Expert persuasion skills and being first

Persuasion, marketing and sales training:

When it comes to persuasion, sales training or even marketing there are times where the most simple statement  or statements can change the way you think about what you do.

 

Persuasion and or sales training sometimes is complicated just for the confusion that it creates so that coaching can be charged for.

 

Sometimes the training works and sometimes it doesn’t

 

Marketing can sometimes be the same way in the fact that there is all sorts of jargon or technical terms.

 

“There is no second place in persuasion, sales or marketing”

If you were to hear: “There is no second place in persuasion”, “There is no second place in sales” or even “There is no second place in marketing” how does that change your perspective, strategies and or tactics when dealing with potential clients, planning or the story that you are going to tell or how hard you are going to work.

 

If you are a persuader or in sales what do you have to do to ensure that every call that you run or attempt has 100% of your attention or in other words are you going with your job with passion and purpose?

 

If you have marketing that needs to be done are you really doing the research or are you just guessing? Did you run split tests or add the promotional code to your literature? Is there are way to look at the marketing piece and give it just a bunch more power of even a little more?

 

Persuasion, sales training and marketing costs plenty as it is, why not do everything that you can to do it the right way?

 

The question or statement of  “there is no second place in….” should really put into perspective what you and your sales team is up against. If you are in marketing the same goes for you.

 

[youtube]http://www.youtube.com/watch?v=1UINPnZL7vU[/youtube]

 

Persuasion, sales and marketing supercharged!

  • ·         What is it that you are or are not doing when it comes to your business?

 

  • ·         There are plenty of things that you know that should be done?

 

  • ·         Did you take time to write out the story and get the elements of persuasion down to be effective

 

  • ·         What do you not know how to do, or what do you not know how to do well?

 

  • ·         Who do you need to get in contact with to make the changes necessary to increase your sales or even the effectiveness of your marketing?

 

  • ·         How will you know if you have made the changes, how often will you check to make sure you are on the right path?

 

  • ·         What changes will you make when you are off path?

 

  • ·         For sales have you taped your role plays, asking your questions or even practicing rolling prices on your prices.

 

  • ·         For your marketing piece did you show it to people who may or may not be in your target market or did it just look good for you?

 

  • ·         Is the atmosphere around you relaxed while you are working with the person or people that you need to work with.

 

How to increase persuasive power and sales with practicing

Learning how to persuade or sell more requires dedication in order to get to the top. Have you practiced like you were supposed to do?

 

Whether you have been out in the field for years or not do you know what it will take to just get a few more people closed or sold out of 100? Have you had people watch your presentation from outside your industry? So you don’t have people pay someone to listen and ask questions about what you do. If your practicing doesn’t cost you now it will cost you plenty in the future.

 

Are you asking the tough questions?

 

How to increase marketing with asking questions

Most people in business think that they are a legend in their own minds and because they came up with the idea it means that it is perfect. The reality is most marketing pieces suck and reason is that most people look for beauty in the ad or the marketing piece and all too often the piece is poorly written or the ad is too perfect.

 

The same goes for sales scripts…

 

Most ads were written by people who went to college and really have not ever had to sell to figure out the words that flow well for the buyer. The elements of persuasion just are not there. Sure they win awards and are a thing of beauty but that doesn’t matter unless they convert and most of the time they do not. Most times plain is better. It’s not that a college education in marketing is bad it’s just that there is a difference between real world and what is taught in theory…

 

Those are two separate things…

 

Once you write an ad take it to a few people and let them tear it apart best off show the piece to kids and they will tell you if they understand what is going on. The average person in the United States reads and comprehends at less than an 8Th grade education. So what that means to you is your message must be very specific and understandable because you have once change and the market is very unforgiving when it comes to saying “yes” or “no” to what you do.

 

So how does all of this relate to what you do if you have to sell or persuade?

 

Everything because many times people get caught up in what they think work because its got glitz and glam…

 

How to persuade and increase sales with others opinions

People love to be asked for their opinion, just ask the question and let them rip..

 

The more that you react and try to defend your position the more that you will lose..

 

Just let them talk even if you don’t like what they have to say…

 

If you are defending what you have done you are wasting your time..

 

Ask plenty of questions that will help you clarify the wrongness of what you have done.

 

Its ok to also ask what they liked about what you did, if they say nothing thank them because if you pay for the spot or the ad and it doesn’t pull or convert you would be mad and out money. Be an adult and take what they have said and use it to get better. This advice works for marketing or even sales.

 

If you do not let the person know you wrote the ad they will be harder on you and that is what you want. If you want to take it one step further let the viewer know you paid plenty of money and you want to just “test” the piece they will tear it apart even more.

 

There is no second place only first loser in business you must do what you can to get better and either be ahead of the market or give up. The same for sales, for every good salesman or woman there is 10 people trying to learn what they can do to take your clients and the bad thing is for the most part the only thing they have is lower price…

 

That will kill their business over time…

 

The good news for you is that you have practiced and have taken the “lumps” that go along with figuring out what it takes to not be the guy or girl who loses through bad marketing or horrible persuasion techniques.

 

Persuasion and selling require patience

The great equalizer in persuasion of any kind whether spoken or even written is being calm and relaxed. When people feel rushed the answer is normally “no”. When people are relaxed they are easier to persuade because time in essence slows down. Make sure that what you do is really cool really easy..

 

Have a little fun and laugh more often.

Persuasion can be fun to learn and it easy to do is it not?

