Principles of Influence in Sales
 Principles of Influence in Sales
Module-I
Principles of Influence in Sales
Principles of Influence in Sales
 3.Emotional Journey: People forget what you tell them, but they
remember how they feel. Top entrepreneurs and sales people take
prospects on an emotional journey, often through stories that evoke
emotional responses. This emotional journey helps prospects to feel
the pain of where they are, and feel what the happiness and
fulfillment will be like in their better future
 4.Belief: You'll have maximum ability to influence people when
prospects believe that
 things could be better, should be better, and can actually get better if
they buy from you. The more convinced they are that your solution
will succeed, the more willing they will be to move forward.
 1.Attention: Top sellers capture the attention of busy prospects.
They are memorable in prospecting and in sales conversations.
They highlight their differentiation.
 2.Desire: Desire is the gap between where someone is and where he
wants to be. The more you can stoke someone's desire to change his
reality, the more you’ll be able to influence him. When buyers start to
see what's in it for them, they start to become emotionally involved in
wanting whatever it is.
Principles of Influence in Sales
 5. Trust: The principle of trust works closely with the principle of
belief. Belief is faith that something will work, trust is faith in you.
Trust is the foundation of the sale. No trust, no sale.
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 6. Involvement: When you have a hand in creating something, you're
more likely to be a passionate advocate for its success. Buying is the
same way. Involve your buyers in in the selling process, and they'll be
much more attached to seeing the solution come to life.
Principles of Influence in Sales

 Scarcity: People value rarity and don't want to miss out on an

opportunity. Rainmakers highlight differentiation, and make sure that
buyers know when they may miss out on an opportunity.
 Likeability: People buy from people they like. They interact with
people they like. Likeability creates and enhances opportunity for
conversations at all stages. And, as we know, conversations are at the
heart of sales success.
 Commitment- The seller ask for the commitment the right time.
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