The persuasion paradox

Expert persuasion advice: Persuasion experts can teach you many things that can help improve your life and or your sales career. Knowing what works and does not work or is not effective while persuading others happens when you live what you have learned.

 

Its applied knowledge that helps…

 

All too often salespeople who are learning to persuade take things too far and end up costing the outcome of the event and they lose.

 

When too many principals of persuasion are combined the person who they are used on can feel that something is wrong but they don’t quite know why.

 

New sales people live through the persuaders paradox and what that really means is that with all of the techniques and strategies that they have as tools that they can use it may not be clear to them the time when to introduce them or how many to use.

 

The persuaders paradox is not knowing what strategy or tactic to use or it may even be that what they have learned is not adapted to what they are persuading for. In essence either the sales person uses too much of their persuasive material or they do not use it the right way. It may very well be that they do both by using too much combined with not adapting it.

 

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

 

Persuasion experts understand timing

Give a rookie persuader enough time out in the field and they will develop a sense of timing for what needs to be said or even the questions that need to be asked and they also know when to do so.

 

Sometimes it isn’t even about saying something it’s about knowing when to ignore a statement or even knowing when to be quiet. Silence may be one of the best persuasion tools that the experts use because it allows the mind of the perspective client to catch up or the silence puts weight on them to answer a question.

 

New or rookie persuaders have a tough time knowing what technique or strategy to introduce and they may use something out of order and then confuse the potential client. The new persuader also has a difficult time keeping their mouth shut and knowing when to be quiet.  

 

Persuasion experts expose common mistakes

There is a time to be an overachiever and there is a time to not be one. Now for some people when they are in the learning stages of persuasion they read every book , listen to every cd, attend persuasion seminars, watch dvd’s on influence. Now it’s a cool thing to learn as much as possible but there is also a point where there is too much confusion on how what they have learned works in the real world.

 

Rolling out a persuasion strategy and or tactic may not look like what was taught by the coach or the expert persuader, it may take some modifications and some massaging to make it effective for the industry or the type of client that the salesperson or the persuader is in.  

 

Now this is where role play comes in. You would want to decide what strategy or tactic that you would use to deal with a given set of circumstances. The best way to work these issues out is to video tape them and no matter how painful it is to watch take notes and determine what you think would work and what you think would not.

 

The more that you just freestyle and relax while you role play persuasion techniques and strategies the more of what you are doing will be effective. This is the best point to let your creative juices flow. There is no wrong answer, if you feel like something is working just go with it. If you feel like something is not working keep going until you feel like you get traction and are moving in a positive direction.

 

Your videotaped session will rewarding no matter how good or bad you may have thought that you were. Many times some of the best ideas for implementation will come from the biggest train wrecks while presenting. This type of role play gets easier over time and after a while may get addictive.

 

Persuaders paradox unwrapped:

The more that you make the persuasion patterns your own the easier they are to use in real life. Role play will not be enough you will have to use what you have come up with out in the field. There are two ways to go about this:

  1. 1.      Implement everything – this is a surefire recipe for disaster
  2. 2.      Implement slowly – When you start with just one idea you will know when to use it and how it works. Best of all you have the chance to learn how to time it instead of having too much material.

 

Be patient as you learn to expertly persuade others as it is a skill that is not something you “get” overnight.

 

Learning how to persuade others can be fun and informative but you must learn the basics first:

 

As Always I would like to thank you in advance for your comments and or questions about the persuaders paradox.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains the persuasion paradox: 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

Persuasion expert skill of greeting

Persuasive selling skills: One of the most persuasive actions that a person can take when dealing with others is to be polite. In many instances difficult buyers may be very demanding thinking that will be the way to be overtly persuasive but that is the exact opposite of what will help them get what they want.

 

Yes a may sound simple to be a persuasive genius just by being polite but it does help more than you would imagine.

 

If you were having to help someone through a difficult situation whether personal or business would you be willing to help a person who is difficult the same amount for a person who is calm and rational but firm?

 

Now there are ways where you can play into this persuasive selling skill covertly and the powers can help you in the long run.

 

Being polite to others cause the person who is helping you to mostly be polite back. So you also ask how does that help you make more sales just rom being polite?

 

[youtube]http://www.youtube.com/watch?v=trieRPPko38[/youtube]

 

The answer lies in mental real estate + being polite.

