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.

 

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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

How to sell more using persuasive power of negotiating

 

How to sell more using persuasive power of negotiating: Most objections lead to negotiation when it comes to sales. This becomes sales tip becomes more important the longer that a person would like to be in a sales career.

 

Sure there are plenty of books that you can read and courses that you can take but what if there was an easier way to learn the art of haggling?

 

If you want to be more effective why not watch people who have had to make deals for years on just about any type of property?   The reason that most sales people do not sale more product or service is because they don’t know the next step to keep them in the deal or because they don’t know how to effectively select discounts or items to throw in or take away.

 [youtube]http://www.youtube.com/watch?v=T6Gaa1hZ5lA&feature=youtu.be[/youtube]

The skill of selling more and negotiating better does take some time to learn in real life. Yes you can go to courses or you can watch shows like:

  • ·         Pawn Stars
  • ·         Hard Core Pawn
  • ·         American Pickers

 

Any of these cable shows can help you become more effective at bargaining or haggling for the sale or even to get your counterpart talking a little.

 

One of the items you will want to watch for is the body language of the buyer and the seller and even the phrases or questions that they use. Phrases in themselves are not all that magical but the words or the phrases that you pick up can keep you in the game for one more round. Frustration comes from not knowing the next step and some of the phrases used can help you in the future. If you hear or see something that you like keep a journal so that you can massage it into something you can use for your industry.

 

Remember most sales people stall out because they don’t know how to effectively implement getting to the next step. In most instances getting past the first objection is realizing that it may be time to see if the objection is about the numbers. Most sales people stop at “I wanna think about it” becasue they dont know the next step. 

 

Knowing why people tell you that they want to think about it would reveal that some people just want a better deal but are afraid to ask and they salesguy or the salesgirl who offers the discount or something else to sweeten the deal through negotiation may just get it.

 

How to sell more by learning how to negotiate better

Learning how and when to talk is an art that can’t really be learned from reading about it is something that you have to do in real life but by watching shows that can help you see how to negotiate better you will learn a few things:

  • ·         The first offer is hardly ever the best offer, this is true for most services and or industries
  • ·         It usually goes three rounds or volleys to get to the meat of the negotiation before someone says yes or no
  • ·         Once an offer is made keep quiet and let the other person answer, some people just talk too much and don’t know when to stop and it costs them.  
  • ·         Once you reach an agreement always “shake” on it, it gives an end to the negotiation and seals the deal for most people.

 

Negotiation and selling more works on hope

If you watch veteran product negotiators work with someone while they haggle they always put the seller in the hot seat when they are selling a product.

 

The question that they use is “how much were you hoping for”?

 

The word “hope” means that whatever is being asked for is not what number will be reached, it also says to the seller that they aren’t going to get what they wanted.

 

Now the question is how can you use that bit of information?

 

When someone wants a discount from you for your product or service you can ask them: “How much were you hoping for”? This is an effective line because it puts all of the pressure on them and it reveals their position.  

 

Now the best way for all of this negotiating to work if you are selling or buying is to set a commitment to the possible discount or upgrade.

 

Understand that if you were to put sales into a mathematical formula it works out to be an if then statement.

 

If I do this for you, then will you buy it?

If X then Y.

 

Once the buying or selling question is asked it is best to let the other person answer the hoping for question.  Remember to get a commitment up front before they answer. “If I can get the number to $_____ we are doing business right”? is one way that this commitment can be addressed.   

 

In all in order to persuade others to purchase your product or service you will have to learn how to work with others unless you are in an industry or have a service that doesn’t need negotiation even then it would be good for you to know the necessities to get better at working deals out.

 

In order to persuade others you must understand the science of influence:

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

How to sell more using persuasive power of negotiating video by persuasion expert Scott Sylvan Bell

Persuasive selling skill of proper names

[youtube]http://www.youtube.com/watch?v=CF1keAhE7i8[/youtube]

Persuasive selling skills: Now there are things that you can do on a daily basis that can increase your persuasive selling skills, techniques and strategies.

