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.

 

 

 

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

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 with the right persuasive sales strategies

New salespeople and veteran salespeople are always asking how to increase sales. Now there are so many facets in learning how to increase sales almost instantly. Some of the instruction taught to salespeople can be along the lines of persuasive selling and some of the information taught to help learn how to increase sales may be some not too common sense.
Now many times salespeople make mistakes because they think that they are helping their potential clients but in the end they are actually hurting not only the potential client but also themselves. Sales success and sales failure are always on the pendulum swinging forwards and backwards, along with the success side is either underdoing the amount of work needed or overdoing what needs to be done.
salespeople always want to know "how to sell more"
How to sell more without mistakes
The sales pendulum usually gets out of timing when a salesperson is new or struggling making sales.
Salespeople typically sell how they buy but they also sell knowing about all of the features and benefits of what they sell when meeting with potential clients or existing clients. Now these two items are a dangerous combination when tied together and not dealt with correctly.
There is only so much focus that people have when buying a product and or service add that to a long presentation with technical information and there is a great deal of apprehension built up and then there is a fear of making a wrong decision. This can destroy a buying situation and get a person to say “I wanna think about it” or say that “have to talk to others”. The truth is you as a salesperson screwed up. The good news is that with just a bit of effort you can fix the sales failure.
There are 2 common sales mistakes that salespeople make that are easy to fix with effort:
  1. 1. Knowing too much about their products and information dumping on their potential clients
  2. 2. Giving too many options for the products that are offered
  3. 3. Jumping on board too quickly when the buyer give buying signs
The first sales mistake happens when the salesperson feels that the potential client needs to know every minute detail about the product and or service whether they need to or not. This puts the potential client or client into information overload.
In order to get past the first sales failure of knowing too much evaluation questions must be asked from the beginning to determine what information needs to be explained. Now when sales questions are not answered the sales people they typically try to cram technical information to try and pry the potential client into buying something.
When sales people hit a sales slump some of the questions needed are excluded and then too much information is explained about the product to once again try and get the other person intrigued enough to buy the product and or service.
How to sell more is a normal sales question
Increasing sales is part of business and takes knowledge of persuasion
When working with people buying your product and or service they may know as much as you do about what you have to offer but in most instances the other person does not that is why they called you.
The second offense that salespeople need to fix is that of giving too many options. There may be 20 products that you have to offer but if you give all of the options to your client or potential client they will be on overload and they will not make a decision without much training and or time. Yes this sounds like it is something that most salespeople know but it still is a common mistake.
The third and last common sales mistake is when your buyer says that they want your product and or service and you react too quickly. This puts the feel like there is blood in the water and it will cause the almost client to start to panic. Once again this mistake sounds like it should not be an issue but salespeople who are not just new or in a sales slump but also salespeople who are doing well. When your client sitting across the table form you says they are willing to move forward pause for a few seconds and then answer how you normally would about what the next step is for them.
If you do your job asking the right series of questions and then getting answers you will uncover the few options to give to your potential client or client. You would then use persuasive sales skills to help the person or group understand why one of the few options would work out best for them.  Knowing how to present the order of options would also be included in the sales presentation. There are plenty of things to learn about persuasive selling skills techniques but they do take time to learn and implement.
As always I would like to thank you in advance for your comments and or questions
Now go implement!
Scott Sylvan Bell
Photo credit:Confused by Gregory Szarkiewicz, Labyrinth by Salvatore Vuono

