In this video I share how to get someone to trust you and the science of selling.

Before you can sell you need to influence your prospect. The key components for influencing people are rapport, logic, and emotion.

You build rapport with someone by showing that you have that person's best interest at heart. Once you have gained someone's trust, you should make both logical and emotional arguments to elicit your desired response.

If you truly want what's best for others, you'll be able to gain their trust. This can be done by balancing logic and emotion in your arguments.

When a salesperson shows genuine interest along with logical reasoning that gives people a heartfelt want, they will buy. That’s the science of selling. That’s how to get someone to trust you.

It's easier to influence people if they trust that you are looking out for them, and if you appeal to both their logical and emotional sides. If you can show that your desired outcome is in their best interest, and is something they both want and need, people will be more likely to do what you suggest.

All 3 ingredients (rapport, logic and emotion) are equally important. One without the others will not work.

Whilst a lot of salespeople focus on getting what they want (i.e. a one sided relationship), the science of selling actually requires that you forge a genuine interest in your prospect. That’s how to get someone to trust you and ultimately being able to influence them – by caring, building rapport and making logical and emotional responses in equal measure.

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