How to influence in sales – 35 Psychological Tricks

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Our mind is the best tool we could possibly have and when we are able to understand how our mind works and how to influence in sales, the sky is the limit.
Before we get into the 35 Psychological Tricks,  I’ll tell you a bit about how to read anyone that you meet on your daily basis.


In some point in your life you had to sell something, maybe a physical product, yourself during a job interview or an idea. Imagine that you have a secret formula, a master key in your pocket that you can pull out everytime you need.
I m going to teach you some simple techniques that work every time and will help you to sell a product or yourself in a job interview.

How can your life be much easier, if you can sell anything? You have probably heard the saying “I could sell salt to a slug” that means you can sell anything to anyone, salt kills slugs so, it’s just a descriptive way to say that you are good at sales.

Unlike manipulation, persuasion doesn’t involve any bad intention. It’s simply understanding the psychology behind the basic human behavior.

Every single time you turn on the TV and you watch a commercial, companies are paying million of dollars to persuade you to buy their products.
If you understand some of the basics of psychology, you will feel joyful identifying when a person or a company is trying to persuade you.
Many of the most successful marketers in the world are people who understand some psychology concepts. When you know how they work, you can use them to sell more products and boost sales for your business.

Why so many marketers, when they advertise on Youtube, usually start their video with them sitting on a beach, walking on a mansion or driving a Ferrari? Because after seeing the video you will think, “I would love to relax on the beach” or “drive a luxury car” and eventually buy the product.

95 percent of your decisions are made on a subconscious level. The goal here is to secretly influence the subconscious mind.

You can sell anything using the 4 P‘s method:

Promise: You need to catch their attention during the first 5 seconds of your commercial, video, article.
Picture: Makes the customer dream. You do not always need to list the qualities of a product, go to the emotional side, put the picture in their mind using that particular product. People buy with emotions and justify with logic.
Proof: Show to people, don’t just tell them. “I made $5000 last week” If you show them the proof, they will believe it a lot more.
Pitch: Don´t overwhelm the customers with decisions, or they will not pitch anything. The most effective is a one or two choice and one Call to Action, don´t give them too many options.

Do you know what makes us do things in life? Why do we feel motivation, why do we want to move, travel, eat, survive, what’s control our mood, why do we feel the way we feel about certain things? What makes us want to do all these things?

Well, it’s a dopamine neuron the “I WANT THAT” system that keeps us motivated to move forward, learn and survive.

An experience with rats, after they took out their dopamine, shown that they can still walk and live in good health but lose all desire to eat or survive.

I’m writing this article to help you to understand how the mind works and how with a simple trick or twist of words, your business can grow a lot.

We are all the same but at the same time different in a certain way, some people think in a very different way depending on their education.
The cultures are different but because of the different culture, we also think differently.

Let’s begin by identifying the profile of a person.


Identifying a person’s profile.


The first step is to understand the profile of the person. We are all visual, auditory or kinesthetic.

There are techniques that reveal to what type of profile a person belongs to, just in few minutes. Then, can simply adapt your speech and actions to that profile.
Before you begin to influence someone, you need to understand what type of profile the person belongs to.

Sit in front of someone and make it visualize 3 different scenarios to know the person’s profile (visual, auditory or kinesthetic).
Design 3 different scenarios:

      1.Imagine that you are in a grove and you see a very beautiful bird. Imagine it landing on a tree’s branch, visualize his feathers, colors, etc.

      2.Now, imagine that you are in the woods and hear the continuous sound of a bird singing.

      3.Finally, imagine that you are eating your favorite food, tasting its delicious flavor.


At the end of this exercise, tell the person: “You have imagined three different scenarios: the bird in the woods, the birds singing, and your favorite food. Choose one of the three and focus on it without telling me which is.”


At this point, you must carefully observe the eye movement of the person.


If looking up is because he is thinking about the bird (visual), if he’s looking at one side he is thinking about the birds singing (auditory) and if he looks down, he is thinking about the food (kinesthetic).

Looking upwards to the right/left can mean that are visualizing.
Looking to the side can mean accessing the auditory.
Looking down to the right can mean accessing the kinesthetic “to grasp a concept”
Looking down to the left can signify an auditory dialogue, talking to one´s inner self.