Persuasive selling skills include pointing out flaws

Sharing a flaw can be a persuasive sales technique
Increase your sales with pointing out your flaws and persuasive selling skills
Persuasive selling skills are not always from scientific sources. They may come from something that your mother or father said while you were a kid while growing up, not the shut the door where you born in a barn, no something better. Your Mother or Father probably said something along the lines of “If something is too good to be true it probably is”.
Your persuasive selling skills depend upon your upbringing and things you learned while you were a kid. The rejection mechanism or the warning in your brain that shuts sales people about are tied to all of your feelings, experiences with consuming, with sales people and your intuitive gut.
Now you can question what this has to do with sales but deep down inside you already know. If you are too good to be true as a salesperson you will face sales rejection. Salespeople learn their scripts and practice but for this rejection mechanism to be triggered it doesn’t matter how hard you have worked.
Increasing your persuasive sales skills can be as simple as pointing out a simple flaw. Now this may sound ridiculous to bring attention to you not being perfect but it keeps the rejection mechanism in the brain happy so that it doesn’t switch on.
There is an added benefit to knowing that you should point out a flaw and that is the other people that you meet with also have flaws. There are two things that you can do here. Now salespeople have a tough time remembering names so a great place to start would be with an introduction in the sales process. You would bring up the fact that you have a tough time remembering names. Now not only have you pointed out a flaw but you have a common problem that 50% of the population claims to have.
Another option to supercharge your persuasive sales skills could be using the on time route, or the lack of ability to be on time.  You could share that you have a tough time getting places on time, now this option is a little risky if you must be on time.
persuasive selling skills are great to learn use sharing a failure as a technique
Persuasive selling abilities also can be pointing out flaws.
There is a point where you as a salesperson can divulge too much information and then cause the rejection mechanism to kick in. If you are going to share something about yourself make sure it is something harmless and will not get you in trouble.
Another flaw that you could point out could be that you can’t spell well, or you are not good with math, don’t have the ability to tie your tie with a special knot, you can’t parallel park or whatever are common mistakes or problems just about everyone has.
There is another way that this simple persuasive selling technique can help you out. Let’s say that you have some great widget and it is the best on the market but there is one flaw, it smells funny. Your job would to be to share that your super cool widget is the best on the market but also share the flaw that it stinks. The perspective client you are with was thinking this is too good to be true anyway so why not share with them in a strategic way that it has a flaw. If you are in a position where you have to constantly compete with other sales people they are going to tell the people that the meet with anyway. The damage is better coming from you anyway and you get to explain it how you will. The other salesperson will lose the ability to put your product down and your potential client will be primed with the downfall. This makes the story of your competitor old news and boring.
You may not think that presenting a downfall by you would be considered a persuasive selling skill but it is because not only does this take the heat or spotlight off you of looking for the flaw but it helps build rapport with your potential client because now you are similar or like them. Now you can get on with business and have fun instead of dancing with the right thing to say or do.
All persuasive sales skills take time to learn and or implement. Remember to take time with them and not try to rush into something new too quick. For you to learn how to increase you sales skills sometimes you may want to overcome objections before they happen.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Cracked Egg With Bandage by digitalart, Broken Pencil by Chris Sharp

Persuasive selling skills with difficult buyers

Persuasive selling skills can only take you so far and then you have to master other aspects of selling. There is far more to your career than selling techniques or overcoming objections through selling tactics.

