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

How to sell more avoid these sales mistakes

 

How to sell more: There are plenty of great things about persuasion and sales training but there are also some evils that can hurt your sales process or even your ability to influence others.

 

Most people go to these courses to help their abilities and techniques and that is part of the problem but it doesn’t have anything to do with the trainers or instructors.

 

First off learning how to sell more requires a bit of patience and some trial and error. Notice that it says some trial and error.

 

Learning how to sell more means you can beat objections like I wanna think about it.

 [youtube]http://www.youtube.com/watch?v=9NE_lYsWNSc[/youtube]

Common sales mistakes from training

The first mistake that salespeople make when they learn how to sell more or get ideas from persuasion is to implement too much at one time. This biting off more than what can be chewed causes a few issues.

  • ·         Decreases confidence in abilities
  • ·         Changes up a familiar process
  • ·         Creates confusion in the buying process for both parties

 

How to make sales and persuasion training work for you

To get the most out of whatever sales training or influence courses that you take there are a few things to remember as you implement what you have learned.

  1. 1.      Keep a journal of ideas
  2. 2.      Implement slowly while on top
  3. 3.      Know when to use what you have learned

 

How to sell more with a journal

Taking notes while training is not just a good idea it’s a great idea. The best way to do so is with a real journal and not just a note pad. Now there are many thoughts out there as to how to take notes but whatever way you take the notes make sure that you can read what you write. Keep a list of ideas that can be implemented but remember to not implement all at the same time. If something doesn’t work for you after a few attempts keep the notes but stop using the new strategy, tactic or script.

 

How to sell more by implementing what you have learned

Take some time to go back through your notes and put a priority on the items from what you have learned. If at all possible figure out where you will put what you learned into use. They key here is to look at what you have learned and figure out how you can make the information work for you.

 

How to sell by knowing what to use

When you attend sales courses, read books, listen to cd’s, watch dvd’s or do anything else when it comes to sales training there is plenty to learn. Now just like a mechanic has a great deal of tools people who persuade others for their livelihood develop libraries of information and possible items that can be used to influenced others to your way of thinking. Its your job to learn when to use what you have learned and that happens with time and patience. There is only so much you can do with scripting and role play. Being live out in the field makes all of the difference.

 

Just remember know that it takes time to learn what to add to a sales presentation and doing too much can cause a catastrophe.

 

Learning the science of influence can take your sales ability to the next level, here is the best place to learn.

 

As always I would like to thank you in advance for your comments and or questions about how to sell more by avoiding these common sales mistakes.

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares how to sell more by avoiding these common sales mistakes :video credit  

How to sell: Learn to walk away from potential clients

How to sell: Sometimes in the persuasive sales process there is a point of no return. The statement that the “customer is always right” is not very accurate. There are some people for the lack of better terms have no right being one of your clients because they will be a pain in your backside for the rest of their life.

 

Now this does go against everything that society has to say about customer service. A few years ago a major phone carrier decided that they were going to “fire” some of their clients and there was controversy because it was questioned if it were right or wrong.

 

It was the right thing to do, these people caused all sorts of problems that an average client would not think of.

 

So what does this have to do with sales and the persuasive selling process or even how to sell, you are about to find out.

 

As a salesperson it is your job to determine if the potential client is right for you and your company or organization. Even though the person has money and you can make a commission there are just some of those people that because of the way that they act do not have the ability to cover how much of a pain that they will be in the future. There is a definite cost of not just money but also emotions when it comes to difficult people.  

 

There is a certain and specific monetary value to the time that you have or do not have. The more that you make in income the more that you will realize that your time is limited and very valuable.  Dealing with people who are unreasonable or difficult will cost you money even if you make money from them.

 

The difficult or obnoxious type of client is actually perfect for your competition. It may be that the person or organization is:

  • ·         Cheap and doesn’t want to pay for your services or product
  • ·         Will always provide demanding problems and take you away from paying clients and want more of your time that really is not necessary
  • ·         Just does not fit into what you do for people or organizations
  • ·         Cant afford what you have to offer and then become a pain because they learn that they cant afford you, then want their money back
  • ·         Want free consulting from an expert

 

What you do or sell does not always fit for the people around you that may be a client. Some people may get upset with being selective about potential clients but it is something that has to be figured out.  Some people or groups just may not be able to afford what you have to offer or they have no way of paying for it. It is not a bad thing to let them know that you can do nothing for them.