 

Persuasive selling skill the introduction

A persuasive selling skill in action: When was the last time that someone how are you? This question happens millions of time a day.

 

And your response was fine, ok, doing good or any other response that you can give.

 

But what if there was a more persuasive way to answer that question that gets the other person to give you a little more attention would it be worth knowing.

 

Now in order for this persuasive selling skill and technique to work you will have to use some of the laws of English for your benefit.

 

The correct answer for “How are you doing”? is “well, thank you very much, and how have you been”?

 

Now this may not sound like a formula to make more sales covertly or even take over the world but there is something to this answer that gets people to pay attention to what you are about to say.

 

Ok, so you may not believe this but you will not get a persuasive sales technique homework assignment that will cost you nothing but benefit you greatly.

 

Persuasive selling skills assignment

The next time that you are in line you can practice this persuasive selling skills technique. You must pay attention to how the clerk or salesperson has treated and talked to the person in front of you while you were in line.

 

You will listen for the responses that are given when the clerk or salesperson asks “how are you”? This new information will allow you to see what you can do just by changing a few words.

 

When it is your time up at the counter or with the salesperson you response to the question “How are you”? is now to say “I am doing quite well today and how have you been”?

 

So this does not sound very earth shattering when it comes to asking a question but please do not discount the power of intentional subtle influence (ISI) when it comes to your ability to persuade.

 

If you have watched enough people answer you to “I am doing quite well” just by itself you will find that they answer you back using proper English for the most part by answering you the same exact way.

 

You may also notice that the person that you are dealing with may stand up straighter and deliver their answer with more emphasis than their conversation with you previously.

 

Persuasive selling skills expertly executed

Absolutely crazy that they will answer you back in a way that they have not been answering people all day long and chances are that when you walk away they will not answer the question the same exact way at all until someone else answers “quite well thank you very much”.

 

Now there is a second part to this that you may not have caught and that is to ask the person “How have you been”?

 

Your best bet is to just say it with confidence just like it was part of your everyday conversation. The more that you put emphasis on “how have you been”? the more that the question does not work for you it will eventually work against you.

 

Persuasive selling skill – The law of conditioned response

This one question holds more power than what you would guess or figure for a few reasons. First you must think about the Law of conditioned response. This law states then when you use the same language of a friend or relative in a relationship a stranger will do the same. In essence this reaction is a shortcut into the backdoor of their brain for trust and relationships.

 

When you ask someone “How have you been”? it implies that you have met the person before, they are a friend or they are a relative.

 

So how does this help you expertly persuade others?

 

Great question and it is perfectly normal for you to think that and a very smart one by the way…

 

When you wire your persuasive message in a way where you can break down some barriers without having to do some work you are in a position to win a little easier.

 

Just travel down this path for a second you meet with someone that you want to be able to expertly persuade but they have met with other salespeople or consultants who may have caused them to build up a resistance to your message without even meeting you.

 

You enter into the meeting and ask the person who has all of the control and the money that you want in their pocket and you must expertly persuade them to get it from them “How have you been”? Their brain now has to search to determine if you have met before. You are taking advantage of a lazy brain because it is easier for the brain of the man or woman who you are meeting to say “We have met somewhere but I am embarrassed to ask where, but I know we have met and I know I should remember so now I am going to have to try and figure all of this out before he realizes that I have no clue who he or she is”.

 

This brain hack takes the pressure off of you to give some information to the buyer or potential client and give you a persuasive sales skills that allows you to be an expert a maneuvering around some built up animosity towards sales people.

 

Persuasive sales skills that can go bad

Now it does take some time to learn how to use this persuasive sales skill. There are also people who this expert tactic will not work on and they may catch onto what you are doing but chances are they will not. In many instances this technique will not work well with more than one possibly two people so groups of people are out because you cannot ask them this question individually. You will also have to play with the timing of how you ask this question as to get it right.

 

Persuasive sales skills that can go right

You can learn how to persuade like an expert but you will have to put some effort into what you are doing from here on out. Expert persuaders know that the tactics and strategies must be done in conjunction of proper body language and enunciation for the words that are used.

 

When asking people “How have you been”? first just watch to see how people react out in a store where there is no real downside for you or in other words no harm that can come from your message. After 50- 100 attempts work this message into your sales calls. Since you really want to have success in what you do you will take the time when out shopping to use the question of “how have you been” to your advantage.    