In order for you to increase your sales skills you must learn the context of your potential clients actions. At some point in your sales career you have probably ran into a few difficult people. Now they have a sales secret that they want you to know nothing about. This sales tip alone may just blow your mind.
Difficult buyers require "persuasive selling abilities"
Persuasive selling techniques can be used to increase your sales
Many times the most difficult potential clients to deal with have either:
  • · The most to lose because they know that they are an easy sales
  • · They know that they have bad credit and are ashamed to admit it.
  • · Are a salesperson and think that they need to put you through what they go through.
Now for both of these sales it is more business to consumer than business to business sales. It’s not to strange to think why the potential client who always says “yes” to every offer builds up a sales resistance shield to protect them from giving an answer.  With potential clients that are difficult you may want to think of them like an onion, you will have to peel them back. This peeling of the potential client may take a little more time and effort than normal but if your combine your persuasive selling skills along with some patience the sale will be made.
The second in the group is the potential client who has little to bad credit. When a person has little or no credit or no means to pay for a product they may be scared to make a wrong decision. This potential client once again is like an onion and they do need comfort and time to make a decision. This type of buyer is difficult because it takes so much time and then most sales people find out why: they had no money and were scared to admit it.
There is a second part to the buyer with little or no money and that is they goi pretend shopping taking up tons of time with questions about products that they have no intention of buying but it makes them feel good because they are out and about “looking”. This type of buyer has no problem tying you up with all sorts of technical questions. They make it seem as if they are willing to buy but will not commit to anything. They will say that they have the funds to get the work done but at the end they pull out and produce some excuse that also cannot be pinned down. Your persuasive selling skills once again are put under scrutiny alas you will not get any money as you cannot get any money for their project.
Last of all is the salesperson who has an axe to grind with other sales people. They use their persuasive selling skills on you and throw role reversal on you and say stuff like: “You are going to try and hard close me today because that will not work” or “ou are not going to act like a used car salesman when it comes to the end” or “I don’t want a presentation just get to the cost and I will make a decision without your dog and pony show” This potential client would fall into the category of taking some time or being flat out blunt with this person that that will not happen.
Patience may be the missing link for persuasive selling techniques
Sell more with "persuasive selling abilities"
Part of persuasive selling skills is to know when to walk away from the person that you are with. Knowing when to walk away from someone or a group does take time to learn and the first few times may even be unnerving to say the least. Learning why people are acting like they do is even more valuable as you can have a game plan as how you will need to persuade the person or potential client.
Having a list of sales strategies that have worked for you in the past as a cheat sheet or sales play book does come in handy so that once a week you can look at what you have learned. This is a great reason to have some sort of sales journal. This sales journal can help you remember how to stay away from sales rejection but does not mean that you will sell everything.
Persuasive selling skills and techniques will only work as well as you have practiced with them. Your persuasive selling abilities can best be explained like working out at the gym and building muscle, if you expect to happen overnight you will get injured or burn yourself out.
One last note of caution when it comes to dealing with all three types of these difficult people. There is a pendulum or swing where you can either try too hard and make them angry or get kicked out of the call or you can chicken out and not use the persuasive sales skills that you have learned.
As always I would like to thank you in advance for your comments and or questions
.
Now go implement!
Scott Sylvan Bell
Photo credit:Solution  by renjith krishnan, Puzzle Blue And Red by Idea go

