How to Influence Your Client to Seal the Deal

What are the three key psychological behaviours of the client you need to influence when trying to close a deal?

1. Influence the client’s mood.
2. Influence their mind.
3. Make them take action.

Have you ever noticed a client’s eyes glaze over when you start pitching your product or services?

Were you aware that you might have fallen into the trap of feature dumping or even statement dumping?

Think carefully about the last time you bought something—what influenced your thinking and made you buy?

Let me tell you what probably happened.

The salesperson was either:

• Trustworthy and displayed good character.
• Someone who got you emotionally involved.
• Someone who presented just the right amount of facts.
• Someone who told you a story that drew you in, so you found yourself agreeing with them without any resistance. The story concluded with you making the decision to go ahead.

Note: you bought—you weren’t sold!

For contrast, let’s consider the difference:

The aggressive persuader, like Donald Trump, when he fired Rosie O’Donnell on The Apprentice: “I mean, look at her, right in that fat, ugly face of hers. I’d say, ‘Rosie, you’re fired.’”

Versus

George Foreman, who wants to sell you his grills. He’s trying to change your mood, influence your mind, and make you act by ordering his famous grills.

If you’ve ever seen the ads, he truly connects with you on a human level.

Apparently, he makes more money from selling grills than he ever did from his fights!

This, and much more, is the art of Presenting to Close deals.

A presentation done skillfully gets your clients to want to do what you want them to do—willingly.