How to sell more using persuasive sales language

 

How to sell more: Most issues that lead to sales failure are predictable. Most of these issues that salespeople face can be in one of two categories. The first category would be those things that are obvious:

  • ·         Rushing through the sales process
  • ·         Not asking enough questions
  • ·         Being impatient and worrying about the next sale

A few of the sales issues are ones that me be so subtle that they may not be caught:

  • ·         Using concrete language
  • ·         Being confident through the sales call
  • ·         Having the right vocal patterns for persuasive language

 

The last three are very similar and will normally group together and cause sales failure for a salesperson and they would not even know what the issue is.

Is it normal and common for salespeople to lose track of their confidence and use squishy sales language:

  • ·         If you do this
  • ·         If you think that you can
  • ·         This may be a possibility if we can

The proper language that would be associated with a sale would have a different feel

  • ·         When you do this
  • ·         This is possible when
  • ·         This is a great path when

Now this may seem like something that is so small that it should not matter how the words are phrased to people who may not be in sales but the repercussions from not making the proper statements in the sales cycle will lead to the loss of the sale.

This squishy sales language can build doubt slowly in the mind of the potential buyer so much so that when a salesperson gets to the end of their presentation they will normally hear “I wanna think about it” or “I think that I need to talk to other people”. Either one of these options for a salesperson really work out to be a covert “no” wrapped in other language.  

To take the lead on a sales call and use assumptive language is something that many top salespeople do but when a salesperson lacks confidence so do their words.

 

 Now this is also where the pendulum swings too far when a salesperson is in the middle of a sales slump and they take the time to use assumptive statements overboard where the potential buyer finds the conversation awkward enough that the questions alone build sales resistance.

This one sales tip is not a magic bullet when it comes to sales, in other words this alone will not make sales but will contribute to the ability for the potential buyer or client to say yes and move forward with your idea or proposal.

Sales slumps or even sales failure is all part of the sales cycle. Knowing what steps to take or not take may make the difference of you as a salesperson getting on with your life and making more sales again or facing moving onto another job or company just to fail all over again.

Using the assumptive sales language may be classified as persuasive selling skills or techniques and do require you as a salesperson to work with them so that they are comfortable and not used too often.

 

 Remember how often you are using the word “if” when sales are slow or in trouble and remember to change the word to “when”. This will help lead to better sales success over time even though it is a basic sales strategy.

 

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

Now go implement!

Scott Sylvan Bell

Photo credits:

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

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

 

Let’s introduce you to…..

 

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

 

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

 

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

 

Do some quick math here.

 

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

 

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

 

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

 

Well your own answer may change.

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

Now go implement!

 

Scott Sylvan Bell

How to sell remember the extras

How to sell: Many times sales people feel that persuasive selling skills will do all of the work for them and it’s all done, the sale is made.

 

 The reality for salespeople is that it is the small things that can either make or break the sales call. The Boy Scouts have a motto and that is “Be prepared”. This motto works great for sales people also.

 

It is amazing how many sales people do not prepare before a sales call.

 

Now this may sound like a basic step but basic steps are usually what are missed in many of the sales calls that are lost and even sold.

 

Have you ever almost finished a sales call and realized:

  • ·         You had no paperwork to get the potential client to the next step
  • ·         You were missing some presentation material
  • ·         You could not use some sort of communication device to check inventory or order parts, services or pieces

It is a horrible feeling to get almost to the top and then realize you cant finish the trip because you were not prepared so you have to pause and get supplies and reschedule.

 

What does this lack of ability do to the buyer in their eyes?

 

Can it lose the sale for you?

 

Can you create confusion in the sales process?

 

Any of the last 3 items listed can happen and yes it can cause you to lose the sale and then you have sales failure.

 

When you are not prepared it causes some mistrust on the part of the potential client. When the questions happen about you and your product the rejection mechanism in their brain starts to trigger. The rejection mechanism then starts questioning whether or not you will do the right thing for them and then they say “no” or “I wanna think about it”.

 

Here are a few very simple ideas that can help you increase your sales

  • ·         Keep extra copies of your agreements with you in case you need another one
  • ·         Keep an extra copy of your presentation at hand in case one is damaged or is missing
  • ·         Back up clients files in case of computer viruses or computer failure
  • ·         Get to your sales call early in case unforeseen things have changed
  • ·         Keep a hard copy of phone numbers so that you don’t have to rely on a cell phone
  • ·         Have a back up source or someone else to call to check for availability of products or delivery dates.
  • ·         Have extra pens of the same exact type so that they are all uniform colors and manufacturers

 

Ok so you are so right these tasks should just be a given but the amount of times where these basics are not covered and sales are lost this list must be mentioned.

 

It isn’t always about covert hypnosis, story strategies, questioning techniques or even persuasive sales skills and abilities. It may just be about being prepared to make the sell when available not just some old or new technique.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit:

How to sell more 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 or not to let sell

How to sell: There are some times where people who have been in the sales field have have not been able to perform should get out of the industry that they are in. In some instances it could be that the person is just not capable of selling in the industry or field and there are just some people who are not cut out for sales in general

 

Persuasive selling skills and abilities cannot be taught to everyone. There are some people who are not capable of learning or implementing how to sell. For these people sales should not be pursued at all and this type of salesperson can cause more harm than good:

 

  • ·         Confusion for your potential clients or existing clients
  • ·         Frustration for office staff or support people
  • ·         Difficulties with existing sales people who have to pick of the slack and also trying to help out someone who is not capable of being helped. 

 

Sales failure does exist and for some people it should happen. Not everyone is meant to be in the sales field or meant to last.  For those people it is best to get them out as fast as possible since it does put a strain on the internals of the company and production.

 

This is a difficult decision to make to let someone go but there are some people who think that they can make sales but do not have the ability or capability. Sure this salesperson could have sold some products in another industry but that does not always translate into making sales in the same industry that you are in.  

 

Some people can even sell you and get you to think that they can sell but actually can not. There will always be those people who can get past the first few interviews but in all realities they can not sell or perform the duties that are asked of them.

 

Now on the other end of the spectrum there are those who can be helped that may just need a few presentation tweaks or communication skill upgrades. For these aspiring sales people they can be worked with and their sales can be increased if they can be helped before full sales failure.

 

Many times this is caused by trying to peruse persuasive selling skills or techniques before the basics are learned.

 

Getting the salesperson on a regiment of role play or learning the necessary technical information is important to get past this point of sales disruption.

 

For a person who is new in sales it is important to keep them away from the person who is the bad seed of the negative person out in the sales group.

 

Change does take time and when working with a discouraged sales person it is best to explain that it takes some time to work with the sales issues that they are in the midst of.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit

How to sell: Persuasive sales training adventure

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

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

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