People sell how they buy

People sell how they buy

People sell how they buy explains one of the problems frequently encountered in sales training. Salespeople do miss elements or have blind spots in the sales process based upon what they feel sales is and is not.

There are 3 components to the understanding this process:

  1. The sales training and knowledge the salesperson has will influence the sales process
  2. The personality and or beliefs the salesperson holds about sales in general can make or break the sales process
  3. How salespeople make purchases in their own daily life influences their ability to sell and overcome objections.

These three items combined do play into the action salespeople make when they are out in the field selling. The people sell how they buy idea is much more than just a few concepts placed together. Salespeople are largely rules by the three ideas about selling style and abilities listed previously.

Sales trainers for the most part treat sales training as a one size fits all event and then wonder why they are not able to get the same results for everyone.

 

The focus on people sell how they buy

Most sales training does not take into account asking salespeople what their buying style is or what they do.

The average sales trainer will bring students into a room and start presenting without having any idea the style needed to present to.

There are really three styles of buyers and they will be introduced as well as the main underlying factors of people sell how they buy.

Your buying style is your selling style

Sales training can only take salespeople so far. There are all sorts of great techniques and strategies to employ while out in the field it may be tough to choose from all of them.

One of the underlying causes of most salespeople’s failure is they revert back to their own buying style. A salesperson buying style tends to become their selling style.

In other words, people sell how they buy or you sell how you buy.

As an example if a salesperson struggles with being put under pressure they will have a tough time pressuring the buyer.

A salesperson who likes short presentation will tend to give a short presentation.

A salesperson will sell their product how they would buy or they say what they would like to hear if in the buyers’ shoes.

Your own buying process has more to do with your sales process than you could ever imagine.

Many times salespeople will enroll in great training only to discard the parts of the process because they are uncomfortable to their own buying style. There is a mismatch of sorts for their comfort zone and the strategies they could use.

For the most part what is uncomfortable for a salesperson typically isn’t performed or thought about. These processes may be role played with a sales manager or trainer but in the real world they are discarded and not used. Salespeople role play how they sell in the real world. Its not uncommon to hear a salesperson say “I don’t do that in the field” but they do.

You play how you practice and you practice how you play, this is true in sports and in sales as well.

Salespeople may have a belief of what sales is and they may be wrong. Sales may be a fable in their mind meaning they think they know what sales it but they do not. Doing the same process over and over again can hurt salespeople because they get bored and want to change the process.

It is easy to want to do a short presentation and hope the other person will make the purchase. The truth is every sales call takes time and effort in order to close the deal. Whatever you miss up front will have to be made up somewhere else.

Your greatest enemy in the sales process is your selling style if you are uncomfortable in any aspect of selling. This is also true if there are parts of the sales process you do not care for.

The sales process you will use does echo your own buying style and this can work for you or against you.

Not all buyers are the same and neither are salespeople. It is easy to be a Monday morning quarterback when it comes to breaking down a call but are you really comfortable with your sales process or do you leave aspects out?

Training elements of people sell how they buy

Watching sales training from the front of the room is not anywhere close to seeing the training from sitting with the crowd. Sales trainers get to see the subtle winces and flinches to the tough but necessary parts of the processes. All salespeople do this at some point in their sales lives and your manager or trainer does see it.

Chances are good if you think a part of the sales process would not work on you, then you may not use or even try it. Most salespeople hear what they need to do but when it comes to implementing the ideas they run away.

Some of the problems you will find in training is the lack of belief in results. If you as the salesperson does not buy the underlying message of the process none of the process will ever be used.

If there is a lack of belief in the sales trainer the process is doomed before the salesperson ever talks to someone who can buy.

Sales training may be easy to pay attention to but not always so easy to put to use. This is where you will see a group of salespeople get results and the rest will not. Implementation of the learned sales processes must happen as soon as they are learned.

The struggle some salespeople face is holding onto training and not using it until the perfect moment. This bank of horded information of sales information ends up never being used. Implementing ideas and concepts fast is the key even if it is against your own buying style. This lack of action is almost always done out of fear of the process not working out.

Sales training can be monotonous and tedious if the basics are being reviewed consistently and because of the feeling the basics boring they are largely ignored. There is nothing tedious about practicing the basics, this is sales.

You must determine your own selling style

In order to close more sales you must understand what you like to do in your own sales process as well as what you do not like from others. This is where you can find what your true enemy in the sales process is.

When you shop for goods and service in your own personal life pay attention to how you make decisions. It could be you write in a journal or you observe your style to see what goes into the sales process. If you have a significant other you may want to pay attention to their style as well because it may influence your presentation in front of buyers as well. Sometimes parents and close friends can influence your sales process as to what you may or may not do as well if there are comfort issues or lessons taught in life.

Most salespeople never think about the problems their own buying style creates for training they take or the sales process. Most failures in the sales process are blamed on the product, service, or the buyers.

Instead of just buying something blindly take the time to note how you have made your decision. This process of figuring out your own buying style does take time and effort but it will pay off when you need it the most.

