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