 

Increase your sales by giving your compeitiion the bad clients
Persuasive selling skills may help you walk away from dangerous clients

 

Some people are just a pain in the rear no matter what you can do or how far you bend for them.

 

You may even have to be blunt and let people know that they are not the right fit for you. This person or group may get upset with you and it has nothing to do with your sales skills abilities or talents. Part of human nature is that people want to be able to reject you first. Your sales rejection may be a “no” or even an “I wanna think about it” but the person doesn’t want you to tell them “no”.

 

Being able to walk away from a sale is one of the hardest and most difficult things to do the first time. There is all sorts of anticipation in your head about if you are doing the right thing or not. Your heart beats, you may get flush, your mouth may get dry and you may even stumble on your words but in the end it is a skill that you must master along with persuasive selling skills and abilities.

 

There is a danger to you knowing that you can walk away from a sales call and that is you may start to judge your calls and instead of sticking it out and fighting through a call you decide to walk away. Hey not all sales are easy and if you feel that it is easier to walk away and say the person or group was a pain you may have just missed out on the opportunity to increase your persuasive sales talents. Some of the best “aha” moments in any business but especially sales come from just going one more round of questions or asking for the business one more time even if a new objection is thrown out at you.

 

How to increase your sales, give your competition the bad clients
How to sell more by being selective about clients

 

From here the best thing you can do is make a list of all of the real reasons why or if you should walk away from a potential client and their business. This list should be detailed and reviewed every so often. On the other hand you should also have a list of why you should do business with potential clients.

 

Persuasive sales skills and techniques are not always about making the sale, sometimes they come from knowing when you can walk away and make the next sale. This is not a form of sales failure it’s a chess move against your industry and competitors.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit: Men In Firefighting Suit by Surachai, Hand Pushing Stop Button by tungphoto

