How to Get Your Prospects on the Yes Ladder (and Make the Sale)

People follow predictable patterns, and if you understand these patterns, you can use them to your advantage in your sales process. As Robert Cialdini notes in Influence: The Psychology for Persuasion, “automatic, stereotyped behavior is prevalent in much of human action, because in many cases it is the most efficient form of behaving, and in other cases it is simply necessary.”
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