Persuasive selling skill to multiply sales and persuasion through reversing

Persuasive sales techniques can use reversing
Reversing is a persuasive selling technique
Persuasive sales skills come from all areas of communication to become effective. One of the most important persuasive selling skills is that of asking questions. This sales skill isn’t fulfilled by asking just any regular question, the questions themselves need to be timed right and they need to be as powerful as possible.
The most powerful question asking skill you need to learn would have to be reversing. This sales skill does so many things for you it is like the Swiss army knife of sales. Reversing helps you:
  • · Determine what your potential buyer is thinking
  • · Gain leverage over the buyer and get them to commit without them understanding what you are asking
  • · Ask a powerful question when needed and change the course of a conversation.
Reversing in sales comes in handy in any sales situation and you can use the same questions over and over again and there is not too many to learn but there are plenty of ways to use them. David Sandler said that Reversing is the most powerful persuasive selling technique to learn and master.
For you as a salesperson to reverse the right way you will have to use not only your vocal abilities but also your nonverbal communication skills.
Some sales trainers have called reversing a prickly porcupine meaning that you don’t want to answer their question so you answer their question with a question but it is so much more than that. The worst thing is in most sales training situations it is taught wrong so it is not effective and creates problems.
Here is a list of some questions or even statements that you can use for reversing:
  • · I am not quite sure what we have to offer fits your needs or is what you want what are your thoughts?
  • · Ask me that question again in another way?
  • · Share with me how that may help you?
  • · I am not quite sure what you mean by what you said
  • · How is that action beneficial to you
  • · I don’t think that I can help you with that, is that an issue?
  • · I don’t understand how that helps you?
  • · Tell me more about that … but specifically share with me ….
  • · I understand that is what you want but what happens when X occurs?
  • · That’s not out of the realm of possibilities but this is the issue ______ are you ok with this?
  • · Share with me what this means to you
  • · If you had a question at this point what would it be?
  • · I can do _____ for you is that what you were looking for?
  • · What were you hoping to get out of _____?
  • · Why did you ask that just now?
  • · We don’t do ______ does that have any impact your decision making?
These questions or statements have to be asked the right way in order to redirect thoughts or to take the conversation to another path. This is a form of control that can go to far if all you are doing is just throwing the question back to your potential client. One of the best ways to work out these persuasive questions is to ask them before they get a chance to ask you.
Reversing can be used as a persuasive selling technique
A powerful persuasive selling skill is reversing
Reversing also doesn’t work well to just go out and ask the questions you will have to add some filler in front of them. You will start off with a statement and then pause like you had a new thought and then ask your question.
Potential client asks:
“I want to know how much your product is?
You
That’s a great question we have plenty of options that may fit your applications… but I am not sure if my product is what you need, what is the benefit of knowing that right now?
If you didn’t add the statement up front you could be called a meta monster or someone who just asks reversing questions like a brother on a long road trip in the back seat.
Your advantages of asking reversing questions is it actually leaves to potential buyer only one way out of the conversation and that is by answering the question or the statement. The next thing it does is reveals where the person is and lastly it gives you time to think.
It has been said that the person who has the most powerful questions controls the conversation and he (or she) who controls the conversation wins.
This skill must be roll played at first or you will make your potential client angry. This will not roll out correctly the first or the second time.
Remember if you do this wrong you will not make sales, for lack of better terms you will just make people angry. To do this right it must have the right timing, your statement must be softened up front or it will seem like you are just avoiding the question and you must be patient and wait for the answer.
As always I would like to thank you for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Question by zirconicusso, Questions Man by Danilo Rizzuti

