Influence vs persuasion what is the difference

Influence vs persuasion:

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

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

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

 

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

 

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

 

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

 

How to use persuasion ineffectively

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

 

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

 

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

 

The influencer’s toolbox

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

 

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

 

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

 

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

 

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

 

Now go implement!

 

Scott S. Bell

 

Connect on twitter:

@scottsbell

 

Persuasion and the first rule of vocal rapport

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

 

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

 

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

 

The first rule of rapport

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

 

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

 

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

 

Rapport gone wrong

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

 

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

 

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

 

Persuasion, rapport and similarities

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

 

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

 

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

 

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

 

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

 

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

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

Expert persuasion skills and being first

Persuasion, marketing and sales training:

When it comes to persuasion, sales training or even marketing there are times where the most simple statement  or statements can change the way you think about what you do.

 

Persuasion and or sales training sometimes is complicated just for the confusion that it creates so that coaching can be charged for.

 

Sometimes the training works and sometimes it doesn’t

 

Marketing can sometimes be the same way in the fact that there is all sorts of jargon or technical terms.

 

“There is no second place in persuasion, sales or marketing”

If you were to hear: “There is no second place in persuasion”, “There is no second place in sales” or even “There is no second place in marketing” how does that change your perspective, strategies and or tactics when dealing with potential clients, planning or the story that you are going to tell or how hard you are going to work.

 

If you are a persuader or in sales what do you have to do to ensure that every call that you run or attempt has 100% of your attention or in other words are you going with your job with passion and purpose?

 

If you have marketing that needs to be done are you really doing the research or are you just guessing? Did you run split tests or add the promotional code to your literature? Is there are way to look at the marketing piece and give it just a bunch more power of even a little more?

 

Persuasion, sales training and marketing costs plenty as it is, why not do everything that you can to do it the right way?

 

The question or statement of  “there is no second place in….” should really put into perspective what you and your sales team is up against. If you are in marketing the same goes for you.

 

[youtube]http://www.youtube.com/watch?v=1UINPnZL7vU[/youtube]

 

Persuasion, sales and marketing supercharged!

  • ·         What is it that you are or are not doing when it comes to your business?

 

  • ·         There are plenty of things that you know that should be done?

 

  • ·         Did you take time to write out the story and get the elements of persuasion down to be effective

 

  • ·         What do you not know how to do, or what do you not know how to do well?

 

  • ·         Who do you need to get in contact with to make the changes necessary to increase your sales or even the effectiveness of your marketing?

 

  • ·         How will you know if you have made the changes, how often will you check to make sure you are on the right path?

 

  • ·         What changes will you make when you are off path?

 

  • ·         For sales have you taped your role plays, asking your questions or even practicing rolling prices on your prices.

 

  • ·         For your marketing piece did you show it to people who may or may not be in your target market or did it just look good for you?

 

  • ·         Is the atmosphere around you relaxed while you are working with the person or people that you need to work with.

 

How to increase persuasive power and sales with practicing

Learning how to persuade or sell more requires dedication in order to get to the top. Have you practiced like you were supposed to do?

 

Whether you have been out in the field for years or not do you know what it will take to just get a few more people closed or sold out of 100? Have you had people watch your presentation from outside your industry? So you don’t have people pay someone to listen and ask questions about what you do. If your practicing doesn’t cost you now it will cost you plenty in the future.

 

Are you asking the tough questions?

 

How to increase marketing with asking questions

Most people in business think that they are a legend in their own minds and because they came up with the idea it means that it is perfect. The reality is most marketing pieces suck and reason is that most people look for beauty in the ad or the marketing piece and all too often the piece is poorly written or the ad is too perfect.

