5 TÉCNICAS DE PERSUASÃO PARA FECHAR VENDAS | THIAGO CONCER

Summary

In this video, the speaker shares five powerful persuasion techniques to help you build empathy and boost sales. These strategies include understanding your customer's buying motivators, offering sincere compliments, using the principle of reciprocity, highlighting social proof, and making charitable requests. By applying these methods, salespeople can connect more effectively with their clients, address objections, and create lasting relationships. The speaker emphasizes the importance of using these tools immediately to stay ahead in sales and encourages viewers to subscribe for more valuable tips. The video is practical and focused on actionable advice for achieving success in sales.

Takeaways

• 😀 Motivators of purchase: Understand your customers' true reasons for buying, such as quality, security, or status, not just price.
• 😀 Empathy is created by addressing the customer’s problems, not yours, so ask the right questions to understand their needs.
• 😀 Compliments are powerful, but they must be sincere. A genuine compliment can go a long way in building rapport with your customers.
• 😀 Reciprocity is a key persuasion tool. When you give something, whether it's advice, a gift, or a service, people are naturally inclined to give back.
• 😀 People are followers: Leverage social proof by showing that others have made similar decisions or actions to increase customer trust.
• 😀 Creating a sense of urgency with relatable examples helps customers feel secure in their decisions, especially when overcoming objections.
• 😀 Use the concept of charity by asking for small favors or requests, like sending a symbolic gesture, to create empathy and a willingness to reciprocate.
• 😀 Giving before expecting something in return can lead to stronger, more empathetic connections with your customers.
• 😀 Regularly engage with customers by providing valuable content, such as tips and tools, to build trust and encourage loyalty.
• 😀 Building a brand that offers unique value and solving a customer’s pain points leads to a deeper, more empathetic relationship, driving sales.

Q & A

What are the 5 persuasion techniques mentioned in the video?

The 5 persuasion techniques mentioned are: 1) Motivators for purchase, 2) Compliments, 3) Reciprocity, 4) Social Proof, and 5) Charity.

Why is it important to understand your customers' motivators for purchase?

Understanding your customers' motivators helps you align your product or service with their true needs, whether that's quality, price, status, or something else. This creates a stronger connection and increases the likelihood of a sale.

What is an example of a motivator for purchase besides price?

Besides price, motivators for purchase can include factors like quality, security, status, avoiding future pain, or the opportunity to enhance their brand image.

How can compliments help in building empathy with customers?

Sincere and natural compliments help customers feel valued and appreciated. It fosters goodwill and makes them more likely to trust you. For example, complimenting a company's growth or innovation can help establish rapport.

Why is sincerity important when giving compliments?

Sincerity is crucial because insincere compliments can come off as manipulative, making the customer feel uncomfortable or distrustful. Genuine compliments build a real connection.

What does reciprocity mean in the context of sales?

Reciprocity in sales refers to the natural human tendency to return a favor. When you give something to a customer, like valuable advice or a gift, they are more likely to reciprocate by engaging with your product or making a purchase.

Can you provide an example of using reciprocity in sales?

An example of reciprocity would be providing a customer with free useful content or advice, such as a marketing guide, in exchange for their attention, a testimonial, or ultimately, a purchase.

How does social proof work in persuasion?

Social proof works by showing that others have made similar choices, making the customer feel more comfortable following suit. For example, mentioning that 8 out of 10 clients had the same objections but chose to proceed with the product can encourage a hesitant customer.

How can you use social proof in a sales pitch?

You can use social proof by sharing examples of other customers who made a similar decision or overcame objections, helping the potential customer feel more confident in their own decision.

What is the concept of charity in sales, and how can it be applied?

Charity in sales refers to making a humble request for help when all other attempts have failed. For example, asking for just a few minutes of the customer's time to present your product after multiple unsuccessful attempts can create an emotional appeal that leads to a positive response.

What is the significance of asking for charity in a sales situation?

Asking for charity in a sales context can evoke sympathy and encourage the customer to grant you an opportunity, especially when you've exhausted other methods. It highlights your persistence and genuine desire to help.

How can these 5 persuasion techniques increase sales?

These techniques can increase sales by building stronger connections with customers, addressing their needs, making them feel valued, and guiding them through their decision-making process with confidence and trust.

How can these techniques be applied immediately in sales practice?

You can apply these techniques immediately by starting with understanding your customer's needs, offering genuine compliments, providing value upfront (reciprocity), showing that others have benefited from your product (social proof), and asking for a chance when all else fails (charity).