Persuasive selling skills a how to guide

Persuasive selling skills may not always come from where you wuld expect. Part of being persuasive is learning how to not only structure your argument and or belief but also to know where the person that you are working with is going to go.
When you are using persuasive selling skills or techniques you will want to be able to take objections away before they happen and when they do you will also want to be able to downplay them. You do notice that it says to downplay them and not argue them. The reason for this is that if your discussion feels like and argument there is a little mechanism in the brain that causes people to reject ideas and your sales call becomes an uphill battle. For the sake of argument we will name the switch in the brain the rejection mechanism. Turning this switch on may not be such a great idea if you want to make sales unless you know how to turn it off, that does take some persuasive selling skills.
Persuasive selling techniques often increase your sales
persuasive selling abilties are needed to influece buyers
So if you want to learn some persuasive selling skills you will do something unconventional for most sales people your job is to be the opposite of what you are. Keep reading this will be explained a little more and will start to make sense.
Lets say that you are a conservative when it comes to politics, your job would to be to watch, listen or read information from a source that may be more liberal. If you are a carnivore, your job would be to read information on vegan lifestyles or even check out information on PETA. You can do this with any aspect of your life. Just take a look at what you normally do and search for information that is not the same as what you think.
Your job is to note how the people you disagree with your beleif and then how they structure their argument: Is their argument emotional or factual and how would it appeal to their followers with the same beleifs. Does the argument follow a pattern of emotion and then logic or does it just flow one way.
Many times beliefs will follow not only an emotional appeal but also a factual. This mix often works well and may not exactly be right compared to your beliefs. Now remember you are not trying to change what you believe you are there to learn about how other people think not believe what they have to say unless you find it appealing.
By learning where other people stand and their beliefs you will find that you no longer have to argue but you can find some sort of common ground and then ask great questions. In order for persuasion to work you just have to get the other person to your side of thinking for a short time.
One example of this would be if you didn’t believe in the hype of global warming. Now this isn’t to say that you believe in trashing the environment but that you do not believe that global warming is man-made and destroying the earth. If you did want to go to a site dedicated to being eco friendly a good site to visit would be ecofriendlylink.com , Clare runs the site and has some great information on how to live and eco-friendly. The site does mention many things that could help improve your life and the enviroment but doesnt push the reader too far one way. To gather information if this wasnt one of your beleifs her site would be a fantastic place to start.
If you notice there is a little preview of how you could frame the argument against global warming or even becoming more eco friendly eve if it wasnt one of your beleifs making it a little softer than the argument build “You are destroying the planet”. This softer side does help you bypass the rejection mechanism.
Now besides reading articles, books or watching television shows you could even talk to others who have different beliefs than you. You will be able to get a feel for what they have to say or where there belief will take them over time. This could even be a person from a different religion.
Now many times sales trainers will tell you to not talk about politics or religion with your clients and or potential clients, this isn’t what is being shared with you. You probably do not want to talk about other people’s political or religious beliefs while selling.
Persuasive selling skills require you to step out of your boundaries of comfort not just for your thoughts but also for the questions that you are willing to ask. There is no better way to accomplish this skill than to understand why and how someone belives what they do. This will also help you with your patience because you will have the ability to be curious instaed of arguing points of how you are right.
In order for you to persuade correctly it doesn’t always have to be a full blown argument. Many times sales trainers will give a generic answer of how they would overcome and objection. For example your potential client says:
“I wanna think about it”
And you say
“What will you know today that you don’t know tomorrow?”
They say
“nothing” or something similar.
Now if a sales trainer told you how to fix that issue without explaining “What will you know today that you don’t know tomorrow?” and how to stretch it out you would say it all wrong, here would be a better way .
They say
“I wanna think about it”
You say,
“If that were a polite way of telling me ”no” you would tell me right?” (slowly and politely)
Then they would most of the time say
“yes”
Pause for a second, and you would ask
“Can you help me understand what will happen in the process of you thinking about it, is it the x, y or z”
So now you have opened the person up instead of shutting them down and pinpointed where their issue is, and those pinpoints are going to normally be one of the thre options you give. If the objection isnt one of the options you gave, the potential client will normally tell you.
Now had you not taken the time to learn some persuasive selling skills or techniques you probably would have turned this appointment into an argument and walked away angry and not understanding why you didn’t make the sale?
To go one step further with persuasive selling skills, if you had listened to what the potential client was saying you may have caught on when they were using words like “I will probably do this” or “This may make sense” and realized that they were not on board with you or moving forward. The words “probably and may are not words people use when they are making a buying decision, those are words that they use to get out of saying yes.
If you can pick up on objections or beliefs before they happen you can talor your presentation to what you feel that the objections will be.
Persuasive selling abilities can be fun to learn
Persuasive selling techniques can include looking at others beleifs
A great salesperson is interested instead of interesting and this comes from asking the right questions and listening. Building your persuasive selling skills and techniques will help you increase your sales and make it so that you are not spending all day overcoming objections.
Sales techniques may be skills that you learn over time. Here is a sales recipe or formula so that you can implement what you have learned:
  • For every sales tip you learn it may be a great idea to write down in a journal
  • Take that new idea and then write down how you would use the new sales skill or sales tactic
  • Your next step would to be to role play your new  skill to become persuasive
  • The last step would to be implementation after you have practiced.
Learning persuasive selling skills and techniques does take time. The great benefit for you is that you will learn how to increase your sales and learn how to be more persuasive not just in your sales but in life in general.
As always I would like to thank you in advance for your comments and or questions.
Scott Sylvan Bell
Now go implement!
Photo credit: Checking Watch by Nutdanai Apikhomboonwaroot, Idea Bulb by Pixomar

Persuasive sales skill: Knowing what sales rules to follow

Persuasive selling skills start with rules. Yes as a salesperson you should have some rules when it comes to dealing with potential clients. Some salespeople are walked all over by people who want to buy products either because they do not care or they do not know.

There are a few sales rules to have for persuasive selling skills:

  • · Get a budget
  • · Get some sort of buy in by asking if the person or group is interested in the product and or service
  • · Get commitments from the buyer

Without the above three there is way too much wiggle room in the sales process and for sure you will hear “I wanna think about it” or “Thanks for your time we will get back to you”. Then the sales person will use old and outdated sales techniques to try overcome the sales objections to close the sale. This is the beginning of sales failure.

