Unless you've had your head in the sand (or in sales, that might be head in the oven), you know that persuasion and influence are far better selling tools than slick facts and arguments. Peoples' brains hate when someone tries to convince them of something they don't already believe - witness any Facebook "debate" or "discussion" of the historic merits of the Dallas Cowboys versus any other team. Everyone walk away mad, no one changed their mind. In your case, even if your argument is right, the sale is lost.
On the other hand, our brains do not mind persuasion. Persuasion is calm. It's nice. It makes sense. It's the right thing to do.
3 tactics to persuade someone
- Point out the common goal. Instead of hammering the other person with the facts, talk about the bigger picture common goal that you share. For instance, Congress could do this by focusing tax debates on economic prosperity of the nation instead of claims that one side or the other gets away with tax-murder. I happily bought a car once from a guy who talked only about my transportation needs. I don't think the dude even knew which car I liked; I still remember how he focused on the big picture.
- Never threaten; talk rewards instead. Telling your sales associate that they're headed for unemployment unless they make quota almost assures they won't make quota. The added stress of impending doom makes them do things that run prospects off. Instead, talk about bonuses, promotions, and sales contest wins. Rewards help, threats hurt.
- Offer choices. Let your prospect know they have some control after they sign. Trust, guarantees, and an ethical track record go a lot farther to give a buyer confidence than locking them into a long-term contract they may not like tomorrow. (You mobile service providers listening?) With employees, giving them a choice to work late today and get next Monday off, or "whoever closes three deal this month gets an extra two days whenever they want next quarter" - that stuff allows people to motivate themselves. Choices motivate, lack of choice induces fear.
When it comes to motivating yourself to get out there and do your job, use the same tactics. Think about your big picture. Imagine the rewards that next sale promises. Consider your choices - more income usually means more choices. You'll find yourself calmer, more confident, and motivated to keep calling.
*Source: Psychology Today, Oct 2017