Persuasive selling skill needed to increase your sales

How to learn persuasive selling skills
Priming is an effective persuasive selling technique
Persuasive selling skills have many components or items that can be used to increase sales. One of the most effective tools for persuasive sales skills is to using priming. By the way if you are in sales and want to learn how to increase sales you will absolutely love this.
Now priming does take a little time to explain but once you get down the concepts it can be used in just about any sales call or any other time that you need to be persuasive. Best of all when done properly it is covert and that is why it make it one of the best persuasive sales techniques to know.
Before we begin we will have to explain how the brain works in a not so scientific explanation. Some of this explanation will use metaphors and some hypnosis terminology. There are really 3 parts to this explanation of priming or your new persuasive selling skill.
Part 1
To start is has been said that your conscious mind can hold 7+ or – 2 thoughts at any given time. Depending on how much stress you are under and what type of stimulus is around you will really determine the number that your brain can hold and work with. Now you really don’t have immediate influence over how this process works. This is for the most part an inherent trait that each person is born with.
Priming is done in the far back reaches of the brain on the subconscious level but there is a reason why you need to know this.
Part 2
Now on the other hand the subconscious mind is like a long moving locomotive train where the cars are about 5 miles long and each segment of time in your day would be considered one of the cars for the train. Each car does not always have broken down into equal time or is the same length and it may not even have the same capability to hold containers. Inside the many cars can be many crates and those crates would contain your thoughts, beliefs and or feelings. Now some of these thoughts are not really important while some of them are. Some crates may be large and some may be small, some hold precious cargo while some hold damaged cargo and some may even be empty. Some of the containers have the capability to be opened to have new products such as thoughts; feeling or emotions added while some are closed off and can’t be opened or tampered with.
Part 3
The critical factor is the part of the brain that is for lack of better terms the subconscious lie detector. This is where your conscious mind thinks that things are ok but in the back of your brain it is telling you something is wrong. This is where you can become skeptical and start the belief that something is not right leading the salesperson to have to overcome objections or just be told “no”.
For priming to work effectively your job is to open one of the freight cars as used as a metaphor for memory and then secretly or covertly install a thought, belief, feeling, gesture or action that can create persuasion covertly almost instantly when needed when set up correctly. Now this isn’t the bad type of instant sales information that really doesn’t work, this is the kind of persuasive selling techniques that persuasion legends are made of. This installed “prime” goes into one or more of the crates on board the cars of the train.
Now the way that this works is when you need the prime you will want to put the package in the crate that is in the train car a few cars before you want to use the “prime”. If the prime too soon between the time needed it will not work, remember the trains cars are moving and not sitting still.
So how does all of this work?
Lets say that you sell some sort of orange widget and the widget costs $10,000. You would want to use a number larger than 10,000 before you would ever say $10,000. The way you would use this is by saying that you have sold over 50,000 of your orange widgets in the beginning of your sales call.
Now there is some danger when using this persuasive selling skill and that is “priming” can be overdone or used in a fashion where there is not enough space between the locomotive cars used as the metaphor for your memory. The other danger is using a prime too much and trying to stuff this covert thought into the crate or the memory. This is where the critical factor comes in. Used too often the brain builds up a virus protection and throws off the overused primes and shuts the sales person off from being able to effectively persuade the person you are with.
This persuasive selling technique has to be timed right or it will not work. This sales tool when used too much has the opposite effect on the potential client.
priming is an effective persuasive selling skill
Persuasive sales skills include priming
So how else can priming be used? What about using the word love? That’s right you can use the word love in the beginning of you appointment within a story that stirs enough emotions and you can borrow the thoughts or feelings of your potential client to rub off on you. Done the right way inside of a story and you have covert hypnosis. Done wrong and you have sales failure and that is a fine line.
You can prime with a picture at the beginning of a sales call. This picture can be some of your smiling clients in the very beginning or even video where that say they love you. Now later on you would have to tie the word “love” later. The “prime” can even be the potential client saying a word or making an action.
As for you as a sales person another way that you could use this persuasive selling skill is by making a face or a physical gesture at the right time. You may want to use some nonverbal communication skills when someone says something bad about your competition and then later on when talking about the competition you use the same gesture that you ad used previously.
“Primes” are an effective persuasive selling skill to have and use. Like any other persuasive sales skill it takes time to learn and use effectively. Using a prime is like picking a lock and sneaking into a memory and leaving a small trace or “sales juice” that when needed can take someone from “I wanna thing about it” before it happens.
When “sales primes” are mixed with other persuasive sales techniques like rapport they are quite effective.
Primes when performed correctly can be used for:
  • · Price as in you give such a huge number previously that the brain feels like whatever you said is so much smaller later on down the road.
  • · Felling or emotion by making a face or gesture when talking about your product or a competitor.
  • · Rapport when you make someone feel good as an “anchor” as taught in NLP
There are so many effective uses of priming that when you look around you can see how much this persuasive selling skill is used.
As always I would like to thank you for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Solution by Salvatore Vuono, Monkey And Banana by nuttakit

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 selling skills timing and reaction