 

Some of your abilities to persuade others can be as simple as changing the way that you address people.

 

What do you call your boss, coworkers, design team or consultants in front of your clients can put extra weight on what they do and the type of response that your clients or potential clients get from you.

 

Here in the United States we have not really used proper names for a while. In most instances you would introduce your boss to another person as Bob Smith which isn’t bad but with a few small changes like calling him Mr. Smith the reaction from the people being introduced may change a little to your favor or maybe even a bunch.

 

Now when this is done it’s not uncommon to see the person being introduced to the Mr. react and change their stance. It gives the Mr. a little more authority and power but also makes the potential client try and guess why you are using a proper name. This does help you do a little better and hold a small parking spot of mental real estate.

 

And you are probably wondering why…

 

Go back to you school age. You probably had a Principal, teacher or Neighbor you had to address with the proper name. By doing so they received almost automatic respect. You would be playing off the prewired actions of a person’s youth as a way to gain compliance. Some may say this is some sort of covert hypnosis.

 

Yes you are right its sneaky but it works and it not unethical.

 

Ok so you don’t have a boss and you need to get some information from a third party. You would then fire up your persuasive selling skills and or abilities by naming the person that you have to deal with a Mr. or Mrs. Possible even comparing the third party person to a Doctor. Whatever you can do to give your third party person a little more authority.

 

Persuasive selling skill for negotiating

So you need to use a new persuasive skill or technique to work for you in a negotiation setting…

 

Of course if you are good at sales you know your limit before you give away the farm to the one client who wants everything but does not want to pay for your product or services. You would then go to this third party reference and put all of the weight on this decision.

 

Yes you may have all of the most up to date persuasive selling strategies and abilities but sometimes you need to slow down the sales process to your favor. 

 

You would address the person that you call as a Mr. or Mrs. Your job is to also note the body language and how it changes in the people that you are working with. If you are working over the phone put the person on speaker phone or if you have the ability to grab the person and bring them in the room with you do that also.

 

In most instances the people that you are working with will start addressing the person of authority by Mr. or Mrs. Also giving them instant authority.

 

Ok so you say that it’s not that big of a deal..

 

It may not be but what if it could help you close one more sale a month.

 

So you say that it sounds like what would happen on a car lot…

 

Similar but better especially if you go and get the Mr. or Mrs. and drag them in without the potential client asking for that to happen.

 

Want to give this process even more subtle power. Have the potential clients sitting when the Mr. or Mrs. with the authority and or power comes in and then they have to be cordial and stand. 

 

Most persuasive actions are simple enough but some will not give the idea credibility because it sounds too easy or simple.

 

Persuasive selling skills mistake to not make

The one thing that you can’t do is slip up and call your boss, designer or member of your team by their first name in front of your potential client or it breaks the rhythm and ability for this process to work. 

 

Learn how to gain the knowledge and power to persuade other effectively and with power.

 

As always I would like to thank you in advance for your comments and or questions for the Persuasive power of names

 

Now go implement!

 

Mr. Scott Sylvan Bell

 

Sales training video – Video credit for Persuasive power of names: Persuasion expert Scott Sylvan Bell

How to sell more: learn negotiation sales skills part 2

How to sell more: learn how to negotiate better part 2

How to sell more: learn how to negotiate better part 1

When you are against buyers who know about negotiating it may be difficult for you to know how to sell if you have not had good sales training.

 

The biggest ploy that a buyer can have is to act like they do not care about what is going on. The less they care the more you have to work to get the sell.

 

If you are going to learn how to sell more you will have to be able to identify what games buyers are playing. These games can be frustrating if you do not understand what the buyer is up to.

 

How to sell more using persuasive selling skills
How to sell more and negotiate better

 

How to sell more: Get the answers that you need.