 

Persuasive selling skill transformed

The words that you use may or may not have great weight to them when you use them. Your inflection counts, your body language counts and your overall interaction with your potential client counts and now just for fun add in your personality.

 

One of the biggest challenges that salespeople face in the persuasion process is that they become experts at their script but forget to add in their own personality. Remember that in order to persuade effectively your personality must be present.

 

Persuasive selling techniques and skills, how to learn more

Learn how to persuade others with expert abilities and confidence, your best source to learn persuasive selling skills and techniques can be done here

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

:Photo credit for Persuasion expert skill of greeting

How to sell more using easy persuasive questions

How to sell more: Many times the most basic steps in the sales process are missed and that is what caused the sale be lost. Yes it is as easy and simple as the basics. You were probably hoping that the issue would be difficult.

 

The sales rejection did not happen because the salesperson didn’t know the crazy close technique that was taught by the last sales trainer that showed up last month, it wasn’t because the salesperson didn’t have enough glossy beautiful presentation material… nope.

 

Most sales are lost because the basics sales fundamentals are not followed consistently.

 

Now one of the things that kids do very well is mimicking the sibling or friend that they want to annoy. If you use this next sales tip the wrong way you will get the same exact effect and you will still get told no. Used correctly you can get your potential client to open up to you and then answer questions so that you can know what to do to help them.

 

Persuasive selling skills building blocks
How to sell more by building your sales techniques

 

One of the basic sales techniques that you can use is to rephrase what the person is asking you in a way that shows that you are listening but also shows respect. Now this can also be used when rephrasing a question. A few examples would be:

  • ·         Just to make sure that we are on the same page here is what I understand that you are asking me is….?
  • ·         What you are looking for in this widget is to have it the special gadget…..?
  • ·         If I understand you correctly you have had these issues with your current situation….?
  • ·         You say that this feature of the widget is important to you because it will help you…..?

 

Yes you are correct this is not earth shattering news nor is it some new persuasive selling skill or technique from a world renown influence expert who charged millions of dollars to get. What this sales techniques or strategy is essentially is a good way to keep talking and moving forward while clarifying the whole way through that you and your potential client are on the same page.

 

There is a sales hazard just like with any sales technique and that is either using the questions too much or without not enough variation. If it seems like a sales tactic then there is extra resistance built into the call on the part of the potential buyer.

 

You will have to practice using this persuasive selling technique because when it is done wrong it will cost you.

 

It is better to make sure that you have designed or found something that will work for the person or the people that you are with before you roll your idea and or pricing out only to find out what you spent your time on was not what the person or the group was looking for.

 

 

Selling technique strategies for increasing sales
Fundamental sales skills and abiltties include basic questioing asking

 

Taking the time to learn how to communicate better through the sales process is what will make you a better salesperson before going and spending a ton of money on all sorts of scientifically proven ways from a sales guru. You must master all of the basics before you try the advanced stuff.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Toys 3D by Idea go, Arrange Bricks by renjith krishnan

How to sell more: Deal with confusion and make more sales

How to sell more: Selling is a tricky sport sort of speak. There are so many things that can go right and then again there are so many things that can go wrong.

 

Sales success or sales failure is only split between from just the right statement or question can quickly turn into a scramble to save the sell.

 

It doesn’t matter what you have learned, how many influence boot camps that you have taken, the persuasive selling skills or techniques that you have learned if you there is confusion at the end of the sale the answer will be no or possibly “I wanna think about it”.

 

Now this statement may sound as if anyone who is in sales should understand from their first day of presenting or even walking out of a sales class but the truth of the matter is almost every salesperson loses sales every week because the potential client has confusion and the sale is lost.

 

You must do a few things so that the confusion issue does not happen.

  • ·         Find out exactly what the other person or group is looking for early
  • ·         Ask very specific questions to determine what you can do or not do
  • ·         Confirm the budget or if needed price condition the potential buyer or buyers
  • ·         Get a commitment to move forward if you can meet the requirements of what the person or group is looking for.

 

To make sure that there are no unanswered questions or issues you will have to flat out ask the question “Is there anything that has been left out up until this point” or something similar.  Now is not the time to beat around the bush.

 

There are times to play nice in sales and then there are times where you are going to have to lay the smack down.

