Stories and questions of a persuasion expert

Persuasive powers of communication: There are plenty of times where you need some persuasive power while dealing with others. You will want to be able to effectively influence the people around you in the best format possible to get your message out and then also get the man or the woman to your way of thinking.

 

When it comes to communicating and delivering your message there are two powerful forms of communication:

  1. 1.      Persuasive questions
  2. 2.      Stories that lead to influential actions

[youtube]http://www.youtube.com/watch?v=P68gicU46gM[/youtube]

 

Persuasive questions

One of the greatest skills that you can learn to communicate better is that of persuasive questions. Now there are plenty of questions that you can ask and hey can range from open ended to closed ended or they may have a great length to them. No matter how a question is asked the person is listening has to think about what the question was but they don’t have to answer it.

 

Its not just enough the question has a powerful hook the person who is asking the persuasive question must know when to be quiet. Just as the question has a sense of power the silence may have even more power than the question because the person has to think about what was asked or how to respond. There is a age old mantra in the sales world and that is “the first person to talk loses” and part of the persuasive questioning abilities comes form knowing when to be quiet.

 

You will want to be quiet after every question and that how you know when to not talk.

 

A persuasive question looks for an answer to an area that will affect the decision, now this is different from a fact question.

 

A fact question would be:

 

How many widgets did you ship last month?

 

A persuasive question may fall along the lines of:

 

If you have any work done with this project and it’s not performed correctly are you completely ok with that?

 

….. even if the competing job comes in for less?

 

It makes the other person or people think and then they have to talk it out if you know how to get them talking. From there you may want to watch the other person’s body language or even ask more questions that would allow you to reverse on the potential client.

 

Just know that when you ask questions the right way you will find that your influence may do more work for you than what you would think.

 

Persuasive power of stories:

Stories are the way that people communicated when there was no writing and whether a man or woman knows how to read they can convey a story.

 

Now your challenge is to wrap facts into the story or strong points to make it effective. You can do this by writing down your facts first and the adding the elements of the story that would make the story draw out emotions or challenge the listener.  

 

You may want to use covert hypnosis in the story to be more persuasive and really take some time to engineer the story to be more effective.  

 

Persuasive story with emotions and vocal power

While telling a story it becomes more persuasive the more that it comes to life and that can come from the way that it is delivered including vocal inflection, the use of body language.

 

Persuasive stories can be repeated later on down the road but can get people to take action after the story has been told with ease by the teller because it is highly memorable.

 

The power of stories can bond people together or can get people to fall asleep. A good story will captivate people, draw them in and then get them to take an action or ask a question. Those 2 things are important:

  • ·         Ask a question – one that you have wanted them to ask
  • ·         Take an action – one that you have built into the story

 

Joseph Campbell has extensive knowledge on telling stories and breaking them down so that you can engineer a story to work better for you. You can get his books and dvd’s on amazon.

 

When a persuasive story is told the right way the action needed will be taken in the time frame that is designed by the teller.

 

Learning how to craft persuasive story takes time and patience and plenty of practice.

 

When you are persuading others it’s a good idea to practice your message prior if possible to find any loopholes that may trap you.

 

Practice persuasive questions

For you to practice persuasive questions you will want to ask people who have no ties to your product, industry or your way of thought to get a true reaction that you can gauge and this allows you to know what type of reaction that you will get.

 

Leaning how to influence others can be the key to more income, a new boyfriend or girlfriend or even that imported car that you always wanted.

 

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

 

 

 

Now go implement!

 

 

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares Stories and questions of a persuasion expert  

Persuasive selling skill of proper names

[youtube]http://www.youtube.com/watch?v=CF1keAhE7i8[/youtube]

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

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 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

How to get out of a sales slump #3, sales slumps are normal

Telling a sales person or a sales trainer that a sales slump is normal usually throws them off their game. Most sales trainers do not even touch this topic because they say with their training the sales person that is trained should not have issues. Well I have to share with you that is a bunch of crap.
Think about anything that you do in life for just a second and think how consistent are you at the activity?
  • · Laundry
  • · Washing your car
  • · Going to the gym
  • · Paying bills on time
  • · Putting the dishes in the washing machine correctly
  • · Doing homework
  • · Filing a report
Almost everybody has some sort of issue with consistency in just about every area of their life.
Now look at the normal statement.
If someone looks at you at points their finger and calls you “abnormal” there are probably a few feelings that you have:
  1. 1. Fear, possibly of being judged.
  2. 2. Loneliness because you may be one of a kind but in a bad way
  3. 3. Frustration because you want to be like everyone else
Now think about when someone calls you normal you may have the feelings of:
  1. 1. Relaxation, or the belief you are like others
  2. 2. Confidence because you are doing the right thing
  3. 3. Peace because you may not have to worry about being judged
Sales slumps can be beaten
Beat sales slumps in a few easy steps
So what does all of this have to do with a sales slump or sales in general? As a salesperson your ability to achieve comes from your being confident in your process which in turn gives an aura of body language and vocal patterns that help you sell.
Key point: If you are a sales trainer it is a good idea to tell someone that their issues are normal for wht they do if in fact they are like as in the case of a sales slump. This helps your sales person relax which goes back to point number 1 when having the feeling of being normal
Now take this to a client:
You have a product and for this example it costs $10,000. It may make sense to let a person know after they purchased the product from your supreme abilities to persuade and influence them that it may be normal to have the feelings of regret after purchasing the product and recap how it will benefit them for all of their problems and concerns that they have shared with you. In essence you are reducing after sales resistance.
This even works when someone says “I wanna think about it” your answer would be “ok well you do know that is perfectly fine and normal”. The problem occurs when you try to fight the uphill battle of telling someone that they are wrong. That person who is being told that they are wrong now wants to react in the opposite manner of what you want and now there is a stalemate.
The next time someone comes to you and has a concern with anything from a marketing plan to sales rejection it may just help to share with them that what they are going through is “normal”.
If you really want to increase your sales find out what is normal for you and your industry by asking some of the people who have been around for a while. You may just want to keep a journal and take notes on what has worked for your job and what has not. For your industry if you have gathered enough information you may be able to develop a sales dvd set that explains just exactly what normal is.
Increase your sales by not fighting the sales process
Salespeople can increase sales without fighting.
One great resource for sales skills is to learn about covert hypnosis and see how you can mold the model into what you sell on a daily basis. This could be for everyone from a mother who wants to influence a child to eat some broccoli to a business man who wants to persuade employees better.
Just remember that sales slumps are normal it is how you decide to react to them that will make the difference between sales success and sales failure.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Photo credits in order of appearance:Red Sold Tag by Arvind Balaraman, Angry Woman by graur codrin