This morning I had a conversation with an executive and he told me that “his team was pretty good at closing deals, but his company was having a hard time retaining the clients”.

After asking him several questions to get more clarity, I mentioned one persuasion theory that explained part of his problem. It is called the ELM (elaboration likelihood model). After he listened to me he said “that is, that is part of the problem for sure”.

If you are in sales and you experience buyer’s remorse, poor client retention or lack of engagement, then this persuasion theory may give you a hint of the cause of the problem (and how to fix it).

Speak soon,

Roberto

PS: If you are interested in using virtual presentations to both educate and attract more clients, then join us at our upcoming Influencing From The Front For The Virtual Presenter event November 6th – 8th http://influencingfromthefront.com/

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