21 laws of influence for sales

21 Laws of Influence for Sales

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21 Laws of Influence for SalesPart 1

Who Benefits?

• Sales Professionals• Business Development Professionals• Customer Service (Internal Sales)• Sales Managers• Sales Coaches• Executive Teams• Customers (through the value stream)

Estimated Time of Completion

• 20 hours of total course work

Law #1: The Law of Agendas

• Those who control the program and set the deadlines are in the best position to influence the path taken to achieve their goals.

#2 - The Law of Analysis and Benchmarking

• Law of Analysis And Benchmarking – People work harder and are more motivated to accomplish goals when they receive frequent feedback on their progress.

#3 - The Law of Belief Replacement

• Law of Belief Replacement – People are willing to change their beliefs ONLY when they are replaced by other beliefs that are at least equally valid in their minds.

#4 - The Law of Commitment

• Law of Commitment – People are more likely to listen to you and help you if they see you take action directed at achieving your goals.

#5 - The Law of Consistency

• Law of Consistency – People are more willing to trust those who behave in a stable and predictable manner.

Law #6: The Law of Contrast

• Law of Contrast – When the contrast between alternatives is great, it is easier to convince people to take one path rather than the other.

Law #6: The Law of Expectation

• Law of Expectation - Go above and beyond what is expected to gain the influencing advantage.

21 Laws of Influence for SalesPart 2

Who Benefits?

• Sales Managers• Sales Professionals• Executive Teams

Estimated Time of Completion

• 20 hours of total course work

#8 - The Law of Expertise

• Law of Expertise – People are more likely to listen to, trust, believe, and follow those who are acknowledged experts in their fields.

#9 - The Law of Friends

• Law of Friends – People usually respond more favorably to advice and recommendations that they receive from friends.

#10 - The Law of Image

• Law of Image – People are more likely to interact with people they are attracted to and who have an appropriate appearance for the setting or situation.

Law #11: The Law of Logic

• Law of Logic – People are more subject to influence when they can follow a sequence of thoughts that make sense to them.

#12 - The Law of People Pleasing

• Law of People Pleasing – To influence others, identify what will please them and deliver it to them.

Law #13: The Law of Perception

• Law of Perception – If you can uncover and understand how the other person perceives the world, you can plug your influencing strategy into their perception and better persuade or lead them.

#14 - The Law of Prospecting and Networking

• Law of Prospecting And Networking – People are more likely to succeed when they have help from those who have the contacts to help them reach their goals.

21 Laws of Influence for SalesPart 3

Who Benefits?

• Sales Managers• Sales Professionals• Executive Teams

Estimated Time of Completion

• 20 hours of total course work

#15 - The Law of Reciprocity

• Law of Reciprocity – Recipients of gifts, or help, most often feel that they have an obligation to repay those who gave to or helped them.

#16 - The Law of Satisfaction & Standards

• Law of Satisfaction & Standards – It is easier to persuade people when you help satisfy them, while they remain true to their ideals and maintain their standards.

#17 - The Law of Scarcity

• Law of Scarcity – People are willing to pay a higher price when items they desire are rare, limited, or not readily available.

#18 - The Law of Similarity and Attraction

• Law of Similarity And Attraction – Individuals are more prone to being influenced when they share our beliefs, interests, and values.

#19 - The Law of Societal Pressure

• Law of Societal Pressure -The people with whom we interact on a regular basis (our peer group) strongly influence our actions, decisions, and behavior.

#20 - The Law of Status

• Law of Status – People give greater respect to and have more faith in the words and beliefs of those who have prestige, power, and esteemed reputations.

#21 - The Law of 3rd Party Endorsement

• Law of 3rd Party Endorsement – Many people are influenced to take action when those they respect and admire endorse certain positions.