Persuasion sales skills come in many forms but in the end they all come down to your ability as a sales person to communicate.
Influence expert Dr. Kevin Hogan was one asked by Sales guru, trainer and expert Jeffrey Gitomer: How do you define sales? Jeffrey shared that his definition was “ask questions”. There are a few reasons for this excellent and brilliant answer or definition.
When you ask questions it does a few important things for a sales person:
  • · It uncovers the information you need to define how to help a person, group or business.
  • · Takes control of the sales appointment or sales call. He or she who asks the defining questions wins the sale as long as they can figure out control.
There are 2 important elements to asking questions in the sales process:
  1. 1. Reaction
  2. 2. Timing
Before we discuss reaction it is important to explain one thing:
The pass the salt rule – Your question and or answer is said in a tone of voice just as if you were going to ask the person next to you “Could you please pass the salt”. That is with no real emotion thought or feelings. It is just a natural statement that rolls off your tongue with no fear or expectations.
Learning how to react is an element of persuasive selling skills
Persuasive selling skill: reaction
Reaction is just what it says. It is how you react to question or the questions that either you or your potential buyer asks. Now depending upon the situation you may not need to have any type of reaction, even though you want to. Your client may give you the sales objection of “I wanna think about it” and you may want to explode inside but instead you share the phrase using the pass the salt rule and answer “That’s perfectly fine and normal”.
In some instances you need to have a reaction to what is said or asked. That reaction can be over animated when needed or totally relaxed as if it doesn’t matter depending on the situation and your sales skills. This reaction style is something that is learned over time being in the field. Most writing explanations can do this part of reaction justice because for the most part it has to be learned out in the field. Even if you role play with experienced sales people you have to find your own voice when it comes to reaction.
The reactions that you have from questions or comments must fit your personality type and persona. If you change the way that you are or have been too much in a sales call or with a potential client it will seem a little off to them and can lead to unneeded reactions. The best thing for you to do is to learn to be a chameleon where questions or statements do not bother you. Some of your reactions have to do with timing that will be discussed further below a little later.
Sometimes the potential client you are working with is looking for or expecting a reaction from you. The reaction that they can be looking for could be to get you to do a few things:
  • · Drop the price
  • · See how desperate you are as a sales person
  • · To be a difficult or to be a jerk
  • · Because they were not expecting what you showed them for an investment amount or price
  • · You upset them for some other reason (you may have been to forward, pushed for the sales too hard for them, hurt their feelings or you are more than what they were expecting)
  • · To see if you are telling the truth
  • · See how experienced you are with your product, sales or even negotiating
Understanding timing can help you learn how to increase sales
Persuasive selling skill: Timing
Timing is going to be to know when to ask a question or even when to answer a question that is asked.
If you answer the question that is asked of you too soon you may be seen as too polished or you just may be too polished and not know it. When most sales people are in sales slump trouble timing is one area that they struggle with significantly. They as a salesperson want to get the sale so they rush questions and responses so that they can get to the next sale. Timing goes out the window and fewer questions are asked.
As a general rule for salespeople many times the best thing you can is to keep your mouth shut for a few extra seconds to let the thought or question roll around in the potential clients head for just a few extra seconds. As a note if you wait too long the desired result does not happen it creates confusion or is the wrong type of uncomfortable. By giving enough time between statements or questions the extra time the potential clients has can:
  • · Think about what you asked especially if it was a powerful or thought evoking question
  • · Allows them to ask a question that they have or to get clarification
  • · Be lead to where you want them to go if you understand the persuasive selling process
  • · As a bonus it gives you time as a sales person to think and breathe while you gather what you will do next if the circumstances are unusual.
Timing is tough to learn for most people and has many of the same elements of comedy. This is one of the many reasons to study Improv acting. You can watch movies or acting and try to gain an understanding but it just isn’t the same. Learning timing for asking questions is an important element to add to your sales tool bag.
By the way it doesn’t help to just fire off questions and pause for enough time to get the questions answered. The situation has to feel real, this means that most of what you have done has to be rehearsed or practiced through role play. In many instances learning is easy and implementing is difficult. In this situation of learning how to ask better questions and learning timing this is not easy to learn or implement but your rewards for doing both with be significant enough.
Remember sales success comes from hard work and patience and is not instant. Persuasive selling abilities will require you to be patient.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credits:Tennis Ball by Ambro, Time To Go by Carlos Porto