 

There is a cost for you to being there at the sales call, You have acquired a specific set of skills along with learning as much about your service or product as possible and that all have a value also.

 

Many times sales people feel that they are being too forceful if they ask the difficult questions about what the potential client or buyer is looking for. Why would you not get down to business and get to the specifics?

 

To get to the point and not have to deal with confusion at the end is what will determine whether you make the sell or not.

 

Learning how to increase your sales is worth the effort but there are very specific things you must do including making sure that there is no confusion through the sales process.

  • ·         Your script must be precise
  • ·         Your questions must be to the point and yes you do have to ask the tough questions with no fear
  • ·         Deal with any hesitation or lack of commitment head on with the potential client or buyer
  • ·         Decide now that you will not be treated bad by any buyer period

 

To be great at sales you will have to deal with many situations good and bad but you must deal with any type of confusion or questions fast in order to sell the job.

 

As simple as it sounds it is definitely an issue that must be ferreted out and secured.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

 

How to sell more using the laws of persuasion

How to sell more using persuasion: In the world of persuasion and influence there are many things that you can do to show your ability to persuade but none may be as important as something that you have created and other people use.

 

 

Persuasion expert Scott Sylvan Bell explains the laws of persusion
Persuasion and how to learn the laws of persuading

Think for a second how people may take some information that you have built and then use it in a way where you get credit for it most of the time.

  • ·         A book
  • ·         An article
  • ·         Some outtakes from a speech
  • ·         A noteworthy opinion  or belief

 

The last one is probably the one that is focused on the least probably because it is not thought of very often.

 

If you were to go to a physics class one of the first things you would learn would probably be Newton’s 3 laws.  

 

If you were to take more physics classes you would learn about Albert Einstein’s Theory of relativity.

 

So how does this help you learn how to persuade or influence others in the long run?

 

It is important for you to have your own Laws and Theories in your industry that at some point may get referenced and help you with some notoriety.

 

Take for example the Law of price equalization or even the law of purchasing justification. The first place you would see either of those 2 laws would be on Scottbellconsultant.com and nowhere else.

 

So how does the law given on this specific website ever make it to the mainstream? Your answer would include effort and imagination.

Persuade like an expert

First: You would have to take the time and have a well thought out theory that makes sense to the people in your industry or group.

 

Second: You must take the time to put up some sort of consistent information so that you can be found and that search engines find you for whatever you niche may be. If your niche was sales training or teaching persuasion either the law of purchasing justification or the law of price equalization would fit.

 

Third: You would have to write an article that would explain your point and help people understand why it is a justified position pointing out both the good and the bad that comes from the law.  

 

Fourth: Now you need traffic or to let the information sit so that someone finds it when searching for more information.

 

Now just because you devise a law for your beliefs does not mean that you will get interviews all over the place or people to buy you dinner in public all’s it is for you is a place marker where someone can give you credit in the footnotes somewhere and that justifies your position as an expert.

 Persuasion expert ideas for strategies

This act or persuasion is done as a chess move for the future not for fame and fortune today if that is the case stop now whatever you are doing for the most part is not that groundbreaking so that people will instantly follow you.

 

In essence your theory or law is for someone to find later on down the road and get so interested that they call you or want you to be on a show so that once again you get to be the persuasive expert. Yes it is a talking point.

 

So how would this work for another subject?

 

How about a nonverbal communication example? Take the term “Bell bubble” or “Lobster claw hand deception” either one of those names would be used to get people to talk about a unique name and then question what the heck does it mean? Your job is to get an expert in that field to use your term and give it validity.

 

Your goal is to get people to type your laws name into Google at some point and have it auto compile. If someone is typing your law into Google you will have to produce plenty of places where it can be found and explained fully.

 Expert persuasion idea – Mental real estate

Another example may be “mental real estate” where as you as a persuader want to hold as much ground in someone’s mind that it is essentially real estate in the brain or that they think of you when your industry product or service is talked about. In this example the blog on the website could be considered mental real estate if you think that the information here is valuable so that you pass it on to a friend when they ask about sales resources or information on influence.

 

Persuasion expert Scott Sylvan Bell shows you how to sell more and be more persuasive
Expert persuasive selling skills to influence others to be more effective

 

Just like any other task or persuasive selling skill or technique this action takes time for you to implement and you will have to follow a blueprint of sorts to make it work. Just coming up with a law or theory is not persuasive without plenty of other data to back it up.