 

The same goes for sales scripts…

 

Most ads were written by people who went to college and really have not ever had to sell to figure out the words that flow well for the buyer. The elements of persuasion just are not there. Sure they win awards and are a thing of beauty but that doesn’t matter unless they convert and most of the time they do not. Most times plain is better. It’s not that a college education in marketing is bad it’s just that there is a difference between real world and what is taught in theory…

 

Those are two separate things…

 

Once you write an ad take it to a few people and let them tear it apart best off show the piece to kids and they will tell you if they understand what is going on. The average person in the United States reads and comprehends at less than an 8Th grade education. So what that means to you is your message must be very specific and understandable because you have once change and the market is very unforgiving when it comes to saying “yes” or “no” to what you do.

 

So how does all of this relate to what you do if you have to sell or persuade?

 

Everything because many times people get caught up in what they think work because its got glitz and glam…

 

How to persuade and increase sales with others opinions

People love to be asked for their opinion, just ask the question and let them rip..

 

The more that you react and try to defend your position the more that you will lose..

 

Just let them talk even if you don’t like what they have to say…

 

If you are defending what you have done you are wasting your time..

 

Ask plenty of questions that will help you clarify the wrongness of what you have done.

 

Its ok to also ask what they liked about what you did, if they say nothing thank them because if you pay for the spot or the ad and it doesn’t pull or convert you would be mad and out money. Be an adult and take what they have said and use it to get better. This advice works for marketing or even sales.

 

If you do not let the person know you wrote the ad they will be harder on you and that is what you want. If you want to take it one step further let the viewer know you paid plenty of money and you want to just “test” the piece they will tear it apart even more.

 

There is no second place only first loser in business you must do what you can to get better and either be ahead of the market or give up. The same for sales, for every good salesman or woman there is 10 people trying to learn what they can do to take your clients and the bad thing is for the most part the only thing they have is lower price…

 

That will kill their business over time…

 

The good news for you is that you have practiced and have taken the “lumps” that go along with figuring out what it takes to not be the guy or girl who loses through bad marketing or horrible persuasion techniques.

 

Persuasion and selling require patience

The great equalizer in persuasion of any kind whether spoken or even written is being calm and relaxed. When people feel rushed the answer is normally “no”. When people are relaxed they are easier to persuade because time in essence slows down. Make sure that what you do is really cool really easy..

 

Have a little fun and laugh more often.

Persuasion can be fun to learn and it easy to do is it not?

 

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

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares Expert persuasion skills and being first :Video credit

How to sell more using NLP strategies

How to sell more using NLP: learning how to sell more can take you many places to learn and develop the ability to persuade others.

 

NLP was developed as a source of therapy for individuals but just about any source of therapy training can be used for more than what was intended including sales training. The great news is you can use NLP to help with your persuasion strategy.

 

How to sell more with this NLP technique

NLP is a way that you can build better rapport with others it could be defined as understanding and developing excellence but we will not be using the technical definition here. One of the items that has come in handy from the NLP field is that people gather information in 4 different ways:

  • ·         Visual
  • ·         Auditory
  • ·         Kinesthetic
  • ·         Digital

 

How to sell more using visual cues:

Visual people learn by seeing. The words that they use describe what they view. When working with a visual man or woman you could learn how to sell more using words that use visual traits.

 

How to sell more using auditory cues:

Auditory people hear the world around them. They may say things like I hear what you are saying. When communicating to a visual man or woman you would use “hearing words to describe what is going on.

 

How to sell more using kinesthetic cues:

Kinesthetic people learn by touch or feel and may use the words do you feel that or I can grasp what is going on.

 

How to sell more using digital cues:

Digital people are more of the technical like an engineer and search for the “understanding” of a situation or “consider” what is going on and do everything that they can to “make sense of” what is going on.

 

How to sell more utilizing NLP

Now from learning that people have a modality that they have as a dominate way of learning most sales training focuses on the main modality. So if a visual person were to learn from looking the focus is on saying or using visual ideas. Now this can be a challenge for the person because they still can learn from the auditory, kinesthetic and digital patterns.

 

So now what do you do?

You would combine and weave all four together and make sense of a situation better and create an easier path to persuade using NLP.

 

How to sell more using NLP descriptions:

Learning how to sell more using NLP can be done by combining what you have learned about how men and or women process their information to paint a rich picture across all 4 learning modalities.

