Which principle would you choose?

Agent Smith

If you were to choose your favorite principle of influence/persuasion which would you choose?

MitchM

Veracity and esteem.

Mike

SalesGuy

I'm a fan of the persuasive power of "Commitment".

Jolly Roger

Amplify pain/pleasure.

__________________
"The beatings will continue until morale improves."

MitchM

How do you go about performing that amplification, JR?

Mike

Jolly Roger

This is done with questions. For instance, "Implication" (SPIN Selling) type questions.

MitchM

Dumb question - I knew that - I was looking for a description but JR I don't really need that - I know how to do it - just keeping a thread going with nothing better to add.

Mike

Gary Boye

I've never thought of influence/persuasion in terms of principles although I know that some people do. However, the most powerful tool for selling that I have ever known could be described as a principle--one I long ago formulated for myself. It is this:

The burden of indecision should always be left squarely on the shoulders of the prospect.

Agent Smith

Gary, I can see how questions, commitment, and esteem (prestige) are used to persuade/influence but how would the tool you described be used?

Gary Boye

Its one of those concepts that sales people either grasp or don't grasp. Certainly, "striplining", which has been covered elsewhere on this forum, would be related to what I mentioned. From my own experience, I personally rarely allow a prospect to think that "maybe" means anything but a "no" to me.

I don't know much about your overall experience or how many presentations you've made in your career. Over time I came to understand that many potential buyers attempt to assume ownership emotionally without putting pen to paper. I don't allow that to happen. I've talked with many salespeople that I'm close to who have been out there for years and they have voiced a similar observation.

I could go into more detail, but it was only my intent to answer the thread's question as briefly as the others have.