The Law Of Reciprocity: How Top Sellers Use Psychology To Win More - Deepstash

Keep reading for FREE

What is The Law of Reciprocity?

What is The Law of Reciprocity?

According to Robert Cialdini, people are obliged to give back to others in the form of a behavior, gift, or service that they have received first.

When used tactfully, appropriately, and in a non-cheesy manner, reciprocity makes it difficult to say no.

Also, the key to using the Principle of Reciprocity is to be the first to give and ensure that what you give is personalized and unexpected.

10

100 reads

Reciprocity Isn’t Guilt, Here’s How They’re Different

Reciprocity Isn’t Guilt, Here’s How They’re Different

Guilt is sending a follow-up email to a buyer and leading with, “I never heard back.” 

But here’s the thing: While this wording does tend to increase reply rates, it actually decreases meetings booked by 14%.

“Never heard back” makes your buyer feel guilty.

It’s the opposite of The Law of Reciprocity.

10

106 reads

Personalization matters!

Personalization matters!

When sending follow-up prospecting emails, it’s possible to send a valuable note while still being tight, compact, and straightforward. Even emails that are 150+ words (considered “long”) can be effective if it’s concise, well-crafted, packed with value (info that connects the prospect or their company to your offer, AND if the message is personalized, direct, and intentional in every sentence. 

10

87 reads

Send A Custom Video

Send your buyer a personalized, customized, one-off, just-for-them video. 

It takes extra time, effort, and additional research, but it's totally worth it.

even just having your prospect see you is powerful, not just because they see you in person, but … wait for it … because of the Law of Reciprocity

10

87 reads

Take The Burden

Burden: a duty, a responsibility, the bearing of a load, something oppressive or worrisome.

One of the worst things you can do as a sales rep is to ask your buyer to DO SOMETHING … to burden them.

Build your champion’s buying guide for them. Take the burden! Nobody pitches your product better than you, one of the company’s top sales reps, right? Unfortunately, if you let your champion give it a go, they will likely fall back on feature selling (dumping).

10

82 reads

Trigger An Unfair Exchange

Trigger An Unfair Exchange

The top-notch sellers delight buyers with the unexpected. 

Generally speaking, it’s unlikely you’ll be able to meet your buyer in person. BUT, you can still do something meaningful and unexpected.

COFFEE GIFT CARD!

10

85 reads

CURATED BY

rogeconra

Production assistant at a radio station

Ready for the next level?

Read Like a Pro

stash-superman-illustration

Explore the World’s

Best Ideas

200,000+ ideas on pretty much any topic. Created by the smartest people around & well-organized so you can explore at will.

An Idea for Everything

Explore the biggest library of insights. And we've infused it with powerful filtering tools so you can easily find what you need.

Knowledge Library

Powerful Saving & Organizational Tools

Save ideas for later reading, for personalized stashes, or for remembering it later.

# Personal Growth

Take Your Ideas

Anywhere

Organize your ideas & listen on the go. And with Pro, there are no limits.

Listen on the go

Just press play and we take care of the words.

Never worry about spotty connections

No Internet access? No problem. Within the mobile app, all your ideas are available, even when offline.

Get Organized with Stashes

Ideas for your next work project? Quotes that inspire you? Put them in the right place so you never lose them.

Join

2 Million Stashers

4.8

Stars

5,740 Reviews

App Store

4.7

Stars

72,690 Reviews

Google Play

Shankul Varada

Best app ever! You heard it right. This app has helped me get back on my quest to get things done while equipping myself with knowledge everyday.

Ashley Anthony

This app is LOADED with RELEVANT, HELPFUL, AND EDUCATIONAL material. It is creatively intellectual, yet minimal enough to not overstimulate and create a learning block. I am exceptionally impressed with this app!

samz905

Don’t look further if you love learning new things. A refreshing concept that provides quick ideas for busy thought leaders.

Sean Green

Great interesting short snippets of informative articles. Highly recommended to anyone who loves information and lacks patience.

Ghazala Begum

Even five minutes a day will improve your thinking. I've come across new ideas and learnt to improve existing ways to become more motivated, confident and happier.

Jamyson Haug

Great for quick bits of information and interesting ideas around whatever topics you are interested in. Visually, it looks great as well.

Giovanna Scalzone

Brilliant. It feels fresh and encouraging. So many interesting pieces of information that are just enough to absorb and apply. So happy I found this.

Laetitia Berton

I have only been using it for a few days now, but I have found answers to questions I had never consciously formulated, or to problems I face everyday at work or at home. I wish I had found this earlier, highly recommended!

Read & Learn

20x Faster

without
deepstash

with
deepstash

with

deepstash

Access to 200,000+ ideas

Access to the mobile app

Unlimited idea saving & library

Unlimited history

Unlimited listening to ideas

Downloading & offline access

Personalized recommendations

FAQ

Claim Your Limited Offer

Get Deepstash Pro