In a well-run sales process, salespeople and prospects often agree on what happens after the qualification conversation. Either the buyer is a good fit for the product or service -- and recognizes they are -- or they aren't, and the salesperson and prospect determine that it's best to part ways (at least for now).
But what happens when the salesperson knows the buyer would benefit greatly from purchasing their product or service, but the buyer doesn't? It's time for the rep to draw upon their powers of persuasion.
The following video from influenceatwork explains the six principles of persuasion identified by Dr. Robert Cialdini. When this situation inevitably crops up, draw on one or a combination of these methods to get your buyer to see things your way.
Originally published Mar 28, 2016 7:30:00 AM, updated July 28 2017