Selling involves influencing and motivating prospects and clients to implement the things you want them to do. Two advanced persuasion techniques you can use are Mental Pivots and Mental Removers. This month, we’ll explore Mental Pivots.
Mental Pivots work by connecting an agreed-upon statement with the persuasive direction you want the client to take. These are phrases and techniques top producers use to persuade their clients to execute their advice. An example of a Mental Pivot is to first make an undeniable statement and then pivot it to what you are trying to convince the client to do.
An example of a mental pivot is: “ObamaCare will incorporate 30 million people and raise taxes 3.9 percent.” “And” in the statement is a Mental Pivot that connects the undeniable truth with the statement directing mentally where you want the client to go.
Examples of Mental Pivot connectors are:
• WEAK—and, or, but
• MODERATE—as, while, during, since