 

Here is an example using visual, auditory, kinesthetic and digital. The words for each category will be in parenthesis and will go in order as listed previously. Using this pattern you may be able to influence others more precisely.

 

You will love the new super widget it is shiny when you (view)(visual) it and as you (listen)(auditory) to the movement you will get a (concrete feel)(kinesthetic) for how it words, as you (consider)(digital) this product (think)(digital) about what (touches you or gives you the feel)(kinesthetic) so that the idea (sounds good)(auditory) to you and you can (picture)(visual) yourself holding the new super widget.    

 

[youtube]http://www.youtube.com/watch?v=6Mdyo4ei-Oc[/youtube]

 

NLP example of how to sell more:

The above example was looped so that there was not only one cross section of how people learn and feel but two, one forward and one back. Now you can use the NLP cues in any prder that you want just remember to paint the picture for you client and or buyer so that they can see what you have to offer, what you have to say about your product, how to get take it so that the product sits well with them so they can get a sense of what you do. Getting people involved mentally makes it easier to persuade them.

 

Learn to persuade others like it is a science:

Influence strategies when taught correctly can greatly increase your sales skills or even help you learn how to negotiate better. Learn from the best source right here.

 

As always I would like to thank you in advance for your comments and or questions about how to use NLP as a strategy to persuade others better.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 Persuasion expert Scott Sylvan Bell shares: How to sell more using NLP strategies: Video credit

How to sell more avoid these sales mistakes

 

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

 

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

 

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

 

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

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

Common sales mistakes from training

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

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

 

How to make sales and persuasion training work for you

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

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

 

How to sell more with a journal

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

 

How to sell more by implementing what you have learned

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

 

How to sell by knowing what to use

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

 

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

 

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

 

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

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

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

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

Persuasion of mental real estate

[youtube]http://www.youtube.com/watch?v=hNEmb0E1SwA[/youtube]

Persuasion through action: Experts in persuasion understand the Law of mental real estate and how it is used for the purposes of persuasion.

 

If you were to break up the spaces in the brain like a parking garage you would find that some beliefs and thoughts would take up more spaces than other thoughts.

 

When it comes to you holding some of that space in the brains parking garage or mental real estate you will have to do things that some would consider abnormal.

 

In a sense you are branding something  and that something is you…

 

How much mental real estate do you take up in your significant others mind?

 

How easy is it for you to persuade that man or woman because of the amount of mental real estate that they hold?

 

Now think about clients that you are working on…

 

How much mental real estate of theirs do you hold?

 

….and how much compliance do they give you?

 

Ah that is a good question..

 

But the better answer is the more mental real estate that you hold in a man or woman’s mind the easier it is to persuade them over time.

 

For you to be an expert in persuasion you will have to master the art of gaining mental real estate.

 

How to gain mental real estate and become a persuasion expert

One way that you can learn how to gain mental real estate or hold thoughts in a man or woman’s mind is to do things that are out of the ordinary that hold their thoughts.

 

Now these things that you will do are out of the ordinary but not crazy or stalkerish in anyway.

 

The idea of sending someone something in the mail that would grab their attention may be a good idea and in some instances it may be a bad one also.

 

There are a few things that you can send in the mail to hold mental real estate in a man or woman’s mind:

  • Coffee
  • Magazine articles
  • Chocolate
  • Cigars

 

The truth of the matter is you can send just about anything to the person that you are trying to gain mental real estate with.

 

Mental real estate and how to gain it

Now the whole goal of mental real estate is to hold a spot in the man or woman’s mind for a good reason.

 

Now the act of gaining attention of the man or woman can be done with a simple act like sending a hand written thank you card after meeting them at a conference and exchanging business cards. The idea is that you do something that grabs attention.

 

Expert of persuasion and video for mental real estate?

One of the best ways to gain some mental real estate is by sending something from a unique location.

