If you want someone to nod yes, all you have to do is nod yes at them. This works if you are speaking to a group, or just telling a joke to a couple of friends. It's most affective, however when you are making a sales pitch. The old standard policy in sales is to get the customer to say yes and to keep saying yes until you have their signature or their money. The nod gets them in the mood. The nod involves the head and the entire body and is really stronger than merely "saying" yes. To move prospects closer to that sale, we need to give them reasons why they should buy. What's surprising is that sometimes the reason only needs to be 'because." In the book Influence: Science and Practice, author Robert Cialdini reveals, "A well known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do." Cialdini cites a study in which a researcher asked people to let her cut in front of them to make copies "because I have to make some copies." Her success rate was over 90%. The people were in line to make copies and yet they let the researcher go in front of them, when she gave them a reason . . . because. Will you try these two sales techniques the next time you're negotiating? I'm nodding my head, so I assume you are too. Nod your head, and give your prospect a reason to buy . . . even if it's only because it's a good product. |
