6 Steps To Closing Your First Deal
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“Deals don’t get done because of perfect terms, they get don’t because of shared values and trust”
I heard this the other day and boyyy is it true.
Inspired by this quote and the book “Influence” by Robert Cialdini, here are 6 key principles of influence to help SEAL THE DEAL. 🧵
- Reciprocity - When people receive something from you for, they are more likely to GIVE back to you.
Example: When you meet someone, offer them a piece of gum. Even that little gesture can establish this.
- Consistency / Commitment - Once someone makes a small commitment, they are way more likely to make a bigger one later. “Foot in the door” rule.
Example: In a 1966 study, homeowners were approached to post a 3” driver safety sign in their windows.
Weeks later, the homeowners that had those placed in their windows were much more likely to agree to a large sign in the yard.
- Social Proof - People are more likely to do something if others are doing it… especially if those others are relatable.
Example:
This is why Amazon has the “best seller” products labeled or why the reviews are so readily available.
- Authority - People constantly defer to experts or those that they perceive as experts.
Example:
People are more likely to buy from someone that they like know and trust. Through content, writings, appearances, talks, etc. it all establishes your authority.
- Liking - People like others that are LIKE them.
Example:
It’s not uncommon for the most successful salesmen in the world to try and mirror the clothing style of the clients they are trying to land a deal with.
- Scarcity - People want more of what they can’t have and what is scarce
Example: Black Friday, Cyber Monday… need I say more. 🤔