There are quite a few items or questions you can take note of:

  • Do you take a long time to decide or are you a quick decision maker?
  • Are you a window shopper?
  • Do you like to be courted by the salesperson?
  • Do you like the salesperson to try and build rapport or do you like to cut to the chase?
  • Do you like the salesperson to address you in a specific way or does this matter to you?
  • Do you like discounts or do you like items that are unique?
  • Is there a certain amount of information you like to acquire or do you take the salespersons word for it?
  • What type of questions do you ask?
  • How many questions do you ask?
  • Do you like a full product demonstration?
  • Are you intrigued by all of the sales information you can get your hands on?
  • How patient are you with your salesperson or the representative being met with?
  • How do you talk to your salesperson, do you talk to them or at them?
  • Are there questions you do not want to answer?
  • Are there questions you feel manipulated when answering?
  • How long of a presentation are you comfortable with?
  • Is it all about the price or is it about the experience?
  • When do you become uncomfortable in the sales process with questions or closing processes?
  • Do you get nervous with silence?
  • What happens when the salesperson asks for the business?
  • Do you like direct questions or do you like the salesperson to beat around the bush?
  • Do you read reviews on product sites and ask the salesperson about flaws?
  • Do you ask for discounts and if so how many?
  • Do you play games with the salesperson or are you straight up with them?
  • Do you have buyers remorse once you buy or are you ok with your decision?
  • Does it satisfy you when the salesperson keeps in touch or do you find it annoying?

All of these questions do matter and can be asked for large purchases as well as small purchases. It may be time consuming to look at your own buying style.

What type of presentation do you like?

The amount of information you need to make your own buying decision has impact on the presentation you give to a potential client especially if you are struggling.

If you like to gather tons of information you may believe your buyer needs just as much as you do in order to make a decision. You may even over compensate for the sales not being made and make your presentation way longer then what it needs to be.

Pay attention to the previous list to help determine your own buying process and style.

On the other end of the spectrum you may not need much information to make a decision. If you like short presentations, you may get impatient with a slow buyer. If this style represents you there is a possibility you are cutting your process even shorter than normal to try and get to the next sale.

If you are a slow buyer you may feel rushed from someone who is a fast buyer.

Does a fast buyer seem like they are reckless to you and your sensibility?

All of these ideas can translate into how you sell and your own style and in the end will lead to objections, rejection or the sale.

When a salesperson struggles they will present to their own style especially if they are under great pressure to close the sale. This is the personality sale people try to make and go to the buddy sell. This means more than a sales process the call is a rapport process with no point.

Just because you only need a certain amount of information to make a decision does not mean your buyer has the same style as you. A hidden danger is when too much rapport has been built is to remove parts of the sales process and not just presentation. This reversion backwards in the sales process happens frequently. Sometimes the buyer has heard enough and they pull the trigger on the purchase.

When salespeople get the objections in the sales process they tend to blame the buyer for not making the decision to buy. The real fault lies in the abilities of the salesperson.

Once again your sales process is influenced from your own buying style or even what you believe sales is.

Referrals and other forms of buying proof

Some buyers love to get their hands on information from other people in the form of referrals or literature. Some salespeople hate giving this information out as it seems as if the buyer is dragging their feet. If you need tons of proof in your own buying process the chances are really good you are doing the same for your buyers. You could be giving them too much information and overloading their process.

On the other hand if you do not need all of the glossy pictures in order for you to make a decisions you may be leaving this part of the equation out for the buyer and their needs. This may seem pushy to the person you are working with and building resistance you do not need in your sales presentations.

If you do not deal with the concerns of the buyer in the presentation you will have to deal with them in the negotiation or discount phase depending upon how you sell. In other words if you cut out steps in your sales presentation you will have to cut out money at the end of the sales call.

The power of questions in the sales process

Questions are one of the best ways you find out what to deliver to the buyer in the form of needed information.

One of the questions you could use is:

The last time you had to make a similar purchase what did you need to move forward?

There are literally thousands of ways to ask this same question to the buyer. Salespeople who do not look for buying criteria may be hoping the information they would need to make the decision would be enough to buy.

Most salespeople do not ask enough questions as if they are scared of the answers. Great questions are the road to understanding what the buyer needs. If you get annoyed at salespeople asking you questions there is a good chance you will not even come close to asking enough of the buyer when you met with them. The key to questions is to pay attention to the answers and ask clarifying questions to determine what the real answer was.

Under pressure of closing the sale or in a struggle questions are typically ditched for stories with no point in the hopes rejection will not happen from running the sales call the right way. Salespeople can talk themselves right out of the sale.

The sales struggle and the sub routine

In a sales struggle you go to your buying style, this is one of the main reasons why you need know how you buy. This is not something taught in sales training because most sales trainers do not know this piece of information. This is part of the key to being able to sell more consistently.

You will want to look for all of the items that annoy or frustrate you in your own purchases because you will tend to remove them from the sales process with the buyer. You will want to present the entire amount of information needed for the person you are sitting with.

In your struggle with sales you will lose focus of the buyer and focus on yourself. You may even use the phrase “If I were you” more than you know.

When it comes to not making sales your ability to recoup depends upon your knowledge of yourself and your go to buying actions.

Negotiations and how you sell  

In your own buying world how do you like negotiations to happen? Are you one who asks for a discount on everything or do you not care.

Do they make you uncomfortable to ask about if so does it annoy you when you are asked for discounts.

Do you get annoyed with people who use coupons or look for every bargain they can get?

This information matters because you will either respond or react to your client and how they buy.

You may identify with the buyer at any point in the sales process if they buy like you especially in the end zone where negotiations matter.

If you look for big discounts you may give up too much money too quick in the deal. If you look for deals and bargains you may identify with a buyer who wants to stall on the sales process. If you are a unique buyer you may miss the signs from the buyer who wants a discount but is scared to ask for one.

Almost all sales end up in some sort of negotiation so why not be ready for it. If you do not like to negotiate when you buy then you may be creating problems for yourself when it comes to “talk turkey” with the buyer.

If you get stressed out in a long negotiation so will the buyer. The buyer will react to you or they will respond to how you work with then.

