Persuasive power of video and edge rank

 

Persuading others or using the influence process using video is not a new process even if you are on Facebook. If you watch anything on the television or internet that is in video format you are wacthing video marketing at work. Some examples of video marketing are: 

  • ·         A cartoon
  • ·         Infomercial
  • ·         Sitcom
  • ·         The nightly news
  • ·         A commercial on television or the internet
  • ·         A YouTube video

 [youtube]http://www.youtube.com/watch?v=AP4bddEuhgU[/youtube]

If you have any of this information on your Facebook page and you get interation you may be increasing your edgerank.

As you are watching influence through the use of video, you are watching video marketing in process. The brain processes video easily and it is an easy format to produce with technological advances. 20 years ago it took tons of money to get a video made now with a computer and freeware you can produce a compelling video for less than $100.

 

Social media strategists are the experts that help guide you through the process of determining what information is relevant vs the information that is just busy work, out of play or irrelevant. Deb Cole is a front line disseminator of information that will introduce you to a new social media term that will be a guideline to follow when it comes to reaching better ranking and or getting people to your website and or social pages.

 

The next generation of rating on the Facebook will be Edgerank or how much interaction that your page through interaction  on Twitter, Pinterest, YouTube channel or any other site where social interaction is made that can be connected to your Facebook page. So think about what your strategy will be if you have a business page or even personal page to get people to interact with you.

So why is video a compelling way to communicate with your reader or your viewer, tribe or an interested party. The reason is that it takes less effort to watch a video than it does to read it. A video can be watched or listened to and if it is compelling or funny it is easier to make it go viral than having to read information. If someone is on your page they may leave a comment or they may even share the video or picture capturing more interaction on your behalf.

 

Edgerank will be the term that gets used more in the coming months because it will be the indicator of how viable your information is on Facebook. Remember you will want people who land on your page or site to interact with you. That interaction can come from a few types of actions:

  • ·         Questions about the day, events or the content on your page / site
  • ·         Comments that could be considered inflammatory
  • ·         Contests
  • ·         A new idea that is revolutionary
  • ·         A review of a new product or idea
  • ·         A review of another video / website

 

Compelling information is what keeps people captivated and that captivation is what makes the information that is given social. Social media requires interaction and the more relevant and compelling the information is the more interaction that you will get. The more quality interaction that you get the better your Edge rank will be and with that ranking the higher that your site or page moves up in ranking.

 

The ultimate goal is to rank pages built on trust not just really good S.E.O. The ranking comes from the relevant interaction by likes, shares and general times people interact with you.

 

To the good questions so what does all of this have to do with persuading others? Everything because if you want the viable traffic to come to your site, to your page or to have Facebook belief in trusting you then the Edge rank will be ever so relevant. Remember your job is to get people to interact with you as much as possible just like you would with your friends. No interaction and Facebook says “you don’t have friends” or “the information is not relevant”.  Quality becomes far more important than quality does when it comes to persuasion and when it comes to the ranking.

 

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

 

Contacting Deb Cole is easy:

Http://www.coachdeb.tv

@coachdeb on twitter

 

Now go implement!

 

Scott Sylvan Bell

Connect on twitter:

@scottsbell

How to sell more: Implement your new persuaisve selling skills and techniques

 

Increasing your sales through coaching is possible
Sales coaching for persuasive selling skills or techniques

How to sell more: One of the most unusual things happens when coaching sales people on their closing skills or even their persuasive selling skills and techniques. Now this may be when they are doing great at sales or even when they are in a sales slump.

 

Now this phenomenon does not make any bit of sense nor would you imagine that it happens, or maybe you would if you have ever worked with salespeople.

 

Salespeople do the right things and ask for help to increase their sales or even to learn how to sell more.

 

Now that makes perfect sense to ask for help when needed.

 

The sales people ask a ton of questions and walk away will tons of valuable sales tactics or strategies that they can implement taking them from sales failure to sales success within a short period of time.

 

Now here is where the tricky part comes in:

 

Salespeople will come and get help to increase their sales, they pay for the time, they take time off work, they miss out on home life and then they do absolutely nothing with what they have taken the time to learn.

 

The newly trained sales person does nothing with the new sales skills or strategies that they have learned, does not implement any of the new persuasive selling skills and or strategies that could be used to increase their sales almost instantly.

 

This salesperson goes home and then spends the same amount of time that it would take to make the sell or gain the new client and just gives up because they have gained the new knowledge or took part in some sort of sales class. The salesperson may figure that they have done enough because they went to a sales class or met with a sales trainer so the tough part for them is over.

 

Yes you are right this is utter nonsense for any salesperson to not implement what they have learned…

 

If you take the time to learn something new implement what you have learned fast.

 

To go one step further in the strangeness of salespeople and what they are willing to pay for and then do nothing with.

 

It seems even in some instances salespeople will come and get help because they want someone’s permission to succeed. You read that right, some salespeople just want to be told that they are doing ok. Its almost like they are bouncing ideas off a sales coach just to make sure that they are on target and then they turn out to be sales demons but not before they make sure that it is ok first.

 

Coaching for persuasive selling skills can teach you how to sell more
How to sell more using persuasive selling skills coaching

 

There are also times where instead of just trying something they want to “bounce” the idea off of someone. This “bouncing” of the idea could have