Source: Inc. Magazine

Convincing people to say “yes” is something you do every day, especially if you’re running a dealership or working sales. Some people seem to be naturals at the skill of persuasion. If you’re not one of those people or if a recent succession of rejections has you feeling down, try tapping into psychology to get the answers you want.

According to an article in Inc. magazine, based on Robert Cialdini’s book, “Influence: The Psychology of Persuasion,” there are three factors that encourage people to say yes.

1. Reciprocity

Giving advice, help, or content is a good way to influence someone's cooperation or purchase.

2. Commitment and consistency

One study proved that seeking a small and simple commitment from someone eventually results in their buy-in or commitment to a much bigger statement or action later.

3. Social proof

Our decisions are influenced by what others think. It's why testimonials are effective in influencing purchasing and why employees will look to their peers to help them decide whether something they are doing is the right thing to do.

Read more about how to be more successful at persuasion.