 

Sure you can send the item or letter from a location near home but when you send something from a location that makes the person try to remember who you are and why there is a package coming from that location it builds a sense of mystery and that mystery helps build your mental real estate.

 

Send the item from a cool place when you are on vacation and your mental real estate increases.

 

Now in order to be a true expert at the game of persuasion you will really have to think ahead of time instead of thinking in the short term.

 

The idea is to send your item far before it is needed for you to have it do anything for you.

 

Mental real estate works the best when it is used 6 – 12 months before it is needed.

 

Just send your object with no hopes of ever hearing about it from the person you sent it to. If the person does thank you for the item just accept their” thank you” graciously and move on.

 

6 – 12 months later you would then strike up a conversation and ask for the item that you want or the interview and you will have a better chance of being heard.

 

In order to make the mental real estate program work the best for you there will have to be some research on your part to be done to learn about the interests of the man or the woman that you want to increase your persuasion with. Find out things that they like, pack a few of them up with a card with some sort of note that can say “thanks for inspiring me” or something else that is flattering but not over the top.

 

Make it simple and hand written …

 

And wait.

 

Mental real estate done the right way to be an expert of persuasion

When you have done the tasks necessary to gain the mental real estate for use later on down the road your requests will be met.

 

You may even find that the person who you have decided to work with has a rapport or bond with you before you sit down with them or talk to them on the phone.

 

Just not in some instances this pre thought out persuasive action may not do a thing for you. Just know that in the future it will reap some sort of benefit with another person.

 

So it didn’t work…

 

So what replicate it again.

So you don’t have  use ton of money to make your persuasion to happen….

 

Just send a hand written thank you card with a note in it that is simple but flattering.

 

You don’t have to go overboard or be super elaborate, just be memorable.  If you are using email think way ahead and plan out your thoughts or questions. This persuasion strategy isn’t something that is done spur of the moment, it is done with an end game in mind.

 

Just remember to make the item relevant and simple to the man or woman that you are working on persuading.

 

Expert of persuasion and influence? If that is something that you would like to be check this out and you will find how to persuade better.

 

I would like to thank you in advance for your comments and or questions about persuasion and mental real estate.

 

Now go implement!

 

Scott Sylvan Bell

 

Video credit: Persuasion of mental real estate – Persuasion expert Scott Sylvan Bell

 

 

How to sell more: A persuasive sales training lesson

How to sell: Working with salespeople every day on their persuasive selling skills leads to some powerful observations on how to sell more and what not to do on a sales call.

 

Many times salespeople use preset or canned presentations and it may include a presentation book or a book to do a quick overview for the potential client.

 

What if there were very specific things that were done in just about every case of sales failure? Some of these items can lead to a sales slump while some can lead to sales success.

 

Avoid sales failure with persuasive sales techniques
Persuasive selling presentations can be made better

 

If you use a preset presentation book as a persuasive selling technique it is important to know:

  • ·         The material in your overview or presentation book
  • ·         What each page means and how it can help
  • ·         What pages to use or to leave out

 

Notice in the list it does not include all of the words that need to be said.

 

When a salesperson hits a sales slump or is on the verge of sales failure a few things consistently happen or are a cause of the sales issues

 

  1. 1.      They shorten the presentation to get to the end in the hopes that they would be able to get to the agreement faster.
  2. 2.      They do not fully understand what the common issues or objections they their potential client base has and they do not answer the needs of the person that they are with.
  3. 3.      Lastly the salesperson looks at each call too much like a chess game where they always have to be maneuvering.

 

For people to learn how to sell more or better many times it is a case of getting back to the fundamentals or basics along with actually helping the person that you are with instead of trying to tell the future and having the perfectly worded presentation?

 

This is the point where salespeople stop having fun and forget to smile or use monotone voices so that they can show just how boring that they can be.

 

In other words remember to help out the person that you are with, remember to have some fun while you are out on the road or while people come and visit you. As a huge reminder remember, that you will give the same information over and over again many times in the same day and it is not the fault of the new potential client that they were not around and hour before to see the same question answered for someone else.