 

 Influencing others or becoming an influencer takes time, effort and consistency. Your ability to grow your mental real estate in your industry isn’t going to happen overnight and there will be some things that you will have to give up to get to a point where you are recognized.

 

Your hard work will mean that while your friends go out you work on articles, videos, reviews on books or products and possibly even speeches. Your benefit doesn’t happen *right now* it happens over time and is a chess move for the future.

 

As always I would like to thank you in advance for your comments and or questions about using the laws of persuasion to infleunce others and learn how to sell more.

 

Now go implement!

 

Scott Sylvan Bell

 

Court Icons by digitalart,Announcement by sheelamohan :Photo credits for How to sell more using the laws of persuasion

Persuasion expert Scott Sylvan Bell  

How to sell: Learn to walk away from potential clients

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

 

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

 

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

 

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

 

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

 

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

 

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

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

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

How to sell: know your persuasive skills

How to sell: Sometimes you just don’t get it, even if you are the best with persuasive selling skills or abilities

 

In business or sales you may have:

  • ·         The best product
  • ·         The best service
  • ·         The best reputation
  • ·         The best warranties and guaranties
  • ·         The best installers
  • ·         The best delivery
  • ·         The best persuasive selling skills
  • ·         The best non-verbal skills
  • ·         Know how to read minds
  • ·         The best closing skills

 

There is sometimes where you are the best and work for the best and still you lose. This is perfectly fine and normal for any salesperson. There is no way for you to win every job. There will also be times where you have to deal with hack job companies or services that will say whatever possible to get the job even if they lie. Sometimes you will even do everything right and still get played by a potential client who is just using you and your information as a pawn or gambit to get a better price.

 

It is important for you to know how good you are and to be able to walk away from a loss knowing you will get the next sale.

 

You may even get cancellations after you have done all of your hard work and this can be for many reasons. Yes this means you don’t get paid and the other guy does.

 

Once again it is important for you to know that this is normal and is part of business.

 

The next guy lies about you, he thrashes your product or service and then he lies about you more. It hurts, it sucks and then you know you have the ability to sell and persuade better and that you don’t have to resort to the same tactics.

 

It sucks to lose sales when you know what you have to offer. It sucks even more when you lose to dirty tactics especially when you do things right.

 

Your job is to make notes after every call of what you did right, what you did wrong or how you would change your process and lastly what you learned from your call. Focus on what you did right and not on what you did wrong. You will notice from your sales journal that you win more than when you lose and you will have something to look at when sales are not going well.

 

Many times you win, sometimes you lose in sales. Sometimes you can lose really big and it hurts.

 

What will really cause you to lose is when you switch over to the dark side of sales and decide to use the same type of underhanded sales tactics to increase your sales.

 

It may be tempting to do the wrong thing to get that next sale. It may be very tempting to do the wrong thing to get the paycheck or to meet the numbers for the next time period.

 

There is a disadvantage to the dark side of sales:

 

You will always get caught with your hand in the cookie jar at the wrong moment, and that is the time where the television crew jumps out with the well-known guy who puts your face on the news. Sure that may not happen in your industry, but what if it could?

 

Persuasive selling skills and techniques can only take you so far and then you need to know in your gut and in your head you are good enough to get back up and sell again.

 

For you to learn how to sell more or keep your sales up know that everything that happens in your industry happens in other industries. The grass may be greener on the other side and it all tastes the same.

 

Just remember to do the right thing even if you know you may lose in the short term.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell more: Just change one thing

How to sell more: Persuasive sales skills can only take you so far then talent and planning have to be utilized.

 

Many times sales people who are on the verge of being great get caught up in many issues but one that creates more challenges than any and stops them flat in their tracks can be stopped.

 

Over time everything changes: products, codes, laws, buyers, businesses and even management. It seems that sales people who excel the most are those that not only can accept the changes that are made but can also adapt to what has changed quickly.

 

It is easy to get caught up in the way that things once were looking back over the shoulder of time. It’s comforting sometimes to be able to look backwards and revel in accomplishments. It’s easy to complain about how things have become. It’s easy to wish things had not changed and get caught up in the negativity.

 

When it comes to learning how to sell more it’s the difficult path that makes you better as a sales person. This takes some planning and concentration, but many mediocre sales people would rather watch reruns than work harder because it is easy.

