In this interview, persuasion expert and New York Times best-selling author, Steve Martin gives entrepreneurs powerful and costless persuasion techniques in sales that really work.
[1:05 mins] What is a Small Big and why is it important?
[2:15 mins] Key component of successful influence
[3:28 mins] A fundamental principle of influence and how you can apply it (ethically) to have people follow-up on commitments
[6.10 mins] A persuasion technique startups can use level the playing field when competing with corporates
[10:16 mins] Influence in pricing and the biggest mistakes startups make (and lose out to competition)
[15:36 mins] Avoid this expensive mistake
[19:35 mins] When you know this, you will guarantee a compelling customer experience
Here is Steve’s website, Influence at Work, and here’s a website for the book The Small Big, small changes that spark big influence. You’ll find animations explaining some of the techniques, and where you can buy the book.
Animation about the science behind persuasion
Buy the book
With over 50 applicable persuasion techniques in business, it’s a must have for any entrepreneurs bookshelf.
Over to you
Your challenge this week is to pick one technique today (I hope you took notes, if not, listen to it again) and apply it today. And do the exercise Steve mentioned in the interview – the exercise will make you aware of prime opportunities to grow your business.