Dark Psychology: Body Language and Human Psychology at Its Best and Its Worst

The most effective way to gain someone’s trust and motivate them to buy from you or join your team is to "carefully enter the conversation already happening in their mind." By doing so, you help your prospect see the value of your service through the information you provide, leading them to recognize their need for what you offer.

I once heard a quote that says, "People don't like to be sold to, but they pretend to buy."

Numerous sales skills and manipulation techniques exist for building trust with potential customers superficially. However, the most powerful way to influence and persuade is by understanding their thoughts, feelings, desires, and the problems they seek to solve, particularly in your area of expertise. Unless you possess mind-reading abilities, the best approach is to ask open-ended, empowering questions. This helps build rapport and engages in meaningful discussion to guide them toward the desired outcome, linking their needs with the benefits and features of your product, service, and your "why."

People have a deep-seated love for stories, something we've been exposed to since childhood. The most effective way to inspire rather than coerce is by sharing your personal story—why you are in the business and the benefits you, your family, and your clients have experienced. It may seem cliché, but being a "product of the product" and offering relevant testimonials that align with the answers you obtained from your open-ended questions can be powerful.