Now, tell him what he thought, he will be amazed.
And, by decoding the person’s profile, you’ll know how to get to their mind faster, whether through images, sounds, or sensations.


Visual people, value the details of things and rarely miss things. When they need to memorize things, it is easier for them to remember images. They like parks or forests to relax and tranquility.

They need absolute silence when they are reading or studying.

Auditory people have very expressive personalities and have a lot of communication abilities. They express themselves very well and like to listen to others.
They also tend to express their thoughts out loud.

Kinesthetic people like to experience things. Their expressiveness translates their enjoyment in hugging, caressing and even eating. They don’t tend to have a lot of interest in capturing the details of what surrounds them, as visual people do. They are more spontaneous and less introspective or observational.
They generally like a good cook, working outside, gardening and to play a sport.



Look at their hands

Another way of identifying a person’s profile is by looking at their hands.

Look at their Index finger and Ring finger.



If the index finger is larger, that means that they are more likely to be empathic and caring.
If the ring finger is larger, that means that they are more likely to stronger, assertive and risk-taker.


When they close their hands and intertwine their fingers, look at which thumb is on top, is it the right or the left thumb?


If it’s the left thumb they are so-called right brainer and are more likely to be more visual, creative and intuitive.
If the right finger is on top, they are so-called left brainer and are more likely to be more verbal and analytical.



What their face traits can tell you


2 front longer teeth: Most likely to be stubborn and inflexible.
A Large distance between the front teeth: Risk taker. Like to try new things.
Big ears: Good listener.
Small ears: Easily overwhelmed by someone who talks too much. Get easily bored. 
A small distance between the eyes (If you cannot fit another eye between the 2 eyes, the distance is small): Easily concentrate. Stressful. Deep interest in details. Easily angered by a traffic jam – temperature – external factors.
A large distance between the eyes: Difficulties in concentrate for long periods od time. Relaxed. Don´t care about details. Focus on big pictures. Most likely to be a manager.
Protruding cheek bones: Courageous. Adventurous. Risk takers.
Big lips: Very talkative. Rarely quiet. Like to tell stories.
Small lips: Less talkative. Prefers private life. More likely to hide feelings and emotions.
Small thin lips: Cautious. Might not enjoy adventures. 
Big nose: Hates taking orders. Will fight for a position. Love to move up and rank. Bored easily from repetitive work.
Small nose: Loves systematic work. Doesn’t get bored as easily.  Likely to be a secretary. 
Eagle nose: Same traits as “Big nose” but exaggerated.
Helper nose: Likely to help others. Join charity groups.
Rounded nose: Nosy. Wants to know everything. 
Square chin: Loves challenges. Doesn’t give up easily. Competitive.
Pointed chin: Stubborn. Loves to argue. 
Small chin: More sensitive. Overly sensitive to criticism. 
Round chin: Fun to hang out with. Enjoy social events. 
Protruding chin: Trouble letting things go. Rarely quiets. 
Receding chin: Finds it hard to commit. Many half-finished projects. 
Balanced chin: View life in a balanced way.


Extroverted or Introverted?

Observe their response to any question.

If they answer immediately and think out loud, there is a good chance they have an Extroverted personality.
If after asking a question the person take a few seconds to respond, there is a good chance that they have an Introverted personality.

Once you understand their personality, you can improve your interaction with them. 



The mirror of personality

A simple technique to know someone’s personality is to ask to evaluate the personalities of their acquaintances.
The people are more likely to have the personality traits that they used to rate the acquaintances.

Example: If they rate their friends as kind and light-hearted, that mean they were likely to be kind and light-hearted.
The same is if they rated their friends as negative and manipulative.

Ask what they think about others or observe what they say about others.



Why do people the things they do?

People move away from painful childhood experiences. Understanding that, give us a better understanding why people do things and act in a certain way.

Example: If a kid grew up on a poor side of town and rarely having no access to nice things, he experienced pain from seeing wealthy kids with better materialistic things and always having enough food to eat. How much pain would build up over time?
When this kid got older, he will want to move away from the pain of being poor.

Once you understand how it works, you get a better understanding of why people do the things they do.

Feelings of insecurity are nothing more than messages from the brain letting us know that we need to improve something.