Your ability to negotiate at the end of the call may be the difference between making the sale and walking away with nothing from the buyer.

Managers and sales trainers

A sales manager or trainer can only train to their comfort zone or capability. Managers, trainers and salespeople all fall under the “People sell how the buy” banner.

A manager will manage salespeople to how they would sell the product themselves out in the real world. This can work for you if they have a similar sales style or against them if you have opposite beliefs in what selling is and is not.

You may not buy into what your manager or trainer teaches because of your own buying and selling style. This does not mean they do not have good information, what it may mean is the information they have does not work for your selling style.

This doesn’t give you any reason to give up on the sales process, it may mean you need to find someone who has a similar style to your own. You should always be looking for a way to improve and push your own boundaries and sometimes it takes time to find the right manager or trainer.

Ask for the business – close the deal

If you don’t like someone asking you for the business then you are in for a rough ride when it is your turn to ask the buyer for theirs.

Your own fear could be creating your own sabotage in the sales process. If you are uncomfortable with a salesperson putting any buying pressure on you there is going to be a problem when you are in front of a buyer.

The numbers are staggering where the salesperson never asked for the business out of fear of rejection or because it was out of their comfort zone.

If you buy into what the buyer says because it rings true to your own style you are leaving money on the table for someone who is willing to close the deal and collect the commissions.

Common objections like “I wanna think about it” or “I need more information” could be your own worst enemy if you have a tough time making a buying decision in the sales process.

In conclusion

Your buying style really is your selling style and it can hurt you or help you to know this information as it envelops your entire sales process.

 

 

 

The power of a hot seat panel

 

 

The power of a hot seat panel

Hot seats are an event within an event usually at seminars. The premise is there is a panel of experts who listen to a business owner or entrepreneur explain a problem or problems they wish to have solved. Once the panel hears what is going on they prescribe the “fixes” that could take place in order to increase business.

 [youtube]http://www.youtube.com/watch?v=4tK1VzZTj6c[/youtube]

The hot seats can include people on the panel from all sorts of different business sectors or industries. This helps the answers vary and may give insights maybe not expected from the business person or entrepreneur who is being advised by the panel. It could very well be the person on the hot seat is a rookie when it comes to business or even that “hard core” guy who has been around forever but just has one of those problems or issues that just keep popping up.

 

So what does this have to do with you and your business?

 

Everything…

 

Chet Holmes used to say “there are only so many fundamentals”. This quote applies any industry or any service.

 

When you get the chance to sit in on a “hot seat” whether for”

  • ·         Sales
  • ·         Marketing
  • ·         Production
  • ·         Business development

 

You will find that something applies to what you do or could have an impact on your own growth.

 

The experts on the panel have a different view as to what is going on and many times have been involved in different industries. They key here is that as issues happen in our own lives we tend to focus on what is around us and stop looking for the things or items a little further out that could help business.

 

The sad thing is that for many people in the audience do not think that what they are hearing applies to them. This couldn’t be further from the truth. The information given in the “hot seats” are pure gold most of the time because more than likely what is said applies to what you are doing somehow. The problem for many is that it takes just a little more thought than normal to figure out how to make it work for you.

 

So the panel has a question about marketing?

Maybe it really doesn’t apply to what you do but it may in the future.

 

Next the panel has a question about sales…

 

And sales can always apply to what you do. It could very well be that the salesperson is struggling. If the sales person is having issues you may want to take notes because more than likely someone in your own organization is having or will have the same struggle.

 

The cool thing about hot seats are that they give you a heads up of what to look for or they can help you see some of the challenges in your own organization.

 

Sometimes the information that you hear and gather may have to sit dormant in your brain for later use and implementation, this is why it is a good idea to make sure you take notes as to what is going on and the recommendations made by the panel.

 

Next level hot seats

One of the things you will see in just about any seminar or class is the dead silence that happens when the floor is opened for questions.

 

Many times business people do not want to look dumb in front of their peers so they will forgo the information that could be gathered to help propel business into the stratosphere.

 

Think about this for a moment:

 

Most of the experts who are on these hot seat panels charge a fairly hefty sum of Moolah to have a conversation with outside of the seminar setting and for some of them that is if you could get through to the “gatekeeper” on any given day.

 

It’s never a good idea to think that most of the business people know the fundamentals as to what they do for a job.

 

Let’s take this “hot seat” example and amp it up a few notches for you the next time you get a chance.

 

Some people are scared to death to talk to one of these “experts” because they may think badly towards the business practices being performed in the real life…

 

So what is a smart business person to do?

 

Go up and compliment the “expert” from the hot seat on what they said. Now this works because who in their right mind doesn’t like a well placed compliment. Now many times this opens up the doors for you to have a conversation about what you do. Almost every time this plays out the expert will have to ask about what you do for work and then they usually ask about what you learned on the hot seat.

 

This strategy works well if you are comfortable talking to strangers or even if you are scared to ask your question.

 

If you are not first you are last

Any time you plan to go to a seminar where you can “rub elbows” with some experts you should have some questions you want to have answered about your business or industry lined out. The more thought you put into what you want to know specifically the better chance you have of gathering excellent information for growth.

 

If you are ready for the questions you should be the first person to volunteer to get put on the “hot seat” and do so quickly. Usually the first person up gets the best amount of time and gets the best advice. Plenty of people in the room will squirm at the thought of having to be in front of the room but who would you rather have judge you: people you will never see again for the most part who could help you grow your business or team or your potential clients you spend hefty amounts of marketing money to get your hands on?

