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Many people consider persuasion a dirty word. The reality is that every time you ask someone to do anything you are attempting to persuade them. Think about it. When you ask someone to do you a favor, like maybe take you to the airport, do you just say "can you take me to the airport?" Probably not. You probably bring up some favors you did for this person or you know that you will owe him a favor in return. You are using persuasion without even realizing it. Just think about how much more effective you will be if you actively learn to and use persuasion to sell your product or service. How do you use persuasion in selling? Well there are many, many persuasion techniques and one of my favorites is the law of reciprocity. According to Dr. Robert Cialdini in his book "Influence, The Psychology of Persuasion", the law of reciprocity states we should try to repay, in kind, what another person has provided us." If a person invites us to a party, we should invite that person to one of ours. If a person does us a favor, we should do that person a favor in return. Did you ever have someone do you a favor? Maybe it was a favor you didn't even ask for. Did you feel obligated to pay this person back. Better yet, did you feel obligated to do more for this person than they had done for you? Think about it. So how can you use the law of Reciprocity in sales? Simple. When you meet with a client or prospect, refer them a client. They will feel obligated to return the favor by buying your product or service, or by referring you a client. Another way to use the law of reciprocity is to give your client or prospect something for free like maybe 2 free movie tickets. What ever it is, make sure it's from you and not your company. When it's from you they will feel more obligated than when it's from the company. Sounds too simple? Well, that's one of the reasons so few people follow the rule. A famous Zig Ziglar quote is "You can have everything in life you want, if you will just help other people get what they want" This is the law of reciprocity in a nut shell. The law of reciprocity is just one of the many persuasion techniques that will get someone to buy right now.
Article Source: http://www.seodubai.org/articledirectory
To learn more download my FREE audio report How To Read Your Prospects Mind Marc Savage is the owner of www.Dynamic-Selling.com
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