 

Increasing your sales needs a systematic step by step approach that is no nonsense.

 

Here are a few steps that you can take right now to help increase your sales, take out your sales presentation or information overview:

  • ·         Write down the purpose for each page and what question that is answered for the buyer, or objection that may be taken away
  • ·         Write down as many questions per page that you can ask the person or the people that you meet with
  • ·         Write down any objections that you may have on each page or segment of the process

 

Learn how to sell more and beat sales rejection
How to sell more and easy to follow sales lesson

 

If you do not know the answers to these questions this is a great starting point for you to get involved. It may not be that you do not have cool persuasive techniques or abilities it may very well be that you do not know your sales presentation.  

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:Word Failed With Two Business Hand by arztsamui, Hand With Failure Sign by aopsan

How to sell more with the “law of price equalization”

How to sell: Many times buyers put the squeeze on salespeople because they think that they are doing their job and saving themselves some money.

 

Let’s introduce you to…..

 

Law of price equalization – All things aside no matter how much you look for a product and what you pay for that product it will end up costing the same as a similar product or service that costs more.

 

Now this law may not fall under the category of covert hypnosis but it does go hand in hand with persuasive selling skills and abilities.

 

So you are a skeptic and that is perfectly ok and normal.

 

Do some quick math here.

 

You buy a widget for $10 that was built correctly and will last for 5 years.

 

You are able to find another “similar” widget for 7 dollars but it was made to last 4 years and is made with lesser quality products and has a higher failure rate.

 

Off the top of your head what one do your buy?

 

Well your own answer may change.

 

Depending on what order you looked at the two widgets may actually determine what one you buy.

 

This Law of purchasing justification is what all sales processes are built around.

 

The law of purchasing justification happens when a person or group looks at a product or service and decides that one option is better than another based upon pricing, features and benefits.

 

Within this rule it is almost impossible to compare products or services.   

 

Some people would pick the widget for $7 while others would pick the one for $10; so what one is the better option?

 

The $10 widget is the one that would work and meets the criteria and will last

 

The $7 widget will work but will need to be fixed more often plus you took the extra time to go “shopping” to find that product and the intangible here is how much is any unit of your time worth.

 

Many time consumers get caught up in all sorts of research to determine what option, service or product that will work better for them. In the meantime the consumer who bought the $10 widget can get on with their life and know that the widget will last.

 

Many times consumers who get caught up in finding the “best deal” cut quality of products or sacrifice service to make up the difference of a few dollars only to have to pay more in the long run.

 

One of the biggest lies to ever come out of a college classroom is the saying of the “Lowest cost with best quality” these two options are direct opposites of each other. It is not possible to have the best quality and the lowest price ever. This is a case of either or but not both of the options. Something had to be sacrificed in order to get the cost lower and that means that the “best quality” is out. The saying should be medium product with and even price is what you are going to get.

 

You can usually tell how long a company is going to last by the words that are advertised in their marketing:

  • ·         Affordable
  • ·         Discount
  • ·         Low cost
  • ·         ‘highest quality and lowest cost”
  • ·         Best value

 

These are normal signs that a company is in trouble and will have to make changes in the future and will either close or will force themselves to raise their prices or use a discount product.

 

Ok so you are right the largest retailer does advertise something similar but they are not the lowest cost on all products. They make up the difference in other products or services so they do not always have the lowest price unless you go to the competition and get the price and then come back and prove it.

 

This “time and effort” would eventually take up whatever cost saving time was spent in order to purchase the product or service.

 

Now there are a few places where the Law of price equalization would not work for some people. If you needed a car and you were going to buy a new one this law would not work if you were to compare a 458 Ferrari to a Chevrolet Malibu. Yes they both will get you were you need to go but they both were built for different purposes. So in an event of different purposes this rule does not work.

 

Many times you will find insurance companies advertise lower rates but in order to get those rates they must raise the cost of deductibles. By the time that you pay for the deductibles you may end up paying more but some people are willing to take that risk and then justify why they did what they decided to do.  