 

Most people will answer the experts but a few will sit struggling and “lead a life of quiet desperation”.

 

Your best option is to show up prepared with question you want to have answered even if there is no hot seat at the event.

 

Just think for a moment:

 

If you could ask just one question you have been dying to ask an expert in your industry or field what would it be?

 

Figure out at least 5 of these questions and write them on index cards before you go to your event. Keep them in your pocket and rank them from 1-5. Why 5 cards instead of 10? That is because there isn’t enough focus with that many questions. You also want to show the expert you are asking a question to that you have prepared enough to take his or her time. Normally when you show preparation the expert will be more willing to give you advice.

 

Now there will be times where the person you ask a question to doesn’t want to play ball and answer questions or talk to you, that is ok. Find someone else to ask the questions to but always be gracious and thank people for their time.

 

Relationships and advice

Now let’s just say you met the person on the hot seat you wanted and you got that special advice where you can take your business to the next level now what?

 

You do the smart thing and send them a hand written “Thank You!” card. No an email will not work so don’t think it’s worth it. Here is the really important part, expect nothing to ever happen once they get the card. You send it because it is the right thing to do. If you imagine the “expert” wanting to hang out after the event just because you sent a card it is ok to stop thinking that right now.

 

Always take the time to think out the questions you want to or need to ask and normally you get rewarded.

 

If you get a chance to be the “guy” or “girl” in the position for the hot seat jump on it as fast as possible and volunteer first.

 

Just remember even if you are not in a related field listen to the examples and figure out how to make the information work for you. Who knows you may very well grab that hidden elusive nugget of information you have been looking for.

 

Now go implement!

 

Scott Sylvan Bell

 

Connect on twitter @scottsbell

Influence vs persuasion what is the difference

Influence vs persuasion:

There is a common question when it comes to influence and persuasion and that is what is the difference between the two categories or are they the same thing?

 [youtube]http://youtu.be/48wnL56ytnE[/youtube]

When it comes to influence that would be the master category above all else. Another way to explain the difference between the two could be explained as persuasion would be a title in the series of encyclopedias while influence would be the domain over all of the encyclopedias. Each element would build up to the progression of influence.  

 

So how does all of this help you in your daily life?

 

When you have a meeting or a sales call it is good to know what persuasion tactic or strategy that you will use to help influence the person or the people that you are meeting.

 

In some instances when you are limited on time or even space in copy it becomes even more important to design out your message so that it is effective. This means you must take the time to design a proper message that will help you win the position or the business that you are looking for.

 

How to use persuasion ineffectively

A common mistake that people make when it comes to gaining attention from a person or a group is to use too many persuasive messages in the allotted time and the brain becomes suspicious about what is being said and starts saying “no” to the message. The thought of overloading the message is that the time used to influence the person or group will need as many elements as possible to get to yes. Another way to explain this is that more is not always necessarily better when it comes to getting to a “yes” victory.

 

If you have a common place or time in your meeting where people start to reject the message it may mean that you have overloaded the message or used too many strategies or tactics to try and get to a “yes”. It may also mean that your message that is being delivered is not well thought out and could be confusing.

 

A person of influence knows how to use the message, idea, strategy or tactic when needed and when not to use the same type of message.  

 

The influencer’s toolbox

If the total knowledge of your ability to persuade people were tools in a toolbox there would be plenty to list. Just like a mechanic does not use every tool in his toolbox to work on every process or item when people have their car fixed you will not want to use everything that you know in one sitting to get the people or person to your way of thinking.

 

The processes, strategies and tactics take a little time to learn so it is best to start slow.  If you are new to influencing others use one persuasion tactic or strategy and get good at it and then add another one in.

 

One of the best ways to learn how to use your new abilities is role playing them out with someone who understands your industry or buyer while they are being videotaped. Now this process may be painful in the beginning because you may not be used to seeing yourself on film. There is however an added bonus from watching yourself and criticizing your message while watching it and that is you will find your “holes” in your message. You may also find that you have issues with your body language and or that you are using too many filler words like “um, and or you know what I mean”.

 

Learning how to craft a persuasive message that will influence others to get them to see your way of thinking does take time to learn .

 

As always I would like to thank you in advance for your questions and or comments.

 

Now go implement!

 

Scott S. Bell

 

Connect on twitter:

@scottsbell

 

Technique for sales to be increased

Techniques for sales to be increased:

There may be something in your sales presentations whether live or by video that you have never thought of that is costing you sales or even conversions. When you take a look at how people operate in their daily lives they have certain fears, wants and or desires. When you use these to help them the seductive power of your process makes it easy for them to buy.

 

Your job as a persuader is to make it as easy as possible for your client to buy. That means that you will want to influence them ethically first and foremost. One of the most overlooked strategies is to make sure that they as a buyer do not have to do anything that will embarrass them or make them feel awkward.

 

Now this may seem silly but just reflect for a moment and it may not seem like a sales technique…

 

When was the last time that you were ok with looking silly in front of strangers or even people that you are close to? You may be one of those zany extroverts but for most people out there the fear of looking dumb or being embarrassed is too much to handle.

 

Chances are if you are like most people the idea of looking dumb is too much to handle.

 

In some instances people will announce “I have a dumb question” to soften up the probability of looking bad.

 

So how does awkwardness in your presentation keep you from persuading others to your way of thinking?

  • ·         The buyer doesn’t want to ask an important question because they will look dumb.
  • ·         The buyer may decide that they don’t want to tell you a fear or even open up about an issue because it will make them not look smart.
  • ·         You may have said something that caught them off-guard about how the product or service works and they don’t want to ask how it will help them or for clarification.
  • ·         You may have just pushed them too far out of a comfort zone that you do not know how to deal with to get them back engaged.