 

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

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares Expert persuasion skills and being first :Video credit

How to sell more: learn negotiation sales skills part 2

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 using persuasive selling skills
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 using persuasive selling skills and techniques
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 by making people laugh

 

Learn how to sell more with humor
Having fun with a client can be a persusaive selling technique

How to sell: many times salespeople forget that they have a few things to do on their sales call and appointments. There could be a whole huge checklist of persuasive selling techniques to help influence others to their way of thinking to make more sales.

 

Sometimes the seriousness in the sales appointment makes the call in itself unbearable and lead to potetnial clients saying “no” or “I wanna think about it”. Making sure that the potential client or the people that are receiving your sales orientation or sales presentation are having a good time actually gives you a larger chance of closing the sale.

 

Just think back for a moment the last time that you have to buy a large ticket item and where you did not want to?

  • ·         Where you stressed out about it?
  • ·         Did you really want to purchase the item?
  • ·         Did the thought of sitting through a long appointment appeal to you in any way?
  • ·         Was it tough to choose brand or manufacturer?
  • ·         Did you want to have to worry if some salesperson was going to be called in to close on you, or even worse yet that they were going to be boring?

 

None of the previous specified items above sound like any fun, in fact many times potential clients or buyers will put off decisions just because they are scared about all of those reasons and then some. Those items could fall somewhere between going to the DMV or getting a root canal.

 

Increase your sales by having some fun with your cleints
Persuasive selling skills include having some fun!

 

Your new sales job if you choose to accept it is to make sure that the person or the people that you sit with have a good time and you make the appointment or the call as easy as possible for them.

 

Yes this sounds ridiculously easy, and yes it may be more work than it sounds like. When you go to those big adventure fun parks where a 16 oz. soda is 8 bucks, do you flinch or do you just say it’s part of the fun?

 

If it’s part of the fun, spending money is not only easy but it is fast.

 

Most people know that when they buy something it is going to cost them more than what they thought, they just dread the long boring presentation or sales overview and want it to end. This quick appointment is what leads them to go with your cheaper competitor because their attention span is short. Ok well that isn’t the only reason that they go with price alone, but that is for another day.

 

Getting the potential clients to laugh or have a good time with you does do some work in changing their emotional or physical state. It has been said that happy people are more optimistic and easier to sell and that is because they are not thinking of all of the bad things in fact they are thinking about all of the good things or how you remind them of a friend or relative. If you find yourself in this boat you can only lose the sale by being dumb. If they compare you to someone that they like you might as well be that person to them and they will just hand over money to you.

 

Persuasive sales abilities or techniques do not always include memorizing questions or stories sometimes they are as simple as making someone laugh.

 

 

There is a dark side or dangerous aspect of having some humor in a sales call and that is:

  • ·         Not all humor translates well to others
  • ·         Stay away from topics that could get you in trouble
  • ·         If you are too goofy the person or people will not trust you no matter how persuasive that you are, your will lose the abiltiy to persuade 

 

Just remember that influencing others does take some time and effort. Learning how other people think is a good ability to have along with being able to make people laugh when appropriate. Sales failure comes from you as a persuader or influencer not knowing the keys to get into someone’s mind and not having them say “I wanna think about it”.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit: Woman Covers Mouth With Hand by Ambro, Ferris Wheel Night by Photography by BJWOK

How to sell more with this persuasive question technique

How to sell: When it comes to sales and sales training one of the most overlooked processes is that of asking questions. Persuasive sales skills and abilities are based on questions and stories. Sure all sorts of people train for closing but think of it this way if the sales job was done up front do you really think that you would have to close so hard at the end.

 

Many of you may agree that from the previous example maybe something else should be taught. If you are in a position where you constantly have to beat people over the head to get the job more than likely you are working at your job the wrong way. Think of it this way: It is entirely possible to use a screw driver as a handle but that isn’t really what the tools were designed for.

 

One possible sales too for your to add to your persuasive sales tool kit would be that of the alternative choice double bind.

 

Now the cool thing is the alternative choice double bind sounds like something from a science fair and it just very may well be one of the coolest thinks that Dr. Eric Knowles researched when he was at the University of Arkansas before he retired.

 

How to increase sales with questioning abilities
Persuasive selling techniques use questioning skills

 

The question is worked in a way where the person answering really only has two choices but you have to frame the sales question the right way.:

 

Would you like to have corn or peas with your dinner?

 

Do you want to wear black pants or grey pants today?

 

This series of abilities to ask questions can work very well for you as a salesperson and is a really cool tool to add to your persuasive selling techniques.

 

What if you are in a situation where people in your industry get all sorts of bids?

 

You can ask something along the lines of: Where you looking for quality or were you looking for cheap?

 

Learn how to ask better questions to increase your sales.
Persuasive questioning techniques are required to increase sales.

 

In a sense this is a trap for the person answering the question. They only have 2 answers to pick from. You do have the ability to sort out what the person is looking for. Now if the potential client starts to be evasive and says “I am looking for something in the middle” you know that you have some work that needs to be done. Maybe they do not trust you just yet or maybe you asked the question too soon and the potential buyer is not comfortable answering your questions yet. In an NLP term you have not reached rapport or you have a buyer that want to play games and not answer your questions.

 

The alternative choice double bind can be used in just about any type of sales that you do. It doesn’t matter the type of person or group that you meet with this line of questioning can give you an upper hand and may just help you get the sale.

 

So are you going to use this sales questioning technique or will you leave it alone and not ever use it? The choice is going to be up to you.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:A Man Marked On Box by tungphoto, Voting by digitalart

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