4 sales persuasion techniques for you to apply in your business
Posted: Sun Jan 19, 2025 4:43 am
You may have heard that “selling is an art.” The explanation for this statement is that it is not widely known. Knowing how to convince someone to consider buying a product is an effort that requires sales persuasion skills and techniques.
However, contrary to what it may seem, these techniques should not be confused with manipulation. Manipulation means using emotional techniques to get an action to be carried out, regardless of whether the objective is positive or not for the other person. Persuasion, on the other hand, is a communication strategy that aims to present something advantageous to the other person and convince them, through logical argumentation, to take action.
But how does it work in practice? That’s what we’re going to albania mobile phone number talk about in this article. Next, understand the concept of persuasion and its importance in sales. Also learn about some of the main techniques and how to apply them to sell more. Check it out!
What is the power of persuasion?
The term “persuasion” has its origins in Latin and means “to convince”. In this sense, the power of persuasion refers to an art that relies on logical-rational or symbolic resources to induce a person to do something — in the case of sales, to buy.
In this way, the person who wants to persuade uses their own personal objectives, presenting their point of view as the correct one or the best among the options offered. The skills needed for this can be learned and improved with specific techniques.
Why is persuasion important in sales?
In sales, the power of persuasion is an essential tool for a salesperson's good performance . Without this knowledge, it is impossible to make sales, especially consultative sales, which are completely focused on discovering the consumer's needs and presenting the best solution.
Persuasion techniques in sales act directly on the way information is presented, showing the advantages that a given product or service offers. In this way, it generates trust and helps to overcome any objections, speeding up the sales process.
What are the main persuasion techniques in sales and how to apply them?
As we have already explained, persuading does not mean lying, deceiving, or manipulating. That said, let’s look at some of the main persuasive techniques that you can apply to your business:
1. Use scarcity and urgency
People want things that are different, unique, and scarce. So if you’re offering a discount or something else that your company offers on a limited basis, let your potential customers know. Also make sure they know what they could miss out on if they don’t act now.
This is because the art of persuasion works very well for short-term decisions, made on the spot. This allows you to influence buyers to believe in and purchase a certain product at that moment. But it is important to note that scarcity must be real. This is essential for the credibility of your business and customer loyalty .
This is how salespeople make an offer, including a special, irresistible benefit. For example: “We have a 30% discount only for customers who register today”, among other proposals.
This technique works because it creates a sense of urgency and can help overcome indecision when a potential customer is thinking about buying. However, it’s not enough to trigger the need for a product or service. To do this, you must establish value before offering a discount or promotion.
2. Establish a bond with customers
The first step to having arguments that can attract and influence people’s purchasing decisions is to know very well who you are talking to. Think about the following questions: “What is most important to this consumer? What is the problem they need to solve? How can you best help them?”
By understanding your customer's desires and pain points and learning a little more about their profile, you can create an emotional bond that can directly influence the way you treat them and your sales results. In addition, you can provide personalized service , which is essential for customer loyalty.
There are several nuances to this discovery that you will only be able to understand through a conversation with the person. But even before that, it is possible to obtain some important information about the consumer's characteristics by mapping the profile of your ideal customer.
3. Be an expert in your field
A very common mistake is when the salesperson demonstrates products but is not familiar with how they work. This can lead to delays in showing the final effect, difficulty in performing a task, or even confusion when presenting the steps correctly.
If the consumer observes that the use is difficult for the seller — the person most interested in the sale — then the conclusion will certainly be that it is practically impossible for ordinary people to use it. This is a situation that leads the potential customer to not purchase the product.
People trust professionals who demonstrate that they know what they are talking about, especially about the benefits that a given product or service can provide, among other aspects. In this sense, it is essential that you fully understand what will be demonstrated. Study every detail and look for the best positive characteristics to explain, with confidence and technical knowledge. Read the manual and test it.
4. Have a persuasive body posture
Body language is one of the tools that the unconscious uses to assess the risks of situations. Even when we don't realize it, our brain identifies micro movements and body tensions to read the environment.
Thus, when the salesperson adopts a persuasive stance, he or she can unconsciously increase his or her self-confidence and signal to the other person that he or she is on safe ground. This confidence can stimulate the potential customer's confidence, leading them to listen carefully to what he or she has to say about the product or service.
This is because it is more difficult, for example, to trust a salesperson who speaks softly and has their shoulders slumped, without focusing their gaze. However, when we are served by a salesperson with clear diction, a dominant posture and a focused gaze, we are more likely to consider them an expert on the subject.
