Persuasive power of responding to objections: Sales scripting does the favor to salespeople of teaching how to script what should be said but that isn’t enough and sometimes not even the right thing.
Sales scripts miss personality but even more than that they can’t teach how to respond to the buyer correctly. Many times personality is missed and because the salesperson doesn’t know the next step the salesperson reacts to rejection.
The persuasive power of responding allows the salesperson to stay in the game and keep asking the questions that will lead to the sale.
Yes this is not the most earth shattering University backed piece of knowledge but this little sales tip is something that is missed by most sales training.
The pass the salt rule:
If you were in a sales process and the buyer said “I wanna think about it” and you were to react you may just fire back “So what is it that you are going to know tomorrow that you don’t already know today” and it causes the buyer to react to you. This short cycle leads to the buyer either not buying or asking you to leave.
The persuasive power of using the Pass the salt rule.
The next time that you get an objection when you “respond” to the buyer in the same tone that you would ask the person sitting next to you to “pass the salt”.
If you are in sales or have to deal with people when you react the wrong way with people they react to you and then you react to them and this cycle can go on and on until there is resolution or the cops are called out… sometimes.
Now back to the issue with sales scripts. In some instances words are magical but in most instances it is your personality plus the rapport that you have built is far more effective than having the perfect words because it is comfortable and when you are comfortable it is easier for you to be confident.
So the persuasion string works out like to something this:
Conversation + rapport + comfort + confidence + respond = sales (it doesn’t have to be in that order)
Sales training errors that lead to sales failure
Most people who take sales courses take the information and try to use what they hear word for word. Once again it isn’t about the words. Now on the other side of the coin sales trainers don’t always explain what they would really say they give the information as the short version. This would mean that what is really said isn’t given to the salespeople. The reason for this is either the trainer doesn’t know that he or she is not really helping or they know that this explanation creates confusion and extra coaching.
In all its important to understand how you as a persuader interact with the people you are hoping to persuade to your way of thinking. It’s not always about the words the better way would to be that its more about the experience the person has and how comfortable they are with you.
To learn how to persuade others in a way that creates more abilities for you check out the Science of influence:
As always I would like to thank you in advance for your comments and or questions about the persuasive power of responding.
Now go implement!
Scott Sylvan Bell
Video credit for Persuasive power of responding – Persuasion expert Scott Sylvan Bell