Have you ever wondered why two people can use the same sales script and get completely different results? The difference will often lie in your attitude and, more importantly, your psychological approach. Here are some examples of how you can change the outcome of a telesales call by introducing “Mind Influence Techniques”.

1. Use “Pause” to emphasize particular parts of your presentation. This can be particularly useful when you want to highlight an already established brand or when you want to highlight a particular benefit that you think could drive sales in your direction.

2. Always “Follow a negative with a positive.” For example, if you have to tell a customer that you can’t deliver until next week, tell them about the 15% discount you’ll get right after.

3. “Anticipate a likely objection” before it happens to soften the reaction. In this case it could be an additional charge that the client did not expect. The customer may be renting a car but did not expect to pay an airport tax. You tell them that you have no control over this fact and that you keep your prices as low as possible to make up for the inconvenience.

4. People always seem more attracted to something that is “Exclusive”. Make your customer feel like one of the few people privileged enough to receive your offer. It may seem like an old trick, but if it still works, keep using it.

5. “Create the visual image” for the customer before they buy your product. If you’re selling a car, you could talk about how you’ll get the kids to school in style and how the neighbors will be impressed with your shiny new vehicle. They are already mentally imagining themselves as the owners even before they have agreed to buy.

6. I’m always a little careful about “Use of First Names” when talking to a new prospect because I don’t want to come across as too friendly and fake. However, many telesales people use the customer’s name repeatedly throughout their presentation. Personally, I think there is a better and more sophisticated technique than this and that would be to use the customer’s name in “hot spots” to maximize their “attention span when really needed”.

7. The “Decoy Method” is used when you need to distract the customer from something that might be preventing them from buying. A customer may say, for example, that the dress she is trying on is a bit expensive. You could start by talking about this “pretty old lady” who tried on the same dress yesterday but she bought it. One could go on to say that she bought it and that she was much older. By doing this, she can sometimes distract the client from the original train of thought. In this case, she thought the item was expensive. It’s worth a try and sometimes it will work.