Therefore, it is important to avoid showing insecurity or anxiety. Furthermore, always consider that self-confident behaviors ( soft skills ) need to be natural. In this way, gestures and words cannot sound programmed.
However, contrary to what it may seem, these techniques should not be confused with manipulation. Manipulation means using emotional techniques to get an action to be carried out, regardless of whether the objective is positive or not for the other person. Persuasion, on the other hand, is a communication strategy that aims to present something advantageous to the other person and convince them, through logical argumentation, to take action.
But how does it work in practice? That’s what we’re going to albania mobile phone number talk about in this article. Next, understand the concept of persuasion and its importance in sales. Also learn about some of the main techniques and how to apply them to sell more. Check it out!
What is the power of persuasion?
The term “persuasion” has its origins in Latin and means “to convince”. In this sense, the power of persuasion refers to an art that relies on logical-rational or symbolic resources to induce a person to do something — in the case of sales, to buy.
In this way, the person who wants to persuade uses their own personal objectives, presenting their point of view as the correct one or the best among the options offered. The skills needed for this can be learned and improved with specific techniques.
Why is persuasion important in sales?
In sales, the power of persuasion is an essential tool for a salesperson's good performance . Without this knowledge, it is impossible to make sales, especially consultative sales, which are completely focused on discovering the consumer's needs and presenting the best solution.
Persuasion techniques in sales act directly on the way information is presented, showing the advantages that a given product or service offers. In this way, it generates trust and helps to overcome any objections, speeding up the sales process.
What are the main persuasion techniques in sales and how to apply them?
As we have already explained, persuading does not mean lying, deceiving, or manipulating. That said, let’s look at some of the main persuasive techniques that you can apply to your business:
1. Use scarcity and urgency
People want things that are different, unique, and scarce. So if you’re offering a discount or something else that your company offers on a limited basis, let your potential customers know. Also make sure they know what they could miss out on if they don’t act now.
This is because the art of persuasion works very well for short-term decisions, made on the spot. This allows you to influence buyers to believe in and purchase a certain product at that moment. But it is important to note that scarcity must be real. This is essential for the credibility of your business and customer loyalty .
This is how salespeople make an offer, including a special, irresistible benefit. For example: “We have a 30% discount only for customers who register today”, among other proposals.
This technique works because it creates a sense of urgency and can help overcome indecision when a potential customer is thinking about buying. However, it’s not enough to trigger the need for a product or service. To do this, you must establish value before offering a discount or promotion.
2. Establish a bond with customers
The first step to having arguments that can attract and influence people’s purchasing decisions is to know very well who you are talking to. Think about the following questions: “What is most important to this consumer? What is the problem they need to solve? How can you best help them?”
By understanding your customer's desires and pain points and learning a little more about their profile, you can create an emotional bond that can directly influence the way you treat them and your sales results. In addition, you can provide personalized service , which is essential for customer loyalty.
There are several nuances to this discovery that you will only be able to understand through a conversation with the person. But even before that, it is possible to obtain some important information about the consumer's characteristics by mapping the profile of your ideal customer.
3. Be an expert in your field
A very common mistake is when the salesperson demonstrates products but is not familiar with how they work. This can lead to delays in showing the final effect, difficulty in performing a task, or even confusion when presenting the steps correctly.
If the consumer observes that the use is difficult for the seller — the person most interested in the sale — then the conclusion will certainly be that it is practically impossible for ordinary people to use it. This is a situation that leads the potential customer to not purchase the product.
People trust professionals who demonstrate that they know what they are talking about, especially about the benefits that a given product or service can provide, among other aspects. In this sense, it is essential that you fully understand what will be demonstrated. Study every detail and look for the best positive characteristics to explain, with confidence and technical knowledge. Read the manual and test it.
4. Have a persuasive body posture
Body language is one of the tools that the unconscious uses to assess the risks of situations. Even when we don't realize it, our brain identifies micro movements and body tensions to read the environment.
Thus, when the salesperson adopts a persuasive stance, he or she can unconsciously increase his or her self-confidence and signal to the other person that he or she is on safe ground. This confidence can stimulate the potential customer's confidence, leading them to listen carefully to what he or she has to say about the product or service.
This is because it is more difficult, for example, to trust a salesperson who speaks softly and has their shoulders slumped, without focusing their gaze. However, when we are served by a salesperson with clear diction, a dominant posture and a focused gaze, we are more likely to consider them an expert on the subject.
Therefore, it is important to avoid showing insecurity or anxiety. Furthermore, always consider that self-confident behaviors ( soft skills ) need to be natural. In this way, gestures and words cannot sound programmed.