George Costanza teaches Jerry to defeat a lie detector by

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Bonus prospecting tip – How to Use Reciprocity to Increase Response Rates



3. Deliver your message with conviction!
Conviction is a powerful force in the science of persuasion. Toastmasters international speaker, Mohammed Qahtani, masterfully employed this tactic in his World Championship winning talk, The Power of Words. In it he asserts how “words when said and articulated in the right way can change someone’s mind, they can alter someone’s belief” (and uses a clever little example to prove it). Still, while the power of conviction may be well understood and very powerful in a sales context, summoning it isn’t automatic.




In the hit sitcom, Seinfeld, invoking the convictive india telegram data mantra, “It’s not a lie if you believe it.” For most of us though, operating with fake conviction is as detrimentally transparent as a squeaky-voiced minor with a fake I.D. trying to buy beer at a liquor store. Conviction needs to reside within you and stem from real-world mastery and personal experience. The good news is that while belief and experience are the quickest roads to conviction, much like excitement, credibility, and lightsaber skills, conviction can be transferred.




Customer stories and data like usage metrics or industry statistics can all fuel your team’s conviction on a particular topic. Leading with what you believe is also a surefire way to instantly manifest massive amounts of conviction, as is picking an enemy for your product or service. In fact, taking a polarizing position against a generally accepted practice or status-quo state that your solution addresses can generate almost instantaneous conviction in your customer interactions. Regardless of the strategy, the key to delivering your message with compelling gusto is practice and familiarity. Nail that and your audience will be powerless to resist it!As sales leaders, coaching sales reps can sometimes feel like eating a triple-decker cheeseburger.