Reason. This figures heavily in mind change. Reason involves logic and the use of analogies. It might be about weighing pros and cons. So, make sure you give your prospect a reason-based argument to support your key points

Research. Research complements the use of reason. Relevant data can prompt a change of mind. You can use either formal research or your own findings (in sales, independent research tends to be more persuasive), but either way make sure you include appropriate data to support your arguments

Resonance. An idea resonates to the extent that it feels right and fits the current situation, convincing the person that further considerations are unnecessary. Often, this occurs on an unconscious level. Resonance often comes about because the decision maker feels the salesperson is reliable or because he trusts and respects the person

Re-description. Although this sounds like some form of psychological manipulation, it means minds can be changed if a point can be made in different forms, with each form reinforcing the other. In other words your sales pitch should include a core message which should be said in several different ways. These may well include a video or testimonial. If you appeal to both left and right brains, you’ll meet this requirement

Rewards. Sometimes a mind change is more likely to occur when prospects understand what’s in it for them (i.e. their reward for changing). It all comes down to knowing the prospect and knowing what’s most important to him or her

Real-World Events. It’s important to understand that sometimes events occur which can affect those who are contemplating a change of mind. Legislation might pass; a shift in the market or the economy may take place or even a breakthrough in the person’s own activities may have happened. Keep in mind these events and if they’re applicable use them to help change a prospect’s mind in your favour.