Author | John O'Malley

John O’Malley is the president ofBirmingham, AL-based Strategic Visions Inc. He can be reached at jomalley@mindspring.com or (205) 995-8495. Visit Strategic Visions online at www.strategicvisionsinc.com.

Articles

Empowerment selling through persuasion

July 01, 2001

Pharmaceutical Representative

Article

Aside from helping the prospects and customers succeed at what they do or want to do, salespeople are most interested in one specific behavior change: compliance to a request. In generating a positive response, six basic tendencies of human behavior take the stage: reciprocation, consistency, social validation, liking, authority and scarcity. The more of the six following persuasion influencers a salesperson uses in his or her presentation and selling approach, the greater his or her chances of closing the sale: