How to sell more learning from infomercials

Sales training and implementation: Many times sales people look to sales training to help them out and increase their sales.  There are times where a salesperson just needs to see another sales person do what they have learned:

 

For you to increase your ability to get more business you will have to change up some of your processes and look at things that you may not have considered before.

 

Sales training and infomercials: Of all of the places that you can learn how to sell more from some of them just may be free but you will have to stay up for a little late night adventure. While watching the infomercial there are a few things that you will want to watch out for:

  • ·         What order they present the information in
  • ·         How they package the message or frame the story
  • ·         How the interactions work out between those in the infomercial

 

[youtube]http://www.youtube.com/watch?v=bAOqsENbw1o[/youtube]

 

Sales training to learn how to sell more from an infomercial

As you watch a persuasive infomercial know and understand that the people who have scripted these shows understand the principals of persuasion and know how to get people to buy. You will want to watch the order that the information is presented in. You will see that they talk about a few items first.

  1. 1.      They reveal a pain that you didn’t know or feel that you had
  2. 2.      They aggravate the pain and make it worse
  3. 3.      The show the pain can be alleviated
  4. 4.      Show the product and how it was made
  5. 5.      Give an offer
  6. 6.      Stack the cool and make the offer cooler
  7. 7.      Take the order

 

Many times sales people forget that they have what looks like a commodity in the minds of the buyer, they say the same things as their competition and really just throw technical information.

 

Infomercials and sales training, how to package the message

When the producers set up the infomercial they know and understand how to make the story line flow. If there are people interacting the whole conversation is really cool and really easy. The people will seem like friends.

 

One of the best infomercials that does this really well is one of the first 30 minute sets for the magic bullet. In the series for this blender there are friends who get up in the morning and talk slightly about their hangovers from the night before. The interaction almost feels real and as a viewer it is really easy to get sucked in to what the conversation is because for the most part most people can relate.

If you can make your buyer or perspective client relate to the situation it will make it easier for them to take your recommendations of what to buy.

 

How to sell more, show them how they could use it

One of the things that the infomercials do is that they give plenty of examples of how the viewer can use the product and while some of the ideas that are presented may sound ridiculous it starts to set the stage that there is versatility and you as the buyer may start thinking to yourself “yes I really do need this product”.

 

This is where the infomercial gets the perspective client engaged with so many ideas.

 

Next up is the money…

 

How much would you expect to pay for this item… and the number is really high and you are thinking “there is no way I would pay this much for this product”

 

…and then they say well it would not be x amount, y amount or even z amount its this much money but it gets better we can separate it out into 3 easy payments of…

 

… and we can even rush ship it to you….

 

Once again you think who would want this rush shipped what am I missing out on.

 

Priming and selling more

When the infomercial starts raising the price on the object they are starting with a high umber so that when they say the lower number your brain says to itself “its really not that much compared to the super huge number that they used earlier” this number game helps prepare your mind for what you will really pay.

 

When the amount is broken down into smaller payments you get the effect once again.

 

The rush shipping is set up for social proof that other people want this product now no matter how strange it may be.

 

Then the added step…

 

If operators are busy please call back…

 

This is one more layer of social proof. It may very well be that there is only one person answering the phone calls.

How to sell more with infomercials and your products

Now you must take what you have learned about the infomercials and then implement the ideas into your industry or service.

 

One last item is stacking the cool. This is a term that Frank Kern uses to explain that you add more bonus items to the project or service to give the feeling of more…

 

…. Maybe an extended warranty

 

….. a few hours of coaching

 

….. an evaluation of a product or service

 

….. 6 months of help desk

 

People love free stuff just go somewhere where even junk items are being handed out and there will be a near riot to get the product that really has no value.

 

You job when stacking the cool is to give an item(s) away that is really cool.

 

Infomercials and making more money through sales:

Whatever infomercial that you watch to learn how to make more sales jot down some ideas as the show is going then go back later and figure out how to make the idea work for you. You may even want to have a brainstorming session with your sales team and watch the show together you may just come up with some new ideas of how to sell more product using some principals of persuasion that you have learned.

 

There are plenty of places to learn about persuasion, this CD set will give you the foundation of what you need to know when it comes to the Science of influence.

 

As Always I would like to thank you for your comments and or questions about How to sell more using infomercials:

 

 

Now go implement!

 

 

 

Scott Sylvan Bell

 

 

Persuasion expert Scott Sylvan Bell explains how to sell more using infomercials: Video credit

How to sell more includes others

 

Persusaive selling skills are not enough to get out of a sales slump
Increase your sales with knowing what to say

How to sell: Many times when sales people are in a slump there are things that suffer in the business sense.

 

As a salesperson you have to deal with so many things:

  • ·         Internal office issues
  • ·         Competition with a lower price
  • ·         Product issues
  • ·         Service issues
  • ·         Salespeople who don’t like you from your company
  • ·         Internal mental issues

 

One of the biggest issues that you do not think about in a sales slump or when you need to make more sales is the person that you are in a relationship with.

 

So many times you as a salesperson forget that your daily issues become your nightly issues and that there are many things that you take out on the person that loves you.

 

  • ·         You may come home cranky
  • ·         You can snap at your significant other
  • ·         You can ignore the person that loves you the most

 

 

Most of all you forget to thank the person that you have a relationship with. This may mean you forget to thank the other person for the small things that add up and become valuable. Even worse many times when sales people face devastation or sales issue they forget one of the smallest but most important things and that is to to just say “Thank you for all that you have done for me” or even “I love you”

 

There is a natural progression with sales failure and that is to take an internal position where salespeople do not want to talk to others or deal with being in public. This issue does transfer to the people or persons that you have close relationships with.

 

The issues at work create a tense situation at home and then in turn the situations follow you back to work.

 

It seems like small thing to mention to your significant other you care about them or that you love them but this first step is skipped so often and overlooked as a way to help you get back into the swing of things.

 

It is almost like you need an in case of emergency list that would include:

  1. 1.      Slow down the sales process
  2. 2.      As more questions that get you to closer to yes
  3. 3.      Close your mouth more often
  4. 4.      Explain to the person who helps you the most that you care about them and thank them for that help that they give you.

 

Getting out of a sales slump is not always the easiest thing to do nor is it usually fun but if you know what you have to do to increase your sales it does make it easier.

 

Increasing sales in a slump can come from your relationship
How to increase sales and beat a sales slump

 

Not always will persuasive selling skills or abilities help you learn how to increase your sales but it doesn’t always help you know what to do when sales have issues. Just remember the person that is your significant other and give them the praise and thanks that they deserve.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell more with persuasive expertise

How to sell: When it comes to persuasive sales skills or abilities there are few powerful things that have influence over you or your income. Many times these items are overlooked even though they are the building blocks of persuasive selling techniques. Even worse many times they are taught incorrectly and cause sales people harm because 60 year old sales strategies and tactics are used.

 

What worked 10 years ago in sales does not really work anymore without a ton of unneeded effort and frustration.

 

persuasive questions can help you sell more
Selling more with persuasive selling skills and techniques

 

The most powerful influencers of your income when it comes to sales:

  • ·         You ability to ask powerful questions
  • ·         Your ability to answer powerful questions
  • ·         Your ability to tell persuasive stories wrapped in facts

 

Many times weak salespeople do not understand that their lack of ability when it comes to asking questions hurt them. In most instances sales people think that they are asking powerful questions but in all realities they are asking all of the same questions that their competition is asking.

 

This means that a potential client is hearing the same thing from you as they are hearing from every other guy or girl that enters into the business or service. This is a bad sales formula where the potential client says “I wanna think about it” and then no sale is made. Even worse the salesperson in this situation has to discount in order to make the sale.

 

Now there are many circumstances where your potential client is using persuasive selling techniques or abilities against you. In instances where you are in a bid situation and the potential client sees salespeople all day long every day. This person has built up the ability to deal with sales people and has heard many “stories” and seen many selling techniques. This potential client for sure is going to have the ability to put a sales person in the corner with the questions that they can ask.

 

If you are meeting with a person who is not so savvy when it comes to buying may ask the same question of you that you have heard over and over and in this instances it is more of how you answer the question as if you had just heard it for the first time more than if it sounds like you have recited it 1000 times. Here is where you may want to make it seem as if the person is asking a powerful question to help along with the influence process.

 

Persuasive stories can help you sell more
Increase your sales with persuasive stories

 

Now lastly stories are where most salespeople slip up right behind question asking and answering. Most people cannot tell a story even though they think they can. Just for a second how many people do you know that can tell a good story? That’s right not many you more than likely can count on a few fingers the people who can get their point across without you or the audience falling asleep. Now throw in that they are trying to make the story funny and you defiantly have a sure loser.

 

The best stories are those that are planned out. The story should have a point and just be long enough to cover the subject.  This is where the facts also have to be planned out. In a sense this could be in the catagory as covert hypnosis for the way that the stories are told.

 

These stories need to be used at the appropriate time. If there were a sales formula that worked it would be along the lines of:

  • ·         Questions
  • ·         Answers
  • ·         Story
  • ·         Checking questions
  • ·         Questions
  • ·         Answers
  • ·         Story
  • ·         Checking questions
  • ·         Trial close
  • ·         Questions
  • ·         Story
  • ·         Close

 

Where most sales people go wrong is:

  • ·         Bad story
  • ·         Bad story
  • ·         Questions
  • ·         Bad story
  • ·         Bad story
  • ·         Then closing technique
  • ·         Price drop
  • ·         Possibly sold or “I wanna think about it”

 

This bad sales situation is known as a show up and throw up or pump and dump.

 

Taking the time to write down the most powerful questions you have heard or learned in a sales journal is a good way to keep track of these sales gems when you need them. You may even put the questions on flash cards to look through when needed.  

 

Persuasive sales skills or abilities are learned over time and require effort. This is said many times for a reason. There really isn’t a shortcut out there when it comes to sales without being unethical or a thief.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit:Pile Of Books by Felixco, Inc., Questions Man by Danilo Rizzuti

How to sell more with a post it note

How to sell: Many times in sales people look for the magic silver bullet, whether through persuasive sales skills or the old school sales tactics that really do not work well anymore.

For those who want to learn how to sell more the answer to selling more may be as simple as using a post it note.

If you are in sales just think back for a second, when was the last time that you set a goal? Now you may say what does goal setting have to do with persuasive sales skills or how to sell more? Goal setting in sales has everything to do with your ability.

You mind is mostly a computer that works on the basis of yes or no. Sometimes it is easier to no than yes or the opposite way around. There is a shortcut to help you reach your goals though, you mind does better when it has a constant stimulus to get you to do something.

The constant stimulus of the post it note that can help you increase your sales is simple enough as writing down your weekly and monthly goals on a post it note and leaving it attached to somewhere like your rearview mirror. If placing a post it note on your rear view mirror is against the law you can place it somewhere near the dashboard of your car or truck.

Persuasive selling skills can be as easy as writing your goals on a note
Learn how to increase your sales with this simple sales tip

Sometime persuasive sales skills can come from places you would not normally think of. As you have sales success or make a sale make some sort of mark next to your sales goal on a post it note or even rewrite your sales goals for the week.

Your sales goal setting can either work for the day, the week or the month. You can use separate post it notes or you can put all 3 on the same one.

It doesn’t have to be the car where you put you sales goals, you can put them on your bathroom mirror or just about anywhere they can be seen constantly.

By you actively being engaged with your sales goals your brain will help connect you to what you need to do. How all of the sales magic works really is not that important, just know that will help you increase your sales.

Increasing your sales may be as simple as using a post it note
Learn how to sell more almost insantly with this goal setting tip

So you have two options here you can either use the post it note persuasive sales skill strategy or you can go along with the old plan that you had been using before. Just know that this new sales skill will cost you no more than $2 and take no more than 30 seconds of your time. Sales success or sales failure will be up to you from here even with this sales tip.

Persuasive sales skills may be easier than you would think.

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

Now go implement!

Scott Sylvan Bell

Photo credit:Yellow Memo And White Note Paper by twobee, Growth Solution by renjith krishnan

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

How to sell: Learn to sell more with a sales partner

How to sell: There are many things that you can do to learn how to sell more. Some of these items for you to learn how to increase you sales come from courses, books and or training but the best thing you can do to increase your sales is to find a sales partner.

Persuasive sales skills can be learned by practice and hard work.

Having a consistent sales partner to train with will help you keep your sales consistent:

  • · Role paly for not just the presentation but also objections
  • · Try new persuasive sales techniques
  • · Ask new questions
  • · Implement new sales strategies or a new presentation

If you have a consistent person to role play with they will get a feel for the way that you are in a sales call. Over time this team mate will be able to read you and pick up on times where “something” is missing in your sales presentation.

Learn how to sell more by working with a sales partner
Persuasive sales skills can help you learn how to sell

There are planty of places for salespeople to learn persuasive sales techniques but if you do not work them out in real time and work around possible places that could create sales failure you may be shortcutting your success. Now this is different than role play. You must learn how to implement new sales strategies that you have learned. With time and effort you will be able to shorten the time that it takes to implement new ideas into your presentation.

Persuasive selling skills and learning how to sell has just as much to do with telling stories and presenting powerful facts just as much as sales requires you to ask the right questions. A role playing partner can also help you determine what types of questions to ask and where to put them in your presentation. You can learn these questions just about anywhere. A low key question you can ask when appropriate would be “Can we disagree and still be friends”?

Last of all having a consistent partner to practice sales with will help you get some new ideas just from collaboration. You will have the ability to bounce new ideas off of each other and then tap each other’s sales knowledge and abilities.

Another idea that will help you increase your sales is to invite people from outside of your industry that may have a different perspective on how you present or even possible changes that you can make to help you increase your sales. This person or people can give some valuable insight because they are not in your industry and may pick up on you using too many technical words or phrases. You may even have some sales issues that your consistent partner is not picking up on. You could then make the necessary changes that will help you increase your sales.

A few last words of caution when it comes to working with or finding a sales partner to help you increase your sales. Make sure to pick someone that you trust and know will steer you in the right direction. It is also a good idea to pick someone who has similar sales skills or someone who is better than you are. Lastly it is a good idea to work with someone who has a good work ethic and will show consistently up when you decide to meet up.

Sales acheivement happens with practice
Acheivement in sales can be learned

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

Now go implement!

Scott Sylvan Bell

Photo credit:

How to sell: What is not a persuasive sales skill

How to sell more: There are many things that you can do to increase your persuasive selling sales skills. There are also plenty of things that you should not do that actually hurts you as a salesperson.

There is a phenomenon in the selling world where sales people

  • · Enter into a natural or unnatural sales slump
  • · They get in a bad habit of discussion their competition in a bad way
  • · Learn a new sales tactic or sales strategy and they take it to the extreme

When sales people hit a sales slump there is a whole list of things that they do wrong in order to hopefully increase their sales. In many instances the quick fixes that they use that are supposed to help out their sales skills end up costing them more because they get so far off their beaten path that they previously used they have a tough time coming back.

Now everyone has competition

Not every competitor is bad while not every competitor is good either.

As a huge sales mistake or way to cause sales failure salespeople will start trash talking the competition. This may raise flags in the eyes of your client or potential client. Some buyers are staright put off by another company “stooping as low to say things that are bad”.

Some sales training tells salespeople to trash talk on their competitors or their products. This can get new and old timers into some trouble.

Now there are some ways to get around saying not so nice things about other companies without outright saying that they have problems. A few ideas:

  • · I don’t want to say that the specific product is built “cheap” but it does have some drawbacks
  • · My mother said if I don’t have anything nice to say, don’t say anything at all
  • · I don’t think that your design criteria will allow you to use that product or service
  • · The concern is the future challenges that you may have with the warranty documentation

Just about anything along those lines will help you without outright saying something bad.

There is a point where people want to see how bad the product or service is live and in person. When you talk trash you can either create too much curiosity about a product and or service or you can just turn the client or potential client off from your actions.

Learn how to sell more with persuasive sales skills
Persuasive sales skills can show you how to sell more

Your actions can actually do the reverse of what you though and promote the other company.

What you do not say does echo somewhat in the subconscious mind. You job as a metaphor is to just crack the door of curiosity not slam it all of the way open. You will not want to feed words into the mind of the buyer instead you say what you need to say and then back off the subject. You have made your point.

One major problem with salespeople is that they feel that in order to use persuasive sales skills they should rehash the subject over and over again. That would be the equivalent of slamming the door open instead of cracking it open.

Remember sales persuasion happens in the silence.

If you had to spell this out as a formula you would use one of the previous lines above such as:

You: “I don’t really want to say the product is cheap, but it does have some significant challenges when it comes to design quality”. (That’s it then pause and keep your mouth shut. Yes it can be hard but your job is to get the other person to think. Give them time to have some mental reaction).

Buyer: “Well I don’t really want a product or service that is going to have significant challenges”.

You: (sit in silence for a second and move on) “Now one of the things you were probably curious about was the guarantee on this widget” (You have changed the subject and they say that they have concerns so leave it alone. There is a danger point where sales people want to revisit the issue but you are smart and you know to let it go. Be smart let it go unless they bring it back up)

Buyer: “Yes I am curious about how you have structured your guarantees”

You have done your job of cracking the door without slamming it or the competition. You have built reasonable doubt about whatever your competitor has to offer or is doing without really saying anything bad. There is a danger point for you whatever you are saying must be true.

If you are in a position where you are up against bidding this may help you create some “bear traps”.

A bear trap is where you have done enough research on the competition and built up enough doubt on their product or service that the potential buyer brings it up in the conversation with the other person or the group. If you were the first to share it, you have the ability to frame the information in a way where the other person has had their thunder stolen.

Persuasive sales skills come from knowing what to do or say along with knowing what not to do or say. Learning how to sell more creates salespeople some challenges of knowing what to implement or not implement. All of your sales abilities will change over time with practice, learning and patience.

Just remember a sales call should not feel awkward and in most instances it should feel comfortable like 2 old friends talking when possible. This sales ability also takes time and effort and to expect it to happen overnight will create sales failure.

Sales tips can teach how to sell more
How to sell more the right way using persuasion

It is commendable that you are on a quest to learn how to sell more. Remember to keep a sales journal of all of the top sales tips that you learn so that you have quick access to special information to implement into your sales strategies.

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

Now go implement

Scott Sylvan Bell

Photo credit: No Throwing Garbage Warning Sign by tungphoto, Business People In Discussion by Ambro

How to sell more with the right persuasive sales strategies

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

How to sell more by finding the real buyer

Persuasion and sales normally go hand in hand but there may be a few drawbacks even if you already know how to sell. There are plenty of common mistakes that’s salespeople make every day. One sales mistake that causes many problems is that of not identifying who the real decision maker is.

Buyers or potential clients do not always give up the goods when it comes to answering your questions. Many times buyers want you as a salesperson to give all of your information and they want it for free. Even worse is when the real buyer sends someone to gather the information for them and you have no real input of how the sale will go.

Persuasive sales techniques include asking the tough questions that other sales people are scared to. In order for you to learn how to sell more or even just stay ahead of the competition you must identify who the real buyer is.

Many times sales people will ask “is there anyone else who needs to be involved with making this decision” and they forget to add the hook of “So you are authorized to move forward and there will not be anyone who objects for any reason?” This will keep you from having to overcome sales objections that you didn’t need to. Even if you know all of the sales techniques sand sales strategies backwards and forwards your still have to implement them.

"How to sell" more is sometimes a persuasive sales puzzle
How to sell more can be helped with persuasive sales techniques

Tie downs in sales are common and some of them are: couldn’t you, isn’t it, wouldn’t it be, aren’t and those do work well but if you are asking a question where the answer can later on be weaseled out of you must remember to tie the answer down also. The tie down can confirm the ability to end up with a sale. This question can even go one step further “So you can make a $10,000 decision and you partner will be ok with that?” Now the number that you are using can be more or less than $10,000 you would use whatever number you need to fit your product and or service.

Confirming and defining who the decision maker(s) can do a few things for you:

  • · Stops you from wasting time and resources with people who cannot move forward or even give you a decision.
  • · Does give you a little control by not giving up the goods to someone who isn’t able to help you.
  • · Gets you in front of the decision maker so you can get a “yes” or “no” and ultimately that will end up making you more money.

Sometimes these persuasive selling questions are not comfortable to ask at first but over time they do get easier. For you to learn how to sell more it is imperative that you understand who the real decision maker is. Many times being bold with statements and questions will get people to understand that you are there for business and not a professional visitor or a sales chump to give out free information.

"persuasive sales techniques" show how to sell
Not all sales trainers can teach how to sell more

Identifying the real decision maker is not always easy to do but it can make sales easier over time. Persuasive selling abilities do not make the sales, you do. For you to learn how to sell more it will challenge your patience and sales abilities, be patient.

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

Now go implement!

Scott Sylvan Bell

Photo credits:Man Around Puzzles by renjith krishnan, 100 Dollar Bills by Boaz Yiftach

How to sell more with persuasive body language

learn "How to sell more" with this sales tip
Knowing how to sell can multiply your income
How to sell? This is a normal question salespeople and aspiring sales people ask every single day. There are many things that can make your sales life easier while some unknown things may make your sales life harder.
For you to learn how to sell you must increase your persuasive sales techniques. Now these sales techniques may be simple or even seem simple but the truth of the matter is they take time to learn and implement correctly.
Now you may not think that one simple change in your body language or non-verbal communication skills cannot make that much of a difference but if that is what you were thinking then you would be wrong.
One of the most common sales mistakes that new and old salespeople make is that they do not understand body arrangement or blocking. To fix this common sales mistake we will take a page from the seduction world. This sales tip may not make sense at first but give it a few minutes.
The way that you stand and the direction you face while talking to a person says quite a bit about your confidence, lack of confidence, social knowledge or even persuasive sales abilities.
The phrase toe to toe pops into mind with a huge reason. When you watch a boxing match the two opponents stand toe to toe.  When you argue or have a disagreement that almost becomes physical or even becomes physical you stand toe to toe. Naturally even standing like this causes emotions in the background of your brain causing an unknown uncomfortable feeling.
As you are probably thinking standing toe to toe or directly in front of the person you are talking to does cause you to lose some points when it comes to persuasive sales skills.
There is an easy way to alleviate this sales malfunction that has been costing you sales but before it is shared with you, what do you think the fix is?
All too often most mediocre sales people just go through their life haphazardly making sales and not knowing why. Great sales people know that just the slightest change in the body communicates their message differently. Sales techniques are not always what they seem.
To answer how to sell more with some changes to your body language you would do great to slightly offset your body by 20 to 30 degrees. By not directly facing the person that you are with while you are standing when you first meet the toe to toe feeling goes away.
This covert sales technique that can show you how to sell more works with sitting or standing.
There is a caution to your new non-verbal communication skill and that is if you do not eventually turn into the other person and stand face to face it will seem like you are trying to get away.
There is a rule when it comes to body language where your feet and heart are pointed, that is where you are going in lose terms. This is not a definite or hard fast rule but it is a generalization but it should isolate a concern. (Some body language experts may tell you this rule isn’t true, so just for a few minutes pretend that it is)
The ideal time for you to shift in is when the other person relaxes a little and you can normally see this when their shoulders drop slightly or their voice shifts just a little bit. The person with you may even just crack a slight smile. You will almost feel like you just got comfortable and it will mean that you have developed better rapport. This feeling shows that they are comfortable as long as you know what to look for. This is your cue to slightly turn into the other person slowly.
To reach this rapport faster the best method is to talk at the same pace and volume as the person you are working with along with the body staging or blocking.
If you turn into the person too soon it will take a bunch of work to counteract what you have just done and may make it seem like you are desperate or aggressive.
The reason that this nonverbal communication or body language skill works so well is that it may give the person that you are working with the idea or though that you are not intense or that you do not have to make the sell, almost like you have options and could walk away at any moment.
Standing or sitting side by side gives a better message and that is it makes you seem more cooperative and friendly and less aggressive. The saying “stand by your friends” is also another shortcut into the mind of your potential client. These mental shortcuts are what help you increase your sales.
Learning how to sell takes twists and turns that come from places than other normal sales training or sales techniques.
To work on this new persuasive selling skill initiate it with friends or family first. Get comfortable with your new persuasive sales skill within your comfort zone before trying it where it can cost you money on a sales appointment.
There is an easy rhyme to remember and that is “toe to toe the sale is a no go, slightly turn away and collect your pay”.
Get new selling techniques and find out how to sell
Seduction lessons can teach you how to sell
By the way if you are single this sales tip will help you seem more comfortable with the opposite gender.
A great place to practice this if you do not want to lose too much would be at a bar that you are not used to going to. This new action takes you out of your comfort zone allowing you to increase your sales abilities.
As always I would like to thank you in advance for your comments or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Aggressive Boxing Man by photostock, Business Colleague Discussing by photostock