 

Now it is a good idea to get your potential client to open up and ask questions but not to make to force them into a question where they may feel like they look silly or dumb.

 

If the buyer looks like they have the deer in the headlights look going on you may need to work on your techniques for sales to be increased.

 

There are a few questions that you can use alternating to see where they are at:

  • ·         Are we on the same page?
  • ·         What type of questions do you have right now?
  • ·         What is your biggest concern at this point?
  • ·         If you had a question right now what would it be?

 

There may be a fine line where they have questions and they may be on the edge of looking silly it is when they get embarrassed over a question or an idea where you lose the sale.

 

So you don’t believe it’s possible to lose a sale overlooking silly or being embarrassed?

 

How many times has someone been about to walk away from an offer only for you to find out through some persuasive questioning techniques that the buyer was scared to ask for a discount or to change the terms of an agreement. That happens every day and sales and or clients are lost because of it. 

 

How many times have you been in a store and needed help and once asked by an associate of the store if you need help the answer is “no”.

 

Embarrassment dangers in reverse

 

Now on the opposite side of the coin is the potential persuader who has the client on the hook and decides to correct them on items or ideas that have no bearing on the product or service being offered? Embarrassment doesn’t always come from questions the problems may come from the corrective statements that are made during the course of the meeting.

 

So you know all about left handed shovels and your potential client starts a story and has a tough time about getting the facts right. It is so easy to want to correct the person especially when you know more about the situation than they do but it does have the possibility to kill your deal really fast.

 

In a situation where it may hurt the buyer pointing out the corrective issue in a way that doesn’t not make them look bad is a good idea so they understand what they get what they are buying or investing in. Your voice inflection may destroy your ability to make a sale because it comes across condescending.

 

By the way demanding an answer is not a sales technique. It just comes across as needy or rude.

 

If you have a set sales presentation or script that you use consistently you will find that you will get the same types of questions over and over again in the same or similar spots. If you are dealing with people who may be a bit more submissive it may be a good idea to have an altered presentation that allows them to not have to ask a tough question that they may feel dumb about.

 

For some this may seem like bad advice or over the top and that is ok. Salespeople have sales personalities and that is why you can use the same script or process as someone else and get completely different results.

 

So it’s not about you?

Buyers react and respond to your personality and persona just like you do with theirs. Making sure that you do not put your client or potential client in a bad position allows you to have conversations with them and be engaged instead of thinking how they can ask a question and not look silly. 

 

As always I would like to thank you in advance for your commitments and or questions.

 

Now go implement

 

 

Scott Sylvan Bell

 

Connect on twitter:

@scottsbell

Persuasive power of video and edge rank

 

Persuading others or using the influence process using video is not a new process even if you are on Facebook. If you watch anything on the television or internet that is in video format you are wacthing video marketing at work. Some examples of video marketing are: 

  • ·         A cartoon
  • ·         Infomercial
  • ·         Sitcom
  • ·         The nightly news
  • ·         A commercial on television or the internet
  • ·         A YouTube video

 [youtube]http://www.youtube.com/watch?v=AP4bddEuhgU[/youtube]

If you have any of this information on your Facebook page and you get interation you may be increasing your edgerank.

As you are watching influence through the use of video, you are watching video marketing in process. The brain processes video easily and it is an easy format to produce with technological advances. 20 years ago it took tons of money to get a video made now with a computer and freeware you can produce a compelling video for less than $100.

 

Social media strategists are the experts that help guide you through the process of determining what information is relevant vs the information that is just busy work, out of play or irrelevant. Deb Cole is a front line disseminator of information that will introduce you to a new social media term that will be a guideline to follow when it comes to reaching better ranking and or getting people to your website and or social pages.

 

The next generation of rating on the Facebook will be Edgerank or how much interaction that your page through interaction  on Twitter, Pinterest, YouTube channel or any other site where social interaction is made that can be connected to your Facebook page. So think about what your strategy will be if you have a business page or even personal page to get people to interact with you.

So why is video a compelling way to communicate with your reader or your viewer, tribe or an interested party. The reason is that it takes less effort to watch a video than it does to read it. A video can be watched or listened to and if it is compelling or funny it is easier to make it go viral than having to read information. If someone is on your page they may leave a comment or they may even share the video or picture capturing more interaction on your behalf.

 

Edgerank will be the term that gets used more in the coming months because it will be the indicator of how viable your information is on Facebook. Remember you will want people who land on your page or site to interact with you. That interaction can come from a few types of actions:

  • ·         Questions about the day, events or the content on your page / site
  • ·         Comments that could be considered inflammatory
  • ·         Contests
  • ·         A new idea that is revolutionary
  • ·         A review of a new product or idea
  • ·         A review of another video / website

 

Compelling information is what keeps people captivated and that captivation is what makes the information that is given social. Social media requires interaction and the more relevant and compelling the information is the more interaction that you will get. The more quality interaction that you get the better your Edge rank will be and with that ranking the higher that your site or page moves up in ranking.

 

The ultimate goal is to rank pages built on trust not just really good S.E.O. The ranking comes from the relevant interaction by likes, shares and general times people interact with you.

 

To the good questions so what does all of this have to do with persuading others? Everything because if you want the viable traffic to come to your site, to your page or to have Facebook belief in trusting you then the Edge rank will be ever so relevant. Remember your job is to get people to interact with you as much as possible just like you would with your friends. No interaction and Facebook says “you don’t have friends” or “the information is not relevant”.  Quality becomes far more important than quality does when it comes to persuasion and when it comes to the ranking.