Asking questions are part of the persuasive sales process
persuasive sales skills require the right questions

Now for every sales process there are different ways to get to rules fulfilled and that will also depend upon the salesperson. The problem with salespeople is when they have too many rules to follow when dealing with a potential client. More specifically sales people who are in a sales slump who won’t make sales because their rules will not allow it.

It is amazing how many sales people will not make their sales because it’s below them or the artificial rules they have built up. These rules over time are difficult for them to change and become a really bad habit until there is a change or the salesperson is asked to leave.

Many sales gurus will tell salespeople to follow strict rules about how to treat people but there is a huge difference; hopefully the guru has money in the bank, the salesperson in the slump usually doesn’t have the money needed to be able to walk away from a sale. So they are told to get tough and not take any BS no not that type BS as in belief system. This isn’t to say get walked on by the potential client but it also doesn’t mean that it is ok to become a sales jerk. Firm and in control but not a jerk.

Many times the sales rules are needed and are a huge part of the sales process but they can also get in the way of rapport. Rapport becomes important while building trust but sales people who are in a slump usually take the extreme a few steps too far. Sometimes when people get too roughed up by the rules too soon they get turned off by the sales person. For someone who does not know how to deal with this situation they will lose the sale.

  • · Sales people in a slump usually take ideas or extremes too far either direction and they end up losing sales and then do not understand why.

There is a fine line between the emotional roller coaster needed to persuade people and the direct polarization where the sale will not ever be made. Some of the influence comes from the persona and confidence of the sales person but there becomes a fine line between the confidence needed to match the salespersons persona and perceived arrogance on the part of the buyer.

There is another trap when it comes to rapport and confidence. It is entirely possible to build too much rapport. When a sales person crosses the line of persuasive sales skills and too much confidence the sale is in danger of being lost. Too much rapport makes you too much of a friend and that makes it easier to be told no. There does have to be a little bit of an edge between the potential client and the salesperson.

So you may not think that it is possible to build too much rapport? More than likely this has happened to you where you thought you had the sale and at the last second the potential client stalled on you or told you “no”. Its ok this is a common sales mistake when in sales slump or when your sales are on fire. The rule should be that your buyer should be talking about 70-80% of the time and you are listening. In a sales slump sales people typically invert that rule and talk too much and then build too much rapport.

Having sales rules in the persuasive selling process meane more sales
Sales rules can help you make more sales

Knowing the rules for your sales process is important, having a real understanding of your skills and abilities is just as important.

Persuasive sales abilities require you to defeat sales slumps and sales rejection

