Using Persuasion to Sell Alpacas

The art of persuasion involves carefully moving people in your direction. When you apply that to selling alpacas, it means determining what they need, helping them amake a good buying decision, and getting them to then take action on your recommendation. In other words, it’s the science of getting your prospects to say, “Yes,” they want to buy from you!

In the book, Yes!: 50 Scientifically Proven Ways to Be Persuasive, authors, Goldstein, Martin, and Cialdini, reveal 50 research-based strategies to make you more persuasive. Here are three of their tips that I have adapted to selling alpacas.

Don’t offer too many choices. Once you know what your prospects are looking for, have a few select choices in mind that meet those needs. It might be the choice between two females, or amongst three packages. Too many choices often frustrates your potential buyer and causes them to hesitate.

Request active commitments. Ask in a way that elicits an active response. Rather than saying, “Give it some thought and let me know which one you want to buy,” change to a question such as, “Will you give it some thought and call me tomorrow with your decision?” After asking this kind of question, be sure to be quiet until your prospect responds.

The threat of loss is more persuasive than the potential for gain. Instead of telling your prospects only what they can gain by buying your strong genetics, tell them what they stand to lose if they don’t buy now. Rather than just saying this is a really good time to get your best genetics at a good value, let potential buyers know that by waiting too long, they will miss out on a premiere opportunity to invest in higher quality, jump-start their businesses, take advantage of time-sensitive tax benefits, etc.

Though every buying situation is different, using the art – and science – of persuasion is one technique that can increase your closing ratio.

More on closing techniques in Julie’s “Contacts to Contracts” seminar

Julie Wassom

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