 

The Law of price equalization works more into your favor as most products are made from less companies or competitors. In many instances most products are made from the same exact parts in 3 or 4 plants with multiple brand names with different prices even though they are the exact same product.    

 

The last part of this law is that when a lessor quality product or service is used that product or service that is less will eventually cost more over time when the better quality service or product could be substituted.

 

By taking the time to evaluate what the better product or price is you may find yourself spinning your wheels where you could have gotten on with your life.

 

Persuasive selling skills and techniques may help you sell more over time and increase sales percentages. Knowing how to explain how to save your clients time or energy may be your best ally instead of fighting over price.

 

Explaining the law of price equalization does take some practice with role play before trying to explain this to a potential client.

 

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

 

Now go implement!

 

Scott Sylvan Bell

How to sell more by making people laugh

 

Learn how to sell more with humor
Having fun with a client can be a persusaive selling technique

How to sell: many times salespeople forget that they have a few things to do on their sales call and appointments. There could be a whole huge checklist of persuasive selling techniques to help influence others to their way of thinking to make more sales.

 

Sometimes the seriousness in the sales appointment makes the call in itself unbearable and lead to potetnial clients saying “no” or “I wanna think about it”. Making sure that the potential client or the people that are receiving your sales orientation or sales presentation are having a good time actually gives you a larger chance of closing the sale.

 

Just think back for a moment the last time that you have to buy a large ticket item and where you did not want to?

  • ·         Where you stressed out about it?
  • ·         Did you really want to purchase the item?
  • ·         Did the thought of sitting through a long appointment appeal to you in any way?
  • ·         Was it tough to choose brand or manufacturer?
  • ·         Did you want to have to worry if some salesperson was going to be called in to close on you, or even worse yet that they were going to be boring?

 

None of the previous specified items above sound like any fun, in fact many times potential clients or buyers will put off decisions just because they are scared about all of those reasons and then some. Those items could fall somewhere between going to the DMV or getting a root canal.

 

Increase your sales by having some fun with your cleints
Persuasive selling skills include having some fun!

 

Your new sales job if you choose to accept it is to make sure that the person or the people that you sit with have a good time and you make the appointment or the call as easy as possible for them.

 

Yes this sounds ridiculously easy, and yes it may be more work than it sounds like. When you go to those big adventure fun parks where a 16 oz. soda is 8 bucks, do you flinch or do you just say it’s part of the fun?

 

If it’s part of the fun, spending money is not only easy but it is fast.

 

Most people know that when they buy something it is going to cost them more than what they thought, they just dread the long boring presentation or sales overview and want it to end. This quick appointment is what leads them to go with your cheaper competitor because their attention span is short. Ok well that isn’t the only reason that they go with price alone, but that is for another day.

 

Getting the potential clients to laugh or have a good time with you does do some work in changing their emotional or physical state. It has been said that happy people are more optimistic and easier to sell and that is because they are not thinking of all of the bad things in fact they are thinking about all of the good things or how you remind them of a friend or relative. If you find yourself in this boat you can only lose the sale by being dumb. If they compare you to someone that they like you might as well be that person to them and they will just hand over money to you.

 

Persuasive sales abilities or techniques do not always include memorizing questions or stories sometimes they are as simple as making someone laugh.

 

 

There is a dark side or dangerous aspect of having some humor in a sales call and that is:

  • ·         Not all humor translates well to others
  • ·         Stay away from topics that could get you in trouble
  • ·         If you are too goofy the person or people will not trust you no matter how persuasive that you are, your will lose the abiltiy to persuade 

 

Just remember that influencing others does take some time and effort. Learning how other people think is a good ability to have along with being able to make people laugh when appropriate. Sales failure comes from you as a persuader or influencer not knowing the keys to get into someone’s mind and not having them say “I wanna think about it”.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit: Woman Covers Mouth With Hand by Ambro, Ferris Wheel Night by Photography by BJWOK