Persuasive selling skills sometimes require the knowledge to get out of a sales slump to keep you out of sales failure. Many times when a salesperson is in a sales slump they are desperate for sales and to keep their goals if they have them. There are a few issues with just this alone.
  • · There is a ton of pressure on the salesperson to perform
  • · The pressure causes the salesperson to speed up their sales process, they leave out steps in the sales process and end up hearing “no” or “I wanna think about it”
  • · They are focused on the big number for the week, month or quarter.
If you are in a sales slump and your focus is for the end of the month or quarter the chances of you making your numbers are slim to none. This isn’t to say that you are not an amazing sales person or that you do not have superior persuasive sales skills but it is saying that if you are so worried about getting your sales numbers the focus is way too broad.
Persuaive sales skills include goal setting
Setting effective goals is a persuaive sales ability
The best thing that you can do to influence your sales skills is to focus on one call or one project. This may not even be the whole project it could be a single aspect of it. Your focus is to sell the person or group that you are in front of. This takes enormous pressure off you to perform for more than what you need to. This is the best way to perform sales to begin with but some will tell you to watch for the entire month or quarter.
If you keep a short list of things to do during the day or for a project this will keep you on task. Finishing the first item will take focus before moving on to the next. In some instances sales people do not always get the ability to just get one thing done. If that is the case do everything you can to keep focus on each project during its timeframe that you can.
In order for you to have persuasive sales skills you must have the internal ability to persuade people. If your mind is off target for the project or the client the focus is elsewhere and they can feel your lack of enthusiasm or can even tell that you are desperate.
The best analogy would be that if you were to have to climb a mountain and there were dangers on your path would you focus on the peak or the next 5 – 10 feet in front of you? Yes your end goal is the top of the mountain but to keep looking at the peak causes anxiety or frustration. That anxiety or frustration can lead other places that are not good. This is normally where salespeople start siding with the one person in the office or group who lack the abilities to stay positive. The other problem for sales people is to pay attention to what others are doing in the office, region or nation. You must compete with yourself first and then with others. Focusing on what others are doing draws your attention away from what you must do and further builds the anxiety or frustration.
For you to have sales success short and immediate focus during the work hours is how to achieve that. This means that for whatever time you are with your clients they are what you focus on. If you have time to work on a project or proposals make is so that you have no interruptions. There is only so long that a person can intently work on something without burning out or making mistakes, so about an hour fits the best. If you have the ability to go longer then do so.
For your persuasive sales abilities to work your focus has to be in place. Searching for new sales tips to try and implement will not.
  • · It is important to remember to not change what was working for you previously and trying a new sales technique may not be the best idea unless you are good at improvising and not many sales people are.
It’s not a question of how to increase your sales skills in a sales slump it is a question of what you focus on. Sales slumps are a common part of the sales process but the goal setting strategy of focusing on your next one sale isn’t.
Sales rejection sometimes happens just from the sales person looking or feeling desperate and for no other reason. There is no super fantastic sales formula that will instantly increase your sales. There is just tireless work on the sales process. Sure there are things that you can do that will immediately impact your sales in the short term but it does take focus to keep doing the same thing over and over again with slight tweaks to make it better.  Sales rejection is also normal if you are excellent at persuasive selling skills or abilities nobody gets told “yes” all of the time.
Sales rejection can be beat with goal setting
persuasive sales skills are increased with goal setting
Goal setting of the next sale should remain your priority not the end of the sales period. This is a required successful sales technique.
Yes! you can do it!
As always I would like to thank you in advance for your comments or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Mountain Climber by Sura Nualpradid, Confusing Man by renjith krishnan

Persuasive sales skills: Sales success is learned from failure

Persuasive sales skills sometime require the harsh reality; and that is there are times that you will have to fail. Sales failure is needed to learn how to make persuasive sales calls. Sales skills are normally learned out in the field and not just by absorbing them from sales books, persuasion seminars, cds on influence or even dvds featuring sales gurus. If learning these sales skills were that easy many sales people would be in the top 2% of their industries.

It seems that people are always looking for the short cut. You know the secret sales formula that increases sales by huge multiples over night. Almost like its a prize in a cereal box and everyone can get it.

Many times new salespeople will ask sales trainers “What is the biggest thing you have learned while doing X” or “how do I combat when people do X” and sometimes “when a person says X what do I say”? It would be cool to be able to dispense sales advice like a bubble gum machine just put in the question and the right question falls out but it doesn’t work that way. There is no secret sales formula except living through the sales calls.

How to learn persuaive sales skills
Persuaive sales skills lead to increased revenues

Now some of this nonsense comes from the belief that is you model someone that you can have the same exact results as them. Well just like the legal disclaimer “results may vary” depending upon the user and not just the knowledge. Its not just knowledge that you need for sales success its implementation plus real life experience.

How long does it take for someone to be an expert at what they do? Some will tell you on average 10,000 hours some will say 1,000 hours now whatever that answer is you cannot cram it into a weekend or even a few hours of training. Yes you can try but it will not work consistently or to the level as to what most would expect. Does it hurt to hear that in many instances there is no quick map or sales formula that turns into a sales recipe for every sales call? For some they will say it isn’t true for the ones who have had to work their butts off at what they do they should be smiling.

Now every once in a while the stars and moon align and there will be that one guy or girl in 10,000,000 who can make something happen out of just talent and ability to follow others, those people is what give the ones who want some modeling shortcut hope.

Sales success takes long term dedication
Persuasive sales skills can lead to sales success

Have you ever watch karate on television or in real life? Some of those guys are flat out ridiculous they can break boards or bricks with their bare hands or foreheads. They are masters and they have done hard work to get to that point. There is a reason why they have a sequence of belts in Karate that start with white and move through black (In most disciplines, some use other colors). That is because the person has mastered each specific level for certain talents and or abilities. The same goes for persuasive sales abilities. There is a definite sequence of steps that you must learn and master.

