Body language expert, Persuasive selling skills, how to sell

persuasive power of rituals

Persuasion and body language expert Scott Sylvan Bell — Mon, 09 Jan 2012 05:41:31 +0000

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Persuasive power of rituals: Being able to persuade people to make a buying decision and purchase your product means that your product must be something that the buyer will be happy with owning.

Many times you purchase something because where you shop or decide to shop has become a custom or ritual to you.

Did you do what you wanted to do or did your brain just go on autopilot?

If your brain was on autopilot was it really what you wanted or were you persuaded by a prior ritual?

When you want to learn how to sell more first you must take a look at what you do as rituals to reverse engineer your experience and why you buy when you buy it.

So to really learn how to sell you will want to take some notes and write down the most common places why you shop at the location that you end up at.

Is it the people, maybe the girls who work there are cute, maybe they know your name or maybe when you go into the location people are friendly to you.

If you own a business you will want to do something similar so that you can blueprint mental real estate.

If your mental real estate is being occupied by the salesperson, store or other buyers you will then go back to that location and purchase products and or services again.

Do you vacation in the same spot or location every time?

Is there a beach that you go to specifically watch the sun set?

Is there a restaurant that you like to go to on a Friday night where you constantly order the same thing?

Is there a place where you like to go and buy clothes every time?

Is there a coffee shop that you frequent daily even though there are ones closer?

Congratulations you have a ritual and if it can be duplicated you have a client that has a ritual. Someone has persuaded you and you have probably never even thought about it.

Once someone figures you out, they then have you as a client until either they screw up or you decide that you would like to take part in a new ritual.

Now as simplistic as this sounds most people that have businesses do not take the time to plan out how to make something like the persuasion of a ritual work for them.

Persuasive power of rituals that can work for you

So how do you use persuasion of rituals in a business plan? Mental real estate is one thing and so is the Christmas gift effect but how do you as a business owner decide what will keep people coming back to your store or office?

In a three column sheet write down why you think that people do business with you in one column and in the other column write down what your competition offers. If they offer something that you do make a note of it. Also make a note of what you wish that you had or ways that you can change or alter your business either through mental real estate or using the Christmas gift effect.

Even if what you come up with sounds silly don’t discount it you may be able to turn it into something that works well for you.

What’s fortunate for you is that most people would look at an article like this and say “yeah I have already done that in my head”. The key is to write it down and get it into your own mental real estate and then make up a business plan or marketing plan around it.

Plan out how you intend to persuade those who do business with you and it will pay off.

Persuasive power of rituals implemented

The key to all of this persuasion work is to take notes of wherever you go and if the company offers something that you think is cool you make a note of it and see if there is some way to implement what they have done so that your clients and or customers can get something similar but you are then to couple it with something that gives you the ability to hold even more mental real estate.

So you have a challenge and that is right now get your list going, In most cases people do not implement fast enough and then they forget about what they were going to do. Go back and watch the video on the Christmas gift effect and figure out how you can do the same or similar thing with your clients.

Learn the power of persuasion and how to effectively influence others in order to sell more or even get better deals or dates here:

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

Now go implement

Scott Sylvan Bell

Video credits: Persuasion of rituals – Persuasion expert Scott Sylvan Bell

Persuade with the Chirstmas gift effect

Persuasion and body language expert Scott Sylvan Bell — Tue, 03 Jan 2012 10:18:05 +0000

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Christmas gift effect: For some people buying decisions are easy to make while for some the difficultly not only arises prior to purchasing the product but also after.

There is always the questions for some after a purchase “Did I make the right decision”. During the sales process this back and forth in the brain is called oscillation.

Now what if there were a way to deal with the afterthoughts of oscillation but also give a sort of elegance and surprise for your buyers as well. This can help take up some of the mental real estate needed after the sale in order to keep the client happy.

Christmas gift effect and how to sell more

The Christmas gift effect is what may help change the way people think after they make a buying decision. You would need to package your product similar to Louis Voitton has done with the tie in the video or the way that the Champaca absolute by Tom Ford has been prepared by the employees by Nieman Marcus.

In these examples both companies have taken the time to make their display of their product when in the home perfect in order to fulfill the Christmas gift effect. The materials used to make the boxes are not just cheap cardboard it is monogrammed and thick stock, the boxes normally are embossed with gold coloring and the print on the packaging is top notch, the product is always rewrapped with tissue paper and there is an extra sticker put on the product where the tissue paper has to be broken to reopen the package once again.

So how do you make the Christmas Gift effect to work for you and your product and even how to sell more?

What happens when your client signs your agreement and they just get the paperwork or worse yet just one sheet after they have spent hundreds or thousands of dollars?

Where is the nice package for it, where is the item that makes them feel special or like a hero for purchasing your product?

What management course teaches something like this?

None because Professors don’t understand how the Christmas gift effect works nor do they understand mental real estate they understand theory possibly of buyer psychology but not really.

Why does all of this matter and how does it fit into mental real estate?

…. Because you need your client to feel special after they make the purchase from you. This helps them not have regret for the product that they just bought.

So what builds the regret with purchasing the product or service that you offer?

Not allowing the client to feel special and especially not making them feel like a hero.

Christmas gift effect example for persuasion:

Is it $195 for the cologne bottle of Tom Ford Champaca Absolute? No its $195 for a bottle of scent + for the tissue paper, the sticker, the packaging with thick textured cardboard … oh and the feeling when it gets unwrapped again almost like “I just got a gift for Christmas”. It’s the felling once the package gets home and gets reopened. It’s the reassuring feeling that it’s cool but special all at the same time. It’s the reassuring feeling that not every store wraps their product like “I just got”.

What happens when you normally buy a bottle of cologne or perfume and pay $70? A thin cheap cardboard box and a bottle in a plastic bag?

Is it cool?

Sure it is but did it make you feel special when you pulled it out of the bag once you got it home?

Christmas gift effect and feeling special

How do you make your client feel special?

That’s up to you and how you repackage your material and or product.

How will you recreate the Christmas gift effect for your client?

You will first need to design a way to make them feel special so that they feel like they made a good decision.

This doesn’t mean that you overcharge for your products and or services and then deliver crap, that will never work and word will spread quickly.

This process takes some time and effort to make happen but what is your competition thinking?

Did they take the time to make their client feel like a hero or did they feel like a chump after paying for the product and or service because they just got a piece of paper.

How did you decide to take up some of your clients mental real estate?

Take some time and plan out how you will design your product or service so that when the client second guesses what they have done they feel like they won.

As always I would like to thank you in advance for your comments and or questions about the Christmas gift effect.

Learn how to persuade and influence like an expert here:

Now go implement!

Scott Sylvan Bell

:Video credit – Persuasion expert Scott Sylvan Bell – Persuasion and the Christmas gift effect.

Persuasive selling skill of proper names

Persuasion and body language expert Scott Sylvan Bell — Fri, 30 Dec 2011 20:36:11 +0000

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

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

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

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

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

And you are probably wondering why…

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

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

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

Persuasive selling skill for negotiating

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

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

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

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

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

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

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

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

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

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

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

Persuasive selling skills mistake to not make

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

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

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

Now go implement!

Mr. Scott Sylvan Bell

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

Persuasion expert skill of greeting

Persuasion and body language expert Scott Sylvan Bell — Mon, 19 Dec 2011 05:32:23 +0000

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?

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

hoto credit for Persuasion expert skill of greeting

Persuasion of mental real estate

Persuasion and body language expert Scott Sylvan Bell — Sat, 03 Dec 2011 05:51:54 +0000

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

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

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

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

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

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

Now think about clients that you are working on…

How much mental real estate of theirs do you hold?

….and how much compliance do they give you?

Ah that is a good question..

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

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

How to gain mental real estate and become a persuasion expert

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

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

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

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

Coffee
Magazine articles
Chocolate
Cigars

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

Mental real estate and how to gain it

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

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

Expert of persuasion and video for mental real estate?

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

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

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

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

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

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

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

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

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

Make it simple and hand written …

And wait.

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

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

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

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

So it didn’t work…

So what replicate it again.

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

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

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

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

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

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

Now go implement!

Scott Sylvan Bell

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

How to sell more: learn negotiation sales skills part 2

Persuasion and body language expert Scott Sylvan Bell — Sun, 13 Nov 2011 02:28:45 +0000

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

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

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

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

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

How to sell more and negotiate better

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

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

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

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

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

How to sell more: Keep your momentum

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

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

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

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

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

How to sell more and negotiate better

How to sell and deal with end game ploys

Has this ever happened to you?

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

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

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

And you say “sure”

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

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

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

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

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

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

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

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

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

Now go implement!

Scott Sylvan Bell

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

How to sell more: learn negotiation sales skills part 1

Persuasion and body language expert Scott Sylvan Bell — Fri, 30 Sep 2011 06:15:15 +0000

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

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

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

learning how to sell more through negotiation training

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

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

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

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

Negotiating training can be part of how to sell more

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

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

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

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

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

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

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

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

Now go implement!

Scott Sylvan Bell

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

How to sell: Get good sales advice

Persuasion and body language expert Scott Sylvan Bell — Sun, 18 Sep 2011 07:04:21 +0000

How to sell: There is some great information when it comes to sales and learning how to increase sales and there is plenty of horrible information.

Depending on who you have learned your persuasive selling skills and techniques may make all of the difference for you over time and who your sales manager is can destroy all of your selling talent in a way you may not have thought of.

Sales managers or business owners have a goal and that is to get the most product sold with the least amount of issues from the buyers or the clients. This focus on volume can take sales people to the edge of extremes that they may not be able to recover from.

It is one thing to learn how to sell it’s another thing to learn how not to sell and there is a fine line in between.

What is just as important while making the sale is what you do after the sale once you get your paycheck.

Persuasive selling skills and techniques include good sales advice

One of the most destructive things that a sales manager can do for a salesperson may come from something that you would not imagine and that is to keep buying things so that a salesperson has to keep up a certain volume to pay for the debt that he or she has acquired. These things can be in many forms:

· Houses
· Rental properties
· Cars / motorcycles / boats
· Jewelry
· Clothing
· Sporting packages
· Vacations
· Stocks with borrowed money
· Gifts

This list of items can go on forever depending on what you like to spend your money on. There are some mangers out there that are taught to train sales people to make these types of purchases so that they have to keep making sales to pay for all of the toys.

