- Reciprocity – looking after people
- Scarcity – capacity we only have 1 slot, I can get you if you give me your order
- Authority – knows everything, important in Tech field
- Likeability – get people to talk about themselves
- Social proof – who have done business with
- Commitment and consistency – would you look after my stuff, what’s preventing you signing the deal, if I fix this will you sign this order
Also important are confidence and enthusiasm
Category: sales
Categories
Three sales types
- Concept – like my friend Reuben Gates – understand what they want to talk about, get introduced (social proof) or suggest an introduction via LinkedIn shared connection, share what pears are thinking (authority and reciprocity)
- Technical
- Strategic Account Management