Understanding the 21 Laws of Influence for Sales is vital for understanding the influencing process. This program will help explain how customers react and respond to psychological patterns and pressures. It goes over established societal demands regarding the sales industry. People are creatures of habit. Customers tend to follow these same habits and patterns. Therefore, it is important for salespeople to understand what biases customers already have in place in order to make business pleasurable for both parties. You want to fly below their influencing radar, in other words. The 21 Laws of Influence for Sales program asks the question, “Wouldn’t you want to know the influencing strategies that people use to sell you products and services? Don’t you want to understand how you can use those in a noble way to help you and perhaps improve your sales process?” Sales ethics is the first step of setting up a long-term trusting relationship with your clients during the sales process. This course reiterates how important it is to always ask yourself whether you are leading to a greater good or potentially causing future harm. We stress that the best and correct use of the information you will learn in this program is in conjunction with the Principles of Noble Intent.

1. 21 Laws of Influence for Sales
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2. 21 Laws of Influence for Sales
Part 1

3. Who Benefits?
• Sales Professionals
• Business Development Professionals
• Customer Service (Internal Sales)
• Sales Managers
• Sales Coaches
• Executive Teams
• Customers (through the value stream)

4. Estimated Time of Completion
• 20 hours of total course work

5. Law #1: The Law of Agendas
• Those who control the program and set
the deadlines are in the best position to
influence the path taken to achieve their
goals.

6. #2 - The Law of Analysis and
Benchmarking
• Law of Analysis And Benchmarking –
People work harder and are more
motivated to accomplish goals when they
receive frequent feedback on their
progress.

7. #3 - The Law of Belief
Replacement
• Law of Belief Replacement – People are
willing to change their beliefs ONLY when
they are replaced by other beliefs that are
at least equally valid in their minds.

8. #4 - The Law of Commitment
• Law of Commitment – People are more
likely to listen to you and help you if they
see you take action directed at achieving
your goals.

9. #5 - The Law of Consistency
• Law of Consistency – People are more
willing to trust those who behave in a
stable and predictable manner.

10. Law #6: The Law of Contrast
• Law of Contrast – When the contrast
between alternatives is great, it is easier to
convince people to take one path rather
than the other.

11. Law #6: The Law of Expectation
• Law of Expectation - Go above and
beyond what is expected to gain the
influencing advantage.

12. 21 Laws of Influence for Sales
Part 2

13. Who Benefits?
• Sales Managers
• Sales Professionals
• Executive Teams

14. Estimated Time of Completion
• 20 hours of total course work

15. #8 - The Law of Expertise
• Law of Expertise – People are more likely
to listen to, trust, believe, and follow those
who are acknowledged experts in their
fields.

16. #9 - The Law of Friends
• Law of Friends – People usually respond
more favorably to advice and
recommendations that they receive from
friends.

17. #10 - The Law of Image
• Law of Image – People are more likely to
interact with people they are attracted to
and who have an appropriate appearance
for the setting or situation.

18. Law #11: The Law of Logic
• Law of Logic – People are more subject to
influence when they can follow a
sequence of thoughts that make sense to
them.

19. #12 - The Law of People Pleasing
• Law of People Pleasing – To influence
others, identify what will please them and
deliver it to them.

20. Law #13: The Law of Perception
• Law of Perception – If you can uncover
and understand how the other person
perceives the world, you can plug your
influencing strategy into their perception
and better persuade or lead them.

21. #14 - The Law of Prospecting and
Networking
• Law of Prospecting And Networking –
People are more likely to succeed when
they have help from those who have the
contacts to help them reach their goals.

22. 21 Laws of Influence for Sales
Part 3

23. Who Benefits?
• Sales Managers
• Sales Professionals
• Executive Teams

24. Estimated Time of Completion
• 20 hours of total course work

25. #15 - The Law of Reciprocity
• Law of Reciprocity – Recipients of gifts, or
help, most often feel that they have an
obligation to repay those who gave to or
helped them.

26. #16 - The Law of Satisfaction &
Standards
• Law of Satisfaction & Standards – It is
easier to persuade people when you help
satisfy them, while they remain true to
their ideals and maintain their standards.

27. #17 - The Law of Scarcity
• Law of Scarcity – People are willing to pay
a higher price when items they desire are
rare, limited, or not readily available.

28. #18 - The Law of Similarity and
Attraction
• Law of Similarity And Attraction –
Individuals are more prone to being
influenced when they share our beliefs,
interests, and values.

29. #19 - The Law of Societal Pressure
• Law of Societal Pressure -The people with
whom we interact on a regular basis (our
peer group) strongly influence our actions,
decisions, and behavior.

30. #20 - The Law of Status
• Law of Status – People give greater
respect to and have more faith in the
words and beliefs of those who have
prestige, power, and esteemed
reputations.

31. #21 - The Law of 3rd Party
Endorsement
• Law of 3rd Party Endorsement – Many
people are influenced to take action
when those they respect and admire
endorse certain positions.