 

As always I would like to thank you in advance for your comments and or questions.

 

Contacting Deb Cole is easy:

Http://www.coachdeb.tv

@coachdeb on twitter

 

Now go implement!

 

Scott Sylvan Bell

Connect on twitter:

@scottsbell

Persuasion kryptonite and the power of silence

Persuasive power of silence or the kryptonite for salespeople: If there were a kryptonite for those who need to persuaded daily on a one to one basis that would be silence. There is a saying that “silence is golden” and nowhere else is that truer than in the persuasion process. Most salespeople who have to deal with silence get weak results just from no words coming from a client or perspective client because they do not know how to deal with it.

 

[embedplusvideo height=”388″ width=”640″ standard=”http://www.youtube.com/v/z47BopTEgJk?fs=1” vars=”ytid=z47BopTEgJk&width=640&height=388&start=&stop=&rs=w&hd=0&autoplay=0&react=1&chapters=&notes=” id=”ep7980″ /]

 

The fear alone from the silence costs persuaders and companies plenty of money every day of the year.

 

Now you may think that silence on the part of a buyer or purchaser is a bad think but you may want to rethink that situation for a few moments. Buyers sometimes need silence to make their decision and your constant talking is stopping them from thinking, even worse it may show a lack of confidence in your product or service. The stall in thinking causes the buyer to now think about a few things and if you could step inside their mind you would probably hear:

 

“why is that guy or girl talking still I just need a second to work out the finances in my head”  and then “you know who talks too much, my cousin Jimmy and you know who will give me grief for getting this super charged widget Jimmy’s dad Steve now I don’t want to deal with Steve so how do I get out of buying this widget I will say I wanna think about it”.

 

Silence in the persuasive process one on one can be your best friend if you know how to set up the situation correctly. Maybe you learned covert hypnosis and or the ability to lead to the decision through the use of presuppositions and found how productive you could be from being silent.

 

Silence as a negotiation strategy

Do you really want to see how good a persuader is? You will know by how they deal with their own silence or the silence of the person or the people they need to get to make a change, write a check or to get an answer. You can literally use silence to negotiate on your behalf. The next time that you go to buy something after the number of the product or the service is rolled out just be quite for about 20 – 30 seconds and the seller or rookie persuader will find their kryptonite and will start dropping their price or start giving things away as a way to squash the silence.

 

Most sales people don’t realize how the silence can be their friend and how much pressure it puts on their buyer, people being persuaded or even a group. In general people don’t know how to deal with a quiet pause for as little as 15 seconds.

 

Persuasion home work:  

So you want to get people to your way of thinking? As a simple strategy the next time that you are asked a question just pause for a second or two and see what the reaction is by the person who is asking the question. You may see them get frustrated, annoyed, complaint or even surprised that you didn’t automatically react to the question or the request. Over time you will be able to wait longer between answering questions or even be able to become silent longer after asking a question.

 

A word of caution, you will want to use silence in low value conversations that do not matter not for items or conversations that matter. When someone asks you where you want to go to lunch would be a low value conversation. Now on the other hand if a significant other asks if you love them and you have told them yes before pausing to answer will cause some interesting issues.

 

Be patient with others in the persuasion process to learn more and how to become more effective, for most people instant knowledge does not ever happen.

 

Learning how to influence others to get results takes good reliable knowledge:

 

Now go implement!

 

Scott Sylvan Bell

 

 

 

Persuasion kryptonite and the power of silence: Video Credit persuasion expert Scott Sylvan Bell

Persuasion and the first rule of vocal rapport

Persuasion and the first rule of rapport: Every effective persuader looks for any advantage that they can get their hands on that will work. The broken or bad strategies and tactics of old are known by buyers and they even will tell them to you as they are being rolled out.

 

Rapport and mirroring are misunderstood elements of NLP that cause many problems from persuaders because they are done wrong. Mirroring men or women is effective when done the right way. Building rapport can be effective but when the other person has issues with you rapport can only go so far.

 

[youtube]http://www.youtube.com/watch?v=wNyoTNOaBLk[/youtube]

 

The first rule of rapport

The first rule of rapport is really two items and that is a mirroring action of the other person and then the use of voice. Similarities in not just a mirroring action but also the voice will help you gain rapport with the person that you are meeting with and in the end may help your persuasive abilities.

 

On the phone the first rule of rapport does help and that is to talk at about the same volume and or speed as the person that you are on the phone with since that is really the only way that you can mirror them. Just remember that your actions for nonverbal and vocal mirroring should be similar but not exactly the same.

 

You may be wondering if people will think you are a fraud but the reality is that most people are so caught up in their own world they will not even pay attention.

 

Rapport gone wrong

Now you may do everything that you can to mirror the man or the woman that you want to persuade but if you do something wrong such as talking too fast or too loud you may have that person walk away.

 

New salespeople have this issue when they get too excited about the product or service that they sell and this creates a mismatch. Over excitement about selling a product and uneasiness of the buyer will cause a “no” or an “I wanna think about it”.

 

The same problems with rapport may happen if the hopeful persuader talks too low or too slow compared to the person who that are hoping to influence.

 

Persuasion, rapport and similarities

Nonverbally you know when a man or woman is in rapport with you through pacing and leading. When you are leading the person will do similar actions that you do like folding your arms or shaking heads in a similar action, when you are pacing they are the one who sets the tone for you. You can do the same with you voice if you slowly start building the speed or slowing how fast you are talking or even with the volume.

