It's just a case of making an offer that pleases him but doesn't hurt you too much. - Dad

You can fool all the people all the time if the advertising is right and the budget is big enough.

The pitch we used to convince companies to spend $50 million bucks for one of our planes was that it wasn't simply a means of transportation; oh no - it was 'a productivity tool'. It allowed an executive to make good use of his travel time and a relaxed and refreshed executive could seal the deal much more effectively than his travel-worn counterpart. Yeah, right. You can always justify any obscene luxury on the grounds of productivity...

Make the lie big, make it simple, keep saying it, and eventually they will believe it.

If you had to give a child just one piece of advice upon entering a shopping mall, a good suggestion might be "Remember that everything—and by that I mean everything—is a trick to take your money.

We may convince others by our arguments; but we can only persuade them by their own

We may convince others by our arguements, but we can only persuade them by their own