I'm always interested in any thing new. New technology, new products and new techniques, anything that helps me improve a facet of my skills. I have recently become aware there are some scientific facts that come into the art of persuasion.

Getting to yes using these facts can be easier. A major pharmaceuticals company recently had some great success in selling one of its' products by training a telesales team in the art of persuasion and getting to yes.

By analysis the company established that the sales team were taking orders, not asking questions and not selling. By establishing what the team could do to offer customers a better service and then training them how to use influence, the power of persuasion made it possible to raise order intake for one day from 6,000 to 20,000 units.

These are six of the basics in how to use the power of persuasion and get to yes.

Liking; people like people who like them. At party plan meetings it has been established that guests fondness for their hostess weighs twice as heavy in the decision to buy as their liking for the product. Be nice.

Reciprocity; people repay in kind. Adding a small gift of personalised address labels with a fundraising letter has been measured to increase the return by as much as 17%. Be personable and generous.

Social Proof; People will follow the lead of those who are like themselves. We see this with children and so called peer pressure. Every one it seems wears jeans.

Consistency; get people to make clear commitments. A choice made verbally or written down will be more binding than if it is left unspoken. Get it in writing.

Authority; people defer to experts. I have over many years watched as people have deferred to the extrovert who is an apparent expert. I see through these characters pretty quickly but real experts don't have to shout it, their competence comes through quietly and they are respected. Establish your expertise and authority.

Scarcity; people want more of what is scarce. Use exclusive information to persuade.

We can build these simple rules into our business and every day lives for improved powers of persuasion and getting to yes.

Everyone is in sales, Whatever you do you have clients and you do need to sell.

Best wishes,

Michael Harrison.

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