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Sales Tips

6 ways your sales person will get you to say yes:

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Laws of persuasion
Law of Scarcity
If there is a limited supply of an item and only a few are left, then it must be good or popular, which is what the law of scarcity suggests.
Law of Authority
Advertisers count on the law of authority when using celebrity endorsements or “expert” testimonials. When people you admire promote a product or service, you may think, “If it’s good enough for them, then it’s good enough for me.”
Law of Social Proof
Why have television sitcoms used canned laugh tracks for years? Producers wouldn’t use them unless they worked to produce audience laughter and higher ratings. Part of the reason you laugh along anyway, and in spite of yourself, lies in how you decide what socially “correct” behavior is.
Law of Reciprocity
In general, people try to repay what they have received from others.
Law of Commitment and Consistency
Consistency of (or at least the appearance of) thoughts, feelings, and actions is important. Once a position has been taken, people tend to stick with it and behave in ways that justify the position, even if it is wrong.
Law of Liking
When you like someone, or believe that they are “just like you,” you are more inclined to wanting to please them. Successful salespeople work hard to establish rapport, demonstrating how similar they are to you.
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Test your knowledge:

These are simple (and effective) ways a sales person may use these persuasion techniques



Question 1

Your salesperson says, “Yes! what a great model! I’ve sold eight of those this week!”
What law are they working?
Your answer:
Hint
Humm.... many people also like this car... maybe I TOO like this car.
Reveal answer
Law of social proof

Question 2

Your salesperson is casually discussing how low the car supply is due to supply chain issues, and mentions how quickly cars are selling.
What law is this an example of?
Your answer:
Hint
If there aren’t many cars, the salesperson is going to try to push whatever they have on you.
Reveal answer
Law of scarcity: remember, when they are doing this that no one right now is in direct competition for that vehicle. They are giving you the illusion that it may not be here tomorrow so you need to hop on it today.

Question 3

You finally make it into the office, your sales parson offers you a coffee, maybe a slice of the cake in the break room.
What law is this?
Your answer:
Hint
A small gift goes a long way in your mind.
Reveal answer
Law of reciprocity: A way to combat this is knowing when it’s happening. This could also look like free seat covers, a “deal” on the xm radio. My suggestion would be to take the coffee and cake, look them dead in the eye, take a bite, whisper “ew”, and casually toss it in the trash. They will know you mean business.

Question 4

You show up at the dealership and the salesperson asks what you do for a living. You say you’re a teacher, and then they say “oh my wife is a teacher!”.
However, there is no wedding ring.
What law is this an example of?
Your answer:
Reveal answer
Law of Liking: my suggestion here would just be to recognize when it’s happening. Not all salespeople are trying to pull one over on you, but at the end of the day they work on commission.

Question 5

At the beginning of your conversation, the sales person is getting you to say what you like about certain vehicles. You like real wheel drive? You like leather seats? Yes Yes Yes
What law is this an example of?
Your answer:
Hint
By saying yes, you are aligning yourself to those thoughts.
Reveal answer
Law of Commitment and Consistency: once you’ve said yes, the salesperson files that away and will later use it to upsell you on certain features. A great way to combat this is to not give anything away, remain ambivalent. However if you really want a certain feature, you can say that especially if it’s a non-negotiable.

Question 6

Your salesperson drops that they recently sold the EXACT same model of the vehicle you’re looking at to Jeff Bezos. What are the chances??
The chances are slim to none, and this is an example of what?
Your answer:
Hint
Would we call Jeff a celebrity? Maybe an overlord?
Reveal answer
Law of authority: if they try this, act uninterested. You should have bought amazon stock when he was selling books and you didn’t, you’re not going to start now with this tesla.

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