Look at their shoes

You can read 90% of a person’s personality by looking at their shoes.
They tell you emotions, age, gender, political affiliation and income.

Expensive shoes: High-income earners (most of the time)
Colorful/flashy shoes: Extroverts
That look new: Conscientiousness personality
Practical shoes: Agreeable people
Ankle boots: Aggressive personality
Uncomfortable shoes: Calm personality
Well kept/Brand new: Attachment, anxiety
Less expensive shoes: Liberal thinkers
Boring shoes: People who don’t care what others think of them and also who have difficulties forming relationships.



Social media profile picture

A profile picture says a lot about a person’s personality.

Neuroticism: Simple photo with less color and displays blank expression or partially hidden.
This kind of people are more likely to be negative and they usually suffer from anxiety, anger, envy or guilt more often than others.

Extroverted: Usually have a profile picture with others with more colors and smiling.

Highly agreeable person: Usually post bad pictures of them selfs smiling and the picture looks lively and bright.

People most open to experience: Have their best looking profile picture with higher contrast, sharper images, and the person’s face takes up more of the photo.



Ask them about their pets

The pet can say a lot about a person’s personality. To know more about someone, ask them about their pets.
Pet´s owner tends to have the same personality as their pet, so, simply ask them to describe their pet.

In general, if they have:

A fish: They tends to be happy persons
A dog: The most fun to be with
A cat: More dependable, are emotional and sensitive
A reptile: The most independent



The meaning of colors

You can easily read someone’s personality just by looking at the colors of their clothes, gadget, and car.
Colors affect our mood and purchasing decisions. By wearing certain colors you can make people feel in a certain way.

Blue: Loyalty and trust. E.i Wearing a blue suit to a job interview will make the hiring manager unconsciously trust you more. It’s also a relaxed and calmer color. Overuse can make you feel depressed.
Owners of blue cars, tend to be practical, calm, loyal and drive much more carefully and cautiously than people who own black cars.

Black: Power, Authority but also sinister and evil. Black has slimming effects and works very well for people who are overweight. Might also signify empowered, hard to manipulate and mysterious.

Red: Strength, power, and energy. Red is a very eye catching color and you can attract attention to yourself. It can make you appear more attractive but might also make you seem dangerous.

White: Purity and innocence. 

Green: Relaxing and clearer vision. Green have powerful effects on an observer in making him feel relaxed and calm.

Yellow: Irritating, flashy, increase heart rate and feelings of optimism. Many fast food restaurants paint their walls in yellow to dissuade customers from staying too long.

Purple: Calm and powerful. If you want to be associated with authority, wealth and elegance wear purple.

Pink: Kindness and innocence.



Bird order

Did you know that a person’s bird order affect his personality?

The first born: Good leadership abilities. 

Youngest child: Competes to gain attention, and his more likely to become a risk taker. Might become a rebel, if he can’t achieve the same things the oldest child is achieving. Very ambitious, because of feelings of inferiority from being the youngest child.

Middle child: Tends to suffer the most, he gets the least amount os attention. Calm and diplomatic.

Only child: Because he’s used to having a lot of attention he needs extreme attention even in the adulthood. Likes to show off. Strong willed. Self-motivator. Strong sense os urgency.



Somatypes personality

Ectomorph: Slim. Fewer muscles. Large system nervous. Sensitive. Mood swings. Lightner’s bones.

Mesomorph: Big muscles. Big bones. Energetic. Adventures. Physical activities.

Endomorph: More fat. Round. Soft. Social. Fun. Loving. Relaxed. Great company.

In between: Is likely to have personality traits of both types.




35 Psychological Tricks


1. Reciprocity People feel an obligation to give when they receive.

Ex. if a friend invites you to his birthday party, there’s an obligation feeling to invite him to a future party.

When you go to a restaurant and the waiter gives you a small attention like a candy at the same time he’s bringing you the bill, you may not realize but you will leave him a tip for sure, but if he comes back before you leave the tip to say you “For you nice people, here is an extra candy”, you will leave a much bigger tip.

When you give something free as a gift or do someone a favor, people feel the need to give back in exchange and will buy or make you a favor whatever it is.


2. Scarcity – People want more of those things there are less of. If you simply say that from tomorrow there will be few bus tickets to travel to New York due to low demand, sales will instantly increase the next day, people will want it more.