 

It doesn’t matter what industry you are in or what you sell things will always change. By looking forward and embracing the future challenges you have the ability to set what you need in motion when needed. This future planning is skipped out on many times and when change happens salespeople are not prepared in what to do next. Learning persuasive sales skills is a life long even and so is knowing how change can help or hurt you.

 

Many times salespeople also get caught up in where they work. Yes the grass may be greener on the other side of the pasture but that trip sometimes needs to be taken. This of course is uncomfortable and unknown but in order to get better at sales this may be the opportunity that needs to be embraced.

 

A few ways to accept or even plan for change would be:

  • ·         Look into laws or rules that may affect your industry in the short and long term.
  • ·         Look for the ways that your industry or service may change in the future what products or services may be added or removed.
  • ·         Look how technology may cause you to lose clients.
  • ·         Look how technology can help you gain clients through easier searching or services.
  • ·         Look for weaknesses that your competition or future competition may take advantage of loopholes.

Being on top of what is in the future takes away some of the weight of what happens as it happens. Will everything that you prepare for occur? No and that is a great thing that all issues do not happen.

 

You may think that something like planning for change can take up too much time but if this is something you visit once an month for 30 – 45 minutes you can have some solid plans laid out for many different subjects. The best idea is to start with the ideas or changes that would most dramatically change the course of your industry or service.

 

Persuasive sales techniques are great to have but what happens when you don’t have a job or industry to use them in. Increasing your sales is hard work and there will be plenty of people along the way to tear you down. Just remember that you could have already put your plans in motion and would accept that change.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell: Persuasive sales training adventure

How to sell more with this sales tip
Persuasive sales skills taught here

How to sell more: sales training has come a long way compared to what was known and used in the 60’s. Even with all of the changes that have happened in the last few sales training still has some attention needed as for things that can actually help sales people improve their sales techniques and abilities. Some of the best skills to learn are persuasive selling techniques, but how do you teach them?
Now very many things that salespeople do will identify where they are having issues or determine where they may have sales failure. Most sales trainers do not know how to get their salespeople to perform better without the age old stuff that may or may not work. Some sales trainers still have a tough time getting past “I wanna think about it”.
To learn how to increase sales now does take some adventuresome thinking to get to a place where sales abilities can be improved.
The best thing for sales people to learn how to get better in any circumstance is to learn how to be uncomfortable. There are not very many effective ways to get this to happen where someone can watch and share with the salesperson what to do to get better until now.
This persuasive sales training technique can help you sell more
Learn how to sell more with the sales skill
Here is what you are going to need:
  • · A few brown lunch bags
  • · Some novelty items preferably something that is uncomfortable to talk about in public for most people
  • · A stopwatch
  • · Preferably a video camera.
When people are put under pressure their dominant traits come out. By using some sort of training where this is forced you will be able to identify just exactly where your salesperson has body language or nonverbal communication issues, how often they say um or ah, vocal patterns when nervous and even more than you could imagine. This sales training task does help all sorts of sales skills including persuasive sales abilities
This is the best way to set this up and it does work the best when some of the salespeople’s peers are in the room, in fact the more salespeople that there are the better that this works.
To set this up the right way, your job is to prepare more surprise bags than participants.
Get a volunteer who is willing to present in front of the room and let them choose from one of the bags without looking at what is inside.
You then give the participant 30 seconds to prepare an infomercial
Their job is to sell you on whatever product is in the bag with as much persuasive sales ability possible.
Now some ideas for this persuasive sales training event are: women’s underwear, novelty adult toys, random items from a store and even kids toys. A bit of advice is that the stranger the item is the better that this sales training even works because it really makes the salesperson uncomfortable and that is a great thing.
The more that the salesperson can be thrown off balance the more that they will expose their weaknesses. You will probably get a quite a few laughs out of the event but beyond the laughs you will get the best shot at being able to judge how the salesperson is in the field.
Lastly when you record this video and watch it back later on after everybody has performed
You will even be able to pick up more mistakes or challenges that the salesperson faces.
Once you identify where the salesperson can find some changes to create sales success you can then help them fine tune their sales skills.
In order to increase your salespersons persuasive selling abilities you will have to help them in ways that you probably have not thought of. Learning how to sell can be just as much fun as you want to make it.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Golden Gift Box by Master isolated images, Surprise Sale by scottchan