One of the hardest things for salespeople to do is when to know if they should walk away from a sale. When a buyer will not answer your questions or plays coy just about the only thing you can do it set the person straight about what you are there for. If the buyer will not work with you the best thing that you can do is walk away. Your ability to walk away could be one of the most underrated persuasive selling skills that is not utilized enough. This sales strategy works the best when the buyer has called on you.  

 

One of the toughest items to get out of a buyer is their budget. Without this information they can maneuver at the end and play all sorts of games by saying that what you have designed is not to the specifications that they want. You have no ability to lock anything in without a budget or information on the project as for you to design the product or service. The more that they are vague about what they want the more they get to squirm out of agreements. If you do not ask the right questions here you will not have the right amount of agreement at the end when you need the leverage.

 

Persuasive selling skills require you to ask the difficult questions including:

  • ·         Budget
  • ·         Timeframe specifications
  • ·         Who is involved in the decision
  • ·         What it is that they want

 

How to sell more: Keep your momentum

When it comes to experienced buyers one of the toughest games that can be played on not just new salespeople but also salespeople that have been out in the field for a while is when they are not allowed to keep a momentum going. This dreadful task can be done in a few ways:

  • ·         Asking questions out of order
  • ·         Constantly moving the location of where the meeting is taking place during the meeting
  • ·         Interrupting the meeting by leaving or answering a phone call
  • ·         Giving you an unrealistic time constraint for the meeting

If a buyer can break the momentum or pace of your sales call they can destroy your presentation. This happens often if there are multiple people out to talk about the product or service and the buyer has gathered a bunch of information that could be right or wrong. It’s not uncommon for buyers to gather all the information they need from the sources and then shop on price. If you are good at what you offer chances are your product is not cheap. Getting used and abused by a buyer sucks and leaves you wishing that you would have remembered your persuasive selling skills training.

 

When a buyer breaks your meeting up by moving you through different locations it is tough for most salespeople to gather their thoughts from being thrown off balance. This may be similar to a buyer leaving your presentation or constantly interrupting what you are doing. The constant changes require a salesperson to know their services and scripting well enough to tackle this buyer and then use persuasive selling skills and talents.

 

There are salespeople who have been bitten by buyers who give unrealistic time constraints when it comes to how long is allowed for a presentation. They may start out by saying “lets cut to the chase, how much is your product or service going to be. I have a vendor who get my widgets for $75 each so what can you do”? If you do not know how to reverse the situation in the right way you will fall for this trap. Learn how to reverse on the buyer at this point and you can beat them at their own game.

 

How to sell more using persuasive selling skills and techniques
How to sell more and negotiate better

 

How to sell and deal with end game ploys

Has this ever happened to you?

 

You meet with a buyer and you do everything you are supposed to, you get the answers that you need, you know what product will fit their specifications and even got the agreements and confirmations you needed up front and then…

 

You are just about to roll out your perfect solution ..

 

And then they say “can you just email me the information”?

 

And you say “sure”

 

That sucks… They knew what they were up to and you are about to find out.

 

Either the buyer is scared to tell you no or they are scared that you will have a solution to their problem and they know that they are going to buy.

 

This is a huge revelation about how people will play games when they negotiate. Know that this has been done to destroy your momentum and may be used with other ploys or may be used as a standalone sales game. Any time a buyer can break your momentum your chances or regaining the sales without discounts or other concessions will be difficult to say the least.

 

If you email the proposal good luck ever being able to close the call with ease, you have just become a commodity and have nothing left and the buyer who is negotiating the product or service knows it. Find out up front how they make their buying decision and get your confirmation of what will be done early not late.

 

If you have implemented your persuasive sales skills you will ignore their request and keep going or leave without giving them their information. In some instances this buyer already had a vendor in mind and they were just confirming their purchase by gathering your information. You had better get everything that you need out of this call or be bold enough to call the buyer out on their b.s. and you may even have to walk away.

 

Don’t put up with people playing games with your time especially if they are after free information and never plan on doing business with you.