Some of the steps in persuasive selling skills are:

  • · Asking the right type of questions that have been crafted to reach a certain response
  • · Getting commitments for each level of the meeting with understanding of the next step
  • · Knowing how to react or not react not just verbally but physically
  • · Negotiation basics so you know where your potential client is going or where you can go
  • · The art of playing dumb or reversing to not just find position but to gauge the level of involvement
  • · Non-verbal communication or body language
  • · Vocal pitch and tone abilities to use your voice correctly
  • · Knowing when to walk away from the sale and being ok with it
  • · Being ok with complaints
  • · Learning that cancelations are a normal part of sales
  • · Not taking rejection personally
  • · Knowing the other styles of sales and who represents them (Sandler, S.P.I.N. or whatever they are and whoever you like)
  • · Implementing what you have learned from sales training or sales gurus
  • · Paying attention to details
  • · Being on time just to name a few

Now if you were to think that you would have persuasive sales skills by being able to master one of those items what kind of sales success do you think that you would have? Would your persuasive sales truly be persuasive or would they just be sales skills?

For those who want to learn how to make more sales you will have to fail in some subjects to learn what you are doing. This isn’t saying that you will have be a complete sales failure but it is saying that there is something to be said for having to get knocked down and saying that will not happen again.

Learning how to be persuasive for some comes naturally for others they have to work very hard at it for it to work. Knowing that it is ok in instances to fail is a tough lesson to learn: learning from those failures is how people become successful at what they do.

Just because you have enough sales techniques so that you can overcome sales objections in a class or the office and beat “I wanna think about it” with your manager does not make you an expert in sales or prove persuasive selling abilities.

In order to grow you will need to have many failures along the way not just in sales but also in life. That’s because you learn from each step of your life and from being uncomfortable. The sales success formula comes from experience.

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

Now go implement!

Scott Sylvan Bell

Why people say “I wanna think about it” part 3 the making of a sale

[youtube]http://www.youtube.com/watch?v=XHrhnf3V9CQ[/youtube]

“I wanna think about it” and how to get past it part 1

I wanna think about it” and how to get past it part 2

Sales training seems like it has been built around “I wanna think about it” sales programs and sales people think about if they are going to hear that phrase from the moment they get up in the morning. Traditional closing skills may not be enough anymore as sales have changed more in the last 2 years than it has in the last 80 years.

 

To get around the objection it takes some time and planning through some engineering of persuasion. In the previous 2 articles “I wanna think about it” has been described and explained why people say it and what it actually means.

 

When watching this video think about the sales process and whether or not you would be willing to step outside your comfort zone and try something new.

 

The more that you can make yourself more uncomfortable in any process the more opportunities that you have to make money or experience new things in life.

 

This sales process is easy to use and the amount of influence needed doesn’t changed it just needs to be applied correctly. There are a few things that you must do first and determine what will work for you client and also build some rapport. If you just roll this out without learning what you can do to help the person or the group that you are with it will do you no good at all. 

 

The buyer that you are with must have confidence in you and your company or service. This persuasive sales technique works best once your homeworkers been done and only once you determine what will work or this technique will backfire on you.  
Your job is to narrow down the options for the buyer so that you can take away the “I wanna think about it” feeling from them. You must let the person or the people work out what they do and do not like for the first 2 options. If they talk themselves into a position that they want and feel is needed for them they will take the third option once they have talked it out but do not ask them if there is anything that they do not like about the last option. You will only ask what they do like about it. If you ask for the bad you will end up in a stalemate for moving forward.

Sales success comes from working through sales challenges and finding ways to make the process work for you.

 

Sales software may or may not be able to help work through the objection process but it doesn’t do much to help the real life situations. Through role playing you will be able to learn how to defeat most sales objections. Take your time and learn to have fun with your clients it will help you relax because everything will be fine and normal.
Learning how to sell more and get past objections can be done from learning about what it takes to infleuce people the right way. Persuasive selling skills and techniques have fundamentals that you must learn. “I wanna think about it” has to be one of the most common objections that stumps salespeople. Learn more persuasive selling techniques and stragegies here:

 

I would like to thank you in advance for your comments and oq questions about learning how to get past the objection of “I wanna think about it”.

 

Now go implement!
Scott Sylvan Bell