People value things that are scarcely more than abundantly available items.
“Only 2 items left” “Offer ends soon”

If you go to a job interview, you can say that you just finished another interview at a similar store or company and they wanted to hire you on the spot but you really wanted to see what others companies have to offer first.

When you sell a product it is not enough to list the benefits and their uniqueness but what they stand to lose too.


3. Authority – Therapist are able to persuade more their patient to do some exercise programs or a singular therapy if they display their medical diploma on the wall of their waiting rooms.

It’s important to signal others what makes you credible, knowledgeable, or give you more authority before you give your recommendations to them.

You cannot go around and tell a potential customer how brilliant you are, but you can arrange someone to do it for you.

Some companies have a secretary that answers the phone calls and their job is to enumerate the qualities of an “X” worker, to whom she will pass the call. A study shows that the sales grow up to 20% because you feel more confident when talking to a person who knows what is doing.


4. Consistency – People like to be consistent with the things they have previously said or done, and it´s activated by small commitments, a small initial commitment that is easily made first.

E.i. On a village, most of the people rejected a request to put a big board of a “drive safely” campaign in front of their houses. 

However, in a similar neighborhood, most of the people accepted the campaign, why? Because ten days before, they agreed that instead of offering them to place a big board, they offered them to put a small sticker of the campaign in the front window of their houses. That small sticker was the initial commitment that made the difference.

Another e.i. If you are a doctor and you want to avoid your patients to miss their appointments, simply ask the patient, and not the staff, to write down the appointment details in order to involve him in the situation.


You can also influence the decisions or likes of a person by giving him small samples of the product you want to sell, like smells, colors, images, etc. The idea is to persuade him to like your product without realizing it, when comes the time to buy, he will choose the product we always wanted him to choose.
E.i. If you want someone to choose the number 18, write “18 days to go on vacation” on a sheet and leave it on his table, set a dinner at with him at 18 p.m., comment that you went to the zoo and you saw 18 monkeys, etc. By doing these very subtle things, when it comes the day to choose a number, he will likely choose 18 because it will sound familiar.


5. How perception shapes our reality – We always prefer to say “yes” and smile to people that we like.

What are the 3 principal factors that make us like a person?

1. People who are similar to us.

2. People who give us compliments.

3. People who cooperate with us.

But when you meet someone for the first time, you can like or dislike that person simply because someone told you things about him/her.

E.i. Your mother invites a friend to dinner at home and she says to you that her friend is very rude, unfriendly and arrogant, before you even meet her friend, you already create an idea about her in your head and you will behave in a way that seeks to confirm your expectations. When the person leaves, you will conclude that she was totally unfriendly and rude.

Now, imagine that your mother has told you that her friend is friendly, social and helpful, imagine how different it will be.
This shows the power of a person perception and you can use it to persuade others.

Before you get down to business, give genuine compliments and find similarities to share in common and maybe even some personal information with your customer in order to create a good image of you.


6. Consensus – People will look to the actions of others to determine their own.

Ex. All hotels place a small card in the bathroom in attempts to persuade guests to reuse their towels saying: “75% of our guests reuse their towels, so please do so as well”.

So, point to others what they are already doing.


7. Molding Perception – It´s very easy to influence someone just by giving an opinion.

E.i. During a dinner. Put the bottle of wine on the table, but before anyone gets served, pick up the bottle and smell it, while you say “it stinks, looks spoiled” and make a face of disgust.

Put the bottle back on the table. No one will dare to drink it.

Then go to the kitchen and come back with the same bottle, without anyone noticing, and place it on the table. Smell it and say “this one is fine” while smiling of satisfaction. The group will drink it without fear.

Our perceptions shape our reality. 


8. Gain Attention – When you are with someone, keep eye contact with him. Not for too long because you can intimidate him.

Mention an interesting topic for him, but avoid politics, religion, and sex. Then, the look comes into play, start at looking his/her hands or body and do not look at his/her eyes again.

At this point, the following will occur: the person realizes that something is wrong because he lost the connection with you and will try to recover the eye contact, at that point, he will speak to you more openly and sincerely.


9. The power of NO – Did you know that the subconscious erases the word “no” and only records the rest?

Whenever you tell someone “do not go to the street to get some air,” you are inviting that person to go on the street. “Do not eat sugar” is translated by the brain as “eat sugar”.

