How to use labeling in your next sale.

0:00One of the strongest psychological things you can do in selling is a technique called labeling. When you're talking to a prospect and they tell you about their family, say, "Oh, you must be somebody who really values their family." This is now a label that we've made them commit to. They're going to agree to that. Now, later on in the sale, if we want them to buy, what we're going to do is we're going to associate the purchase, them actually buying and giving us money with the label that we said. We said, "Well, yeah, because you said you're a family guy." So, I mean, like totally, like this is going to help you support your family in XYZ way. And it's very difficult for people to go back on a label that they deem as positive. So what you want to do is find a truth that they have said, associate it with a label that they deem as positive, and then make your ask in association with the positive label that you gave them. You can be far more persuasive and be complimented to your prospect.