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Monday, 25 June 2012

Persuasion & Influence - Truisms


Truisms are used to pace the client to your way of thinking and then deliver a command.

The idea being that if you deliver 3 undeniable truths, then the next statement or question will make sense and also be agreeable.

Try it as a technique and see how you get on, we have found it very powerful.


Politicians often use the truism tactic. They are usually done in three’s and then the fourth is what you want them to do or believe. Here is a politician’s example:

“We all want an NHS that delivers the best service.” (pace)
“We want to make sure nurses are paid fairly.” (pace)
“And we want to make sure treatment is available to to those who require it....” (pace)
“And that is why we need to increase taxes.” (command / belief)

How to incorporate it into your selling

• State 3 things that are so true they can’t argue with you.
• Deliver your ‘close’ on the fourth.

For example,

“We have shown you our great track record.” (pace) 
“You agree our testimonials show trust.” (pace)
“And I have provided you with a special discount.” (pace) 
“So will we go ahead with this booking?” (close)

Have a think about how you can pace with truisms before asking for the order, it's extremely effective.

If you'd like an example for your business at no cost, please call our office on 02380 986 222.

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