The “no” is, therefore, a word that obtains opposite results. The trick to getting what we want is to use the “yes” or use the “no” twice.

An example: “Do not read this article unless you want to learn how to manipulate results.”

Imagine that someone is confessing that they are afraid of something. If you want him to continue in fear, just tell him: “Do not be afraid …”

If you want him to lose his fear say: “Yes, you can be calm, everything is fine”.

You can also use this technique when you want someone to collaborate on a task. “You do not have to do this unless you want to help.”

By saying “no” in disguise, the person erases the first statement and only gives attention to the second: “This dish is great, but you do not have to do it anymore.”


10. The power of OR – This is one of the most successful techniques.

Imagine you’re with your partner at home, on the couch, watching TV, but you feel like leaving.

Try saying, “You’d rather stay at home or come with me …”

In the office, when you have to interrupt someone, say, “Do you want me to come back later or …?”

With this way of asking, you are inducing the “yes”.


11. Effective order – Joining two orders with an “and” makes the other person more easily fulfill to do what we want.

For example, if you tell to a collaborator, “Do this work for me tomorrow,” you will be less successful than if you say, “Do this work for tomorrow and send it to me by email.”

By joining two instructions with an “and” the other person receives more information. In addition, it is simpler to say “no” to one statement than to two.
It works very well with lazy kids (and adults): “Go up and get your room” or “Look at me and tell me something.”

Another effective order is by putting commands into your sentences in a discreet way. For example, “You don´t have to BUY MY PRODUCT but if you buy…” the middle of the sentence hides the trick by saying “By my product” the customer will hear that phrase and envision to buy the product. Another example: “BY NOW this product is used by thousands of people”  By now might be subconsciously understood as BUY NOW.



12. Give a reason (because) – When someone gives us a reason to do something for them we are more likely do it.

Imagine that you are in a supermarket line with only two products in your hand and in front of you there are lots of strollers full.

“Can you let me pass, please? My son is waiting for me on the school alone. I only have two products, it will be quite fast.”

You are giving explanations; you will create empathy and understanding. Very different from the simple one: “Can you let me go through, please?”

E.g. “Can I use your printer?” and now “Can I use your printer? I need to print a work for tomorrow!”


13. Use a passive voice – When you don’t want to look annoying but want to pass your message, the passive voice is your friend. Instead of “You didn’t send me the email” try “The email wasn’t sent”.

When you need someone to wait, say “Thank you for your patience” instead of “Sorry for the wait”


14. We are all naturally curious – Give a sample, an extract from a book, show a video and then say “If you want the rest, buy this book for $10”, many people will likely buy.


15. Use confidence – If you act like knowing what you are doing, people will believe you. You can do anything just pretending that you know about it.

Also, use open body language, do not cross your arms, legs, feel small but use eyes contact, shoulders back etc..


16. Repetition – We are all influenced by mere association tendencies, and repetition is extremely powerful, it can change a person’s belief system, that way when you see does McDonald’s commercial consistently over time, your brain start to like and believe that is a good food.
The more a statement is repeated, the greater the odds it will alter your belief system.

Besides we all follow a pattern, if everyone likes, we will also more easily like, if the price is high, we associate the good quality and privileged, that’s why some companies make crappie product with a price very high.


17. The illusion of choice – If you want someone to help you or do something, still making him feel he have a choice, ask him to choose between a hard and an easier choice. The easier choice is what you had in mind in the first place.

Make them feel they have a choice. Don´t say “Go brush your teeth,” say “You can brush your teeth before or after the movie”. It gives them the impression that is their choice.


18. Ask for more first – This is another technique that is very used in marketing, ask for a very high value and then you get down to the real value, the customer will feel obliged to buy so as not to miss this great opportunity and because the first price was so high that now it looks cheap and they are more likely to agree to a smaller favor if they deny a larger one or two first.

-E.i. If you want a dog, ask for a horse first.
Ask someone to donate $100 for a cause and they will probably say no, but they will likely donate $5 if asked.

-A laptop would cost $2000 if paid over two years or This laptop could only cost you only $3 per day, that less than the price of one bag of chips.