 

You have the most amount of persuasive power as the leader instead of the pacer so it’s important to remember that you should keep “time” on your pacing and leading so that you spend more time in “charge”.

 

Remember that the persuasion doesn’t always happen instantly and in most instances it takes time and patience.

 

Learning how to influence others is a great skill to learn not just for business but also for personal life.

 

As always I would like to thank you in advance for your comments and or questions about persuasion and the first rule of rapport.

 

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains persuasion and the first rule of rapport: Video credit

Persuasive negotiation strategy

Persuasive negotiation and discounting: If you are in sales there are plenty of opportunities to learn from the people that you buy from and every transaction that you make. Many times the people you work with ask for a discount or a concession and then there are times that some buyers do not ask for either. So what is your negotiation strategy when the potential client asks for a discount off of your price?

 

That’s right have you thought up front about what your persuasive negotiation strategy is?

 

Now most of the time sales people or even those who persuade like an expert have the buyer ask for a discount or a concession on the price.

 

A standard discount for some is to use a set percentage but that may be a mistake. The reason using a standard discount may be a problem is because it seems too thought out and it also looks like it’s a standard. Because the discount seems standard can trigger some issues in the mind of a buyer and that creates issues for you.

 

If you telegraph what you do or what your “play” is the buyer knows what you are up to and then because of that they know how to play you or take your ability to negotiate out.

 

[youtube]http://www.youtube.com/watch?v=XMX7o1OFPq0[/youtube]

 

Now if you are in sales the chances are good you are paid on commissions and your job is to persuade effectively so that you make the most out of each transaction and bring the most back to your company.

 

Persuasive negotiating like and an expert

The problem and challenge of using a set flat percentage like 5% is that for one it may seem like it’s too large of a number to take off of a product and or service. If there is an exact 5% there is a chance for another flat 5% and that is where your problem is.  

 

When you use a number or percentage that is less you have a chance of not having the buyer think that there is another flat rate discount or negotiation round to go through. Now that most volleys or going back and forth for an item usually go through 3 rounds, sometimes more and then sometimes less.

 

So once again what is your strategy for working around the flat percentage rate along with not giving up too much money for your product, service and or company the company that you work for? Or in another way what type of discounts will you work out in advance so that you know what you are up against.

 

Now if 5% is too much of a discount and it doesn’t seem like your prices are tight just how much can you discount and still seem like it is enough for the buyer to move forward?

 

The answer is anything less than 5% but with a fraction added to the number.

 

So you may choose something like 4.37% because it sounds and is more exact.

 

Now you also have a few more things going for you when you must work out some details with the buyer. If you have an exact number like 4.37% to work with then if you need to go through a next round of negotiation to get the buyer to move forward you can choose a next percentage like 3.12%. If you have the need to go through a third go round of negotiation then the next number or multiplier that you would  be able to use like .89% .

 

Persuasive power of getting agreements

No matter what type of product or service that you sell or provide if you are going through negotiations its best to secure that you are going to get a decision for doing so. Now this may sound like it’s a basic item that should not need to be covered but it is. You must always secure a decision that you will get a “yes” or “no” so that the buyer doesn’t give you the “I wanna think about it” funny business or use an excuse of having to talk to someone.

 

In order to make sure that you get the commitment up front you have to explain the terms of you negotiating the price and or concessions. Having a person answer with “I will get back to you” should have been discussed before and should not be an acceptable answer.

 

Persuasive negotiating and dangers  

Now any time that you work out a persuasive negotiation strategy in advance there are a few dangers:

  • ·         The persuasive negotiation doesn’t feel real so it doesn’t work
  • ·         The persuasive negotiation is too complicated so it doesn’t work

 

When you work with others in a business setting if you seem too polished you will build automatic resistance against you and your message. The setting mist be comfortable in order to make this process work.

 

Now when the sales process or negotiations are too complicated it’s difficult to be flexible and  make the necessary considerations that you could do if things were a bit easier.

 

In order for your persuasive negotiations to be effective you will have to work the numbers out a few times. Beside having a routine number for discounts you may want to have items that you can throw in as part of what you do instead of discounting possibly upgrades but once again get your commitments up front while you still have some power.

 

Learning how to persuade others takes time and planning but you also need the right tool to learn the principals of influence.

 

As always I would like to thank you in advance for your comments and or questions about persuasive negotiating.

 

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains how to use persuasive negotiations: Video credit

Stories and questions of a persuasion expert

Persuasive powers of communication: There are plenty of times where you need some persuasive power while dealing with others. You will want to be able to effectively influence the people around you in the best format possible to get your message out and then also get the man or the woman to your way of thinking.

 

When it comes to communicating and delivering your message there are two powerful forms of communication:

  1. 1.      Persuasive questions
  2. 2.      Stories that lead to influential actions

[youtube]http://www.youtube.com/watch?v=P68gicU46gM[/youtube]

 

Persuasive questions

One of the greatest skills that you can learn to communicate better is that of persuasive questions. Now there are plenty of questions that you can ask and hey can range from open ended to closed ended or they may have a great length to them. No matter how a question is asked the person is listening has to think about what the question was but they don’t have to answer it.

 

Its not just enough the question has a powerful hook the person who is asking the persuasive question must know when to be quiet. Just as the question has a sense of power the silence may have even more power than the question because the person has to think about what was asked or how to respond. There is a age old mantra in the sales world and that is “the first person to talk loses” and part of the persuasive questioning abilities comes form knowing when to be quiet.

 

You will want to be quiet after every question and that how you know when to not talk.

