A discussion about sales, sales tips and advice, and about those who land the deal

Author Larry Fredericks has some interesting tips for sales people when it comes to creating a compelling argument to sway people into buying from you. 

Note the careful use of language in painting a compelling picture for your prospect...can you duplicate it in your sales jargon?

Let's say you want to convince a colleague to stay late to work on an important presentation that will be given to a client tomorrow. If you just ask him, "Hey, can you stay after work for a few hours to work on a project with me?" The answer might very well be no.

Instead, pose this hypothetical question: "If you had a chance to retain an important client for the company, but it would require working late, would you stay a few hours to help get the job done?" In this case, he's likely going to say that he'd stay. Having him commit to the hypothetical situation moves you a lot closer to getting the answer you need.

In order to use the hypothetical situation technique to persuade someone to do what you want them to do, take the following steps:

1. Describe a situation that is essentially similar to the one that really exists.

2. Ask the person what he would do in that situation.

3. Once you've gotten the answer you want, reveal that the reason you asked is because the situation actually exists. Then describe the specifics.

Of course, just because someone agrees to act a certain way in a hypothetical situation doesn't mean they'll make the same commitment to the real one. Nevertheless, this technique gives you a strong foothold toward getting that commitment, and can be one of the most powerful strategies you can use to persuade someone to see or do things your way.

Excellent advice for sales pros!  You have the power in the words you speak to increase the liklihood that someone will buy from you.