-Old price: $59,99. Sale: $19,99. You save $40,00. People make decisions that rely on the first piece of information they get. Companies take advantage of that by showing the old price and then the discount price. The original price influence your decision because it makes you feel you got a bargain.


19. Need a Favor – If you need a favor, start with “I need your help”. You are invoking 2 things when doing that.
1) The person does not want to be a jerk for not helping
2) It boosts the self-image of the person as being NEEDED 


20. The small favor technique – Similar to the technique used above, if you want to ask for a big favor to someone, ask for a small favor first, then follow up with the real request.
E.i. If you go to the mall with your husband and ask him to buy you a small piece of fruit, he will probably accept since it is a very cheap product. Shortly after forwards him to the make-up shop and without realizing it, he will easily buy you some make-up products, body soap and so on.


21. The wonder of silence – When you want more information from someone, use the silence, look in the eyes of the person and say nothing, nobody likes silence, people become embarrassed and usually will elaborate or make concessions.


22. The power of suggestion – When you do not agree with someone, do not enter into an insane battle and avoid the BUT, people are much more receptive to a “Yes AND…” rather to a “Yes BUT…”, say something like: “I agree with you, and I think we should….” or “I understand your point of view, and maybe it will be better if…”
“I understand what you are saying”, “That makes sense”

People don’t care if I agree with what they are saying, they want to hear that their perspective is logical and correct.


23. Mirroring – Or the chameleon effect, we like it when someone mimick’s our facial expressions, mannerisms or posture. People tend to like other people who mirror their body language and what is interesting about this trick is that occurs on a subconscious level, the other person won’t even realize that you are mimicking their posture, they’ll never know that you are using this trick.
By mimicking their subtle actions, you can make the other person much more likely to agree with what you are trying to get them to do or believe. It´s such a powerful technique for persuasion yet most people have no idea it exists.

The other way around also works. People will mirror your energy and react the same way you treat them, e.i. When a person arrives and you greet him in a cheerful and smiling way, you will probably receive the same greeting back.


24. Be honest – When you need a favor and you call a friend, to not to seem like you just called to ask a favor, you ask him first, how he is, how’s life/wife/children and then you ask for the favor, but he will feel that it is not genuine care and you only asked him how he was because you need a favor and he will not like it very much. Instead, ask him the favor first and then ask about his personal life, it will change everything.

E.i.: “Hey, how have you been? I haven’t seen you in ages we should catch up sometime! By the way, could like my new Facebook page, here’s the link…”
It makes feel like fake care and you just want him to like your Facebook page.

And now try like this: “Hey, could like my new Facebook page? The link is here …… By the way, how have you been? I haven’t seen you in ages, we should catch up sometime!”
Notice the difference? The only thing that change is the order of the message. The people are more likely to help when it’s genuine.


25. Pretend that it’s already decided – Do not argue when you negotiate something. For example, if you want to build a bridge, do not argue whether the bridge will be built or not, immediately jump to the part of who will pay the bridge. This way, people will take for granted the existence of the bridge and the main focus will be the one who will pay.

Another example: In your shop, a customer has not chosen a product yet and you ask him “Do you need more information about the product before you chose it?” The words “Before you choose it” is added to presuppose the customer will choose something.


26. The power of a Smile – Smiling to a baby can help to stop it from crying. You’ll be surprised how fast his mood changes.
It also works among adults, smiling to someone will automatically reproduce the smile in his/her face.

When you want to sell a specific product more than the others, put it in the middle of a row on the right side of the store, people almost always choose the ones in the middle and when they enter a store, they go first to the right.
Then changes your tone of voice and smile when you talk about the product you want to sell and turn your back on the customer and points the finger to the one you do not want him to buy, then smile again and give all the attention for the one you want to sell.


27. Name and Eye Contact – Try to remember the names of people surrounding you at work, people tend to like you more when you pronounce their names. i.g Good morning Brian!, Thank you Sarah!, etc. and keep eye contact, that make people think that you respect them and that you are confident.


28. Let them unburden – Let people talk, even if you already know the story, let them show you. Let them talk about themselves, you will make a lot of friends just by listening people, they will feel good being with you.

To friendly talk to any strangers you only need these 3 steps:
1 – Smile
2 – Introduce yourself
3 – Ask them about themselves.