 

The last on the list is when there is an unrealistic amount of last minute demands or items that need to be thrown in because that is what it is going to take to sell the job. You will have to check before you roll your price that you have designed what the buyer needs and get confirmation that is all that is wanted. The roll your price after you have the proper commitment.

 

Learn the proper ways to influence others and gain expert sales skills at the same time.

 

As always I would like to thank you in advance for your comments and or questions about how to sell more when others negotiate against you.

 

Now go implement!

 

Scott Sylvan Bell

 

Corporate Woman Giving Hand Shake by photostock, Shaking Hands Over A Deal by savit keawtavee:Photo credits for How to sell more, learn more negotiation skills part 2

How to sell more: learn negotiation sales skills part 1

How to sell more: When selling to others who are sophisticated buyers that may have attended negotiation or sales training your sales skills or techniques may need some supercharging to deal with their tactics. Learning how to sell more takes your knowledge to be expanded as much as possible.

 

Negotiators will tell buyers that they need to do a few things to get their point across or to get the best deal. It is good to know that in negotiation classes they teach to:

  • ·         Ask for more than what is wanted or throw in ridiculous demands above and beyond what should be normal for an industry or service
  • ·         Stall with false time constraints or even seem to put off deliver, installation or even paying for a service
  • ·         Use claims of others intentions or offers
  • ·         Interrupt the sales person consistently

 

Negotiations can be dealt with and learn how to sell more
learning how to sell more through negotiation training

 

One of the first things that negotiators will teach is to ask for more than what is wanted meaning that whatever product that you have to offer will not be enough. More demands must be made in order to satisfy the ability to gain the order or the service. There may be a few things asked for above and beyond to get this “demand”:

 

  1. 1.      A faster delivery time or altered time schedule
  2. 2.      More warranty on the service or product
  3. 3.      More service from representatives, delivery personnel, technicians, installers or the help desk
  4. 4.      Customization in some way or another from the product or service
  5. 5.      More quantity or the product
  6. 6.      More discounts than normal or a list of discounts
  7. 7.      More flexible payment options
  8. 8.      Preferential treatment in some way or some fashion
  9. 9.      Act disinterested, change the subject or act bored through a presentation or after the buying question is asked
  10. 10.  Cash back or gifts (this is known as a bribe)
  11. 11.  Any combination of the list above

 

Some instructors for negotiating will call these ploys “gambits” or tricks to get the seller to give more up than normal.

 

In some instances it is taught to overwhelm the seller with so many demands or gambits that they will have to give some of them up. Within this course it is taught to not put a value or level of importance to any of the demands as to make all of them equally important thus the reason they are all there. This is a common negotiating tactic.

 

Negotiation strategies can be used as persuasive selling skills
Negotiating training can be part of how to sell more

 

There are also those who like to exploit new sales people and actually hope to get one who will bend as much as possible to get the sale. For the most part new sales people are not told about the games that some potential clients or buyers play. Going up against a professional buyer for a new salesperson may be difficult if these games are not shared or taught.

This overwhelming of demands is meant to tear the salesperson down as much as possible or demoralize them so that they cannot build momentum through the sales call or the negotiation. It is also hoped that the salesperson is desperate to make sales so that extra demands can be thrown in.

 

The is a play that people will make also and that is to be a jerk sort of speak to make them less human or difficult to deal with so that no common ground may be formed. Salespeople will find that the more difficult to build momentum or rapport in the sales call the more that it is frustrating and hard to figure out a game plan.

 

It is the belief on the part of the negotiator that the more that the buyer can throw you off, then more that you as a seller will have to give up in concessions to make the sale or to make the deal.

 

If you are prepared as a seller and know these games that buyers play you will have a greater opportunity to not be frustrated or thrown off while these negotiating tactics are being used.

 

You may have the best persuasive selling skills or tactics but if you do not know where potential clients or buyers will try to throw in a monkey wrench into your abilities you may find it difficult to make the sale.

 

In the next article we will take a look at the false constraints buyers or potential client will use.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Business Man by graur razvan ionut, Dollars by worradmu