 

A persuasive question looks for an answer to an area that will affect the decision, now this is different from a fact question.

 

A fact question would be:

 

How many widgets did you ship last month?

 

A persuasive question may fall along the lines of:

 

If you have any work done with this project and it’s not performed correctly are you completely ok with that?

 

….. even if the competing job comes in for less?

 

It makes the other person or people think and then they have to talk it out if you know how to get them talking. From there you may want to watch the other person’s body language or even ask more questions that would allow you to reverse on the potential client.

 

Just know that when you ask questions the right way you will find that your influence may do more work for you than what you would think.

 

Persuasive power of stories:

Stories are the way that people communicated when there was no writing and whether a man or woman knows how to read they can convey a story.

 

Now your challenge is to wrap facts into the story or strong points to make it effective. You can do this by writing down your facts first and the adding the elements of the story that would make the story draw out emotions or challenge the listener.  

 

You may want to use covert hypnosis in the story to be more persuasive and really take some time to engineer the story to be more effective.  

 

Persuasive story with emotions and vocal power

While telling a story it becomes more persuasive the more that it comes to life and that can come from the way that it is delivered including vocal inflection, the use of body language.

 

Persuasive stories can be repeated later on down the road but can get people to take action after the story has been told with ease by the teller because it is highly memorable.

 

The power of stories can bond people together or can get people to fall asleep. A good story will captivate people, draw them in and then get them to take an action or ask a question. Those 2 things are important:

  • ·         Ask a question – one that you have wanted them to ask
  • ·         Take an action – one that you have built into the story

 

Joseph Campbell has extensive knowledge on telling stories and breaking them down so that you can engineer a story to work better for you. You can get his books and dvd’s on amazon.

 

When a persuasive story is told the right way the action needed will be taken in the time frame that is designed by the teller.

 

Learning how to craft persuasive story takes time and patience and plenty of practice.

 

When you are persuading others it’s a good idea to practice your message prior if possible to find any loopholes that may trap you.

 

Practice persuasive questions

For you to practice persuasive questions you will want to ask people who have no ties to your product, industry or your way of thought to get a true reaction that you can gauge and this allows you to know what type of reaction that you will get.

 

Leaning how to influence others can be the key to more income, a new boyfriend or girlfriend or even that imported car that you always wanted.

 

As always I would like to thank you in advance for your comments or questions about persuasive questions and stories.

 

 

 

Now go implement!

 

 

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares Stories and questions of a persuasion expert  

Expert persuasion of voice

Expert persuasion with voice control: Persuaders have plenty of things to think about and deal with while working on projects to get to a “yes”.

 

Persuasion fails when these issues happen

  • ·         The call speeds up
  • ·         The call slows down
  •           Lack of confidence
  • ·         The vocal patterns of questions and statements are wrong

 

[youtube]http://www.youtube.com/watch?v=jmWPLPEdsvs[/youtube]

 

Persuasion failure because of speed

There are a few typical issues that happen while people are in “sales mode” and one of the first things is that the speed or pace of the appointment or call speeds up in the mind of the persuader and when that happens they tend to start pushing by putting pressure on the buyer, person or people involved with the project.

 

This impatience can cost sales because it is not persuasive it almost gives the feel of desperation to the buyer or investor. Everything seemed fine and then the pace of the appointment changed, the body language changes and then the voice changes.

 

Persuasion failure because of pace

The opposite of the sales call speeding up is when the salesperson or the persuader loses steam and the call starts to stall the tempo is lost and then once again there is the feel of desperation and either there is discounting involved or plenty of stalls along with negotiation. The worst of all the dreaded “I wanna think about it” may occur.  

 

This can be because the salesperson or the persuader didn’t do their homework about the client, service or product that is being sold. These issues lead to frustration and once again the buyer or client can feel the pressure and then they back away.

 

Persuasive power of voice

Now one of the items that you can work on to persuade more effectively is your voice. When there is stress in the persuasion process your voice can fail you by giving away your lack of confidence or exposing that you are confident.

 

When men or women have confidence you can feel it in their voice and also in their body language and or nonverbal communicaton. Their shoulders are up they move with smooth flow and they are relaxed.

 

Your voice is entirely different when you are relaxed vs when you are stressed or frustrated and that isnt always a good thing.

 

When you lack confidence in your abilities your voice will “leak” your position and when that happens you lose your ability to persuade effectively.

You can hear this lack of confidence on:

  • ·         The phone
  • ·         Recordings
  • ·         Live in person

 

Persuasive voice and how to get one

One of the ways to verify your persuasive voice is to record you talking something that you are passionate about or something that you are really familiar with. You will want to put that recording to the side. By the way this persuasion exercise works the best with video because you can also watch the body language of your won confidence.

 

Now on the other hand you can listen to where you lose your persuasive voice by recording you talking about something that you don’t know about and once again this persuasion exercise works the best when you use video vs just talking on audio recording.

 

The best way to make this work is to talk about the investment about or the price or larger numbers than what you are used to and say them over and over again. Now this exercise may sound funny at first but once you hear what you sound like on audio or see your body language on video you will want to practice these items to increase your persuasive selling skills fairly quickly.

 

You will want to keep these recordings whether audio or video to see how your growth as a persuader has come along. Just know that you will be amazed at what you sound like  and look like on video but get over it, its what you sound like and look like. The good news is that you always have room for improvement.

 

Learning the skills needed to influence others can take your abilities to the next level:

 

As always I would like to thank you in advance for your comments and or questions about the

Expert persuasion of voice control:

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

Expert persuasion of voice control Persuasion expert Scott Sylvan Bell: Video credit