When someone repeats you something that they already told you yesterday or a few hours ago, don’t reply sharply “You already told me that” instead say “Yes, I remember you telling me that”


29. Flattery – Flattery is a powerful trick for persuasion and as long you do it right it can significantly increase your chance of convincing the other person.
Give a sincere compliment and be careful what kind of flattery you give to someone with a low self-esteem.


30. Recognize your mistakes first – Talk about your own Mistakes before calling attention to someone’s mistake.


31. Positive feelings – If you want to make someone to try something new, it will work best if you make them happy first. When people are sad or scared, they want what is familiar but when they are happy they are much more opened to try something new and to get involved in any new kind of adventure.


32. Winning debates – In a debate, you should present your argument as well as your opponent’s argument.  You’re more likely to be convincing if you talk about the opposing idea and give evidence how it is wrong, instead of talking only about your side of the story. People tend to think that if you are familiar with the opposing idea and you are still against it, that you must have a good reason for doing this.


33. Asking the right way – You get better results when asking a customer an open-ended question instead of a Yes/No question.
E.i.: “Why don´t you get that product?” instead of “Do you want that product?”


34. Criticism – When someone insinuates that you cannot do something or criticizes you, simply reply: Are you trying to say that I’m not good at that?

If your son is wearing a not very common t-shirt and someone says something about it, reply: Do you think my son wants to look ridiculous, is that you’re saying? The person will likely answer: No, not at all”


35. Insult – There are 3 different ways to react when someone is trying to bully or insulting you:

1.You get offended. This shows insecurity and lack of temperament.
2.You stay quiet. Makes you look inferior and hurts your self-esteem.
3.Agree and amplify. It makes you seem as very confident and extremely attractive.

Next time, be sure to not take things so seriously and be playful when someone insults you.



Bonus – Power phrases at your workplace

1. Never say: I have an IDEA, I THINK I have an idea. (Idea, I Think.)
Instead, say: I believe I have a SOLUTION for you, or an ANSWER, a PROPOSAL. I think you will enjoy. (Solution, Answer, Proposal)

2. Do not say things such as: Oh that’s a VERY good idea. We have been working REALLY hard on this. It’s SO SO delicious (Very, So, Really) Intensifier + adjective
Instead say: It’s fantastic. We have been committed to the project since the beginning. It’s mouth watering.

3. Some people use it too much at the beginning of every sentence and decrease their professional image by saying: I M SORRY. Oh, I m sorry what was that?. I m sorry can I help you? etc..
If you need to say sorry say: I apologize or nothing at all. Saying sorry tends to be a victim language. 




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Entrepreneur, freelance, artist, sport enthusiast, self Improvement addict and believe that knowledge is to be shared. Founder & Writer of the “Build Your Breakthrough” ‘s website.

15 thoughts on “How to influence in sales – 35 Psychological Tricks

  1. Great insight and suggestions, as an NLP Master Practitioner I totally agree with your post. It is a great influencer if you use it for the good of all. Great post.

  2. Hi David, Very interesting article. I feel its very okay to influence a positive outcome of a sale when its done ethically. I have been in situations where I bought something from a sales person that I never really needed just because the person had a very creative way of convincing me to buy. They knew exactly how to interpret and counter my every reaction in a humorous way. Yet in another scenario, you will walk into a shop and walk out without buying something that you need just because of a grumpy shop attendant.

  3. Hey David,
    Great post on How to Influence People. I like Scarcity the most!
    It moves prospects to take action, or else the offer would be gone.
    I have seen many top marketers implement this on their sales letter, and it can definitely increase conversion.


  4. wonderful article…..influencing can make you great (seems like politicians are masters of this skill 🙂 )! you have clearly mentioned the details and I loved the – 35 Psychological Tricks parts! seems like my dopamine shoots like a missile at times and then comes to rest! looking forward to more such great post!

  5. I’m not sure how I feel about trying to influence people, but your list of tricks is good advice for just being a nice person. Great read.

  6. Quite a lot of fascinating information here; I really would like to know more about how
    such knowledge can be used to influence our potential customers in the internet marketing world.

  7. Wow! you just gave me a chest full of tools! (To be used for the good) I love these techniques . Perfect to help people with there wants and needs.


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