1) Assume the sale

If you want to sell more stop asking. If it makes sense to you that people do not like to make decisions and natural revert to “well think about it”, then stop asking and stop being surprised when they put off giving you a decision until they have consulted their pet rock. Salespeople create the “well get back to your scenario, if you stop this, you will close more, guide them in, be the doorman, not the bouncer (the obstacle).

2) Urgency

Why do companies continue to use “only while stocks last, stock clearance, spring sale, and only while stocks last, even though we know they are a gimmick? Because although technology advances human nature stays tried and true, we love to rational to ourselves and others our buying decision. We can use this effectively to create emotion at the point of sale, the ability to assume the sale, a tool for asking a decision on the day that makes sense to our client as to why we expect a decision or commitment while we are with them.

3) Value build 

Establishing more value than your asking price in (tangible terms) money-saving and (intangible terms) saving time effort stress and money.

4) Fear of loss

It is greater than the desire to gain (you will feel more aggrieved if I took $20 from you than the pleasantry you would feel if I gave you $20)
What are they losing by not going ahead, is it money, time, ego, health? When you can communicate this, they will be more emotionally evolved with the fear of loss by not making a decision, authenticity is the key here.

5) Present tense

Why do car salespeople test drive, why do shops have fitting rooms? So that people experience the product in the present tense,(as they own it). A jacket on the rack looked good, the quality looks okay, well made (logic) but once put on it becomes, how do I look, what will people say, what will they think, and if the answer feels right, they emotionally own it. Emotion is $80 at the point of buying decision.

6) Buying Confidence

Everyone’s doing it, that’s why we’re so busy. If you’re not busy and don’t have a lot of work on the go, you can’t be that good…
Rather from the moment of first contact your slightly rushed, your time is valuable and they are important to get it (value build), how do you but this in your dialogue where it makes sense and seems a natural progression. People do not want to be the odd ones out (still sheep)

7) Engagement / Emotion /Participation

When you see a blockbuster or read a top seller, notice how it draws you into the story, you buy in emotionally, your engaged, it is no longer a movie because you are drawn in that you are are fully engaged. (movie makers are artists at this). These elements are required as a natural part of your presentation, furthermore, you establish participation in the process that has them on the journey. Do not be the documentary that they can switch off at any time.