The drawback is that there are quite a few problems that will either lead to sales failure and or ultimately sales rejection.

If a salesperson has more bills than they can afford or are just on the edge of paying for everything that they have there is a certain level of stress involved in their everyday life. Now there are some salespeople who can cope with the stress but for the most part there are plenty of sales people who get in way over their heads and eventually burn out with a stack of debt that they cant pay.

The reactions to having more bills than salespeople can afford can take the struggling salesperson through many different places:

· Drugs of all sorts
· Heavy drinking
· Gambling
· Affairs
· Borrowing money from alternative sources that can eventually turn to violence
· Anger
· Depression

For salespeople who know how to sell or have been in the field for a while they have seen the issues that spending money can cause. It is important to set your limits and be careful with who you take advice from when it comes to some of the purchases that would be presented from someone who benefits from your sales.

Get good sales advice, avoid bad sales advice

Pinpoint when you are getting good advice or when you have a sales manager pushing you to buy more products to keep you selling more of their goods. In many instances sales people will stop selling when they feel like they have made enough money for the week or the month.

In all this is just a friendly reminder that not all people have the best interests in mind for you even sometimes your boss or manager. Sometimes the sales wave is great and it feels like you cant get off of it but eventually it will come crashing down and it may take you out with it.

If you have just gotten into sales or you are now at a position where your sales are becoming more consistent this is a dangerous trap to avoid.

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

Now go implement!

Scott Sylvan Bell

Photo credits:Businessman With Headache by Ambro, Hand Shaking Business People by Ambro

How to sell more: A persuasive sales training lesson

Persuasion and body language expert Scott Sylvan Bell — Tue, 13 Sep 2011 05:09:12 +0000

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

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

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

Persuasive selling presentations can be made better

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

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

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

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

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

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

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

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

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

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

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

How to sell more and easy to follow sales lesson

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

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

Now go implement!

Scott Sylvan Bell

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

How to sell more: Implement your new persuaisve selling skills and techniques

Persuasion and body language expert Scott Sylvan Bell — Sat, 03 Sep 2011 02:30:01 +0000

Sales coaching for persuasive selling skills or techniques

How to sell more: One of the most unusual things happens when coaching sales people on their closing skills or even their persuasive selling skills and techniques. Now this may be when they are doing great at sales or even when they are in a sales slump.

Now this phenomenon does not make any bit of sense nor would you imagine that it happens, or maybe you would if you have ever worked with salespeople.

Salespeople do the right things and ask for help to increase their sales or even to learn how to sell more.

Now that makes perfect sense to ask for help when needed.

The sales people ask a ton of questions and walk away will tons of valuable sales tactics or strategies that they can implement taking them from sales failure to sales success within a short period of time.

Now here is where the tricky part comes in:

Salespeople will come and get help to increase their sales, they pay for the time, they take time off work, they miss out on home life and then they do absolutely nothing with what they have taken the time to learn.

The newly trained sales person does nothing with the new sales skills or strategies that they have learned, does not implement any of the new persuasive selling skills and or strategies that could be used to increase their sales almost instantly.

This salesperson goes home and then spends the same amount of time that it would take to make the sell or gain the new client and just gives up because they have gained the new knowledge or took part in some sort of sales class. The salesperson may figure that they have done enough because they went to a sales class or met with a sales trainer so the tough part for them is over.

Yes you are right this is utter nonsense for any salesperson to not implement what they have learned…

If you take the time to learn something new implement what you have learned fast.

To go one step further in the strangeness of salespeople and what they are willing to pay for and then do nothing with.

It seems even in some instances salespeople will come and get help because they want someone’s permission to succeed. You read that right, some salespeople just want to be told that they are doing ok. Its almost like they are bouncing ideas off a sales coach just to make sure that they are on target and then they turn out to be sales demons but not before they make sure that it is ok first.

How to sell more using persuasive selling skills coaching

There are also times where instead of just trying something they want to “bounce” the idea off of someone. This “bouncing” of the idea could have been done from free at home but the salesperson just wanted to get permission once again.

For and sales person who is reading this and wants to increase their sales but is waiting for permission to try something new or to close more sales you know have permission to move ahead and sell more and as a side benefit make more money. You do not need the permission of a sales coach to try something new.

As for the salesperson who does not want to implement what they learn that is ok also it will just cost you plenty of money and it spends the same whether you do something with your new persuasive selling skills, techniques or abilities when you get home. The money gets spent the same no matter what.

As a salesperson it is your job to get as much out of sales training that you can.

Now from working with business owners this can go the same way, if you meet with a business coach to learn how to increase your sales or make your company better nothing will change without you first implementing strategies or tactics.

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

Now go implement!

Scott Sylvan Bell

Photo credit:Education Training Career Plan by Grant Cochrane, American Business Woman Pointing Blank Clip Board by photostock