You have a good relationship with customers, but could you be using more powerful, everyday opportunities to persuade them to buy and engage with you more?
Brian Ahearn is the Chief Influence Officer at Influence PEOPLE.
Today he is going to tell you how you can make positive influences on your clients and turn things around in your favour to make more money and build a better relationship with customers.
Brian specializes in applying the science of influence in everyday situations. He’s one of only a dozen individuals in the world who holds the Cialdini Method Certified Trainer designation.
His first book, Influence PEOPLE, was named one of the Top 100 Influence Books of All Time by BookAuthority and his second book, Persuasive Selling, was an Amazon new release bestseller.
In this week’s episode you’ll learn:
- Positive ways to deal with objections
- How to close more deals
- How to build a better relationship with customers
Check out the episode now! And subscribe to get more episodes like this one!
Whenever you’re dealing with other people, psychology comes into play.Brian Ahearn – How to influence your relationship with customers
How social proofing works.
“Social proof is that sense that we all have, of looking to other people to see how we should behave in certain situations. We are pack creatures, and therefore we look to other people, what are they thinking? How are they feeling? What are they doing? Because that all impacts what we think, what we feel, and what we do.
So when you understand that you can think about your own client base. Who else would impact them? Probably people who are like them. And what are they going to be concerned about? How you have helped people like them.
So then it’s incumbent to have testimonials, for example.
I have those right on the front page of my website, then I have a whole page of testimonials. I also have video testimonials so that they not only read them but can actually see and hear these people.
I also go a step further, I always make sure I’ve got that person’s picture. So now it’s a real person who actually gave this quote.
And that’s how I typically will leverage social proof when I’m talking with clients and potential clients.”
If we understand how people think and process information we can have much better conversations.Brian Ahearn – How to influence your relationship with customers
The skill of influence.
“Every individual and every organisation needs help to be better at the skill of influence.
It will not matter, for example, as a salesperson how good your sales process is if you don’t know what to say every step of the way. Just just because you’ve got eight steps doesn’t make it a good process. What makes it a good process is your ability within each of those steps to communicate so that somebody is saying yes, and you ultimately get to the sale.
As a leader, it won’t matter how good your strategy, your mission, your vision, or your values are if you can’t get people to say yes to those.
So, this is a critical skill for anybody.
And if your listeners think about how often their professional success depends on getting people to say yes, I think they would be amazed and probably start recognising ‘I need to focus on the skill’.
But also think about maybe your spouse, significant other, kids, neighbours. Isn’t life a lot more peaceful and happy when they’re more willingly saying yes?
That’s why I say it’s a 24/7 365 skill.”
Take-aways you do not want to miss
- Your guide to the six key principles of influencing people
- Ways you can understand what people want and need
- The three rules of reciprocity and how you can use them
- How Brian became a Cialdini Method Certified Trainer
- How you can leverage the principle of social proof
- Ways you can influence people’s decisions
- Methods you can use to help build meaningful connections
- How you can understand why people think the way they do
Some resources for you
- Website: Influence People
- LinkedIn: Follow Brian and connect with him
- Free E-book: When you sign up for Brian’s weekly blog
- Books: Check out The Influencer and other publications
- YouTube: Courses and videos from Brian Ahearn
Check out the episode today
Listen Again – How psychology can help facilitators w/ Gab Galassi
Listen Again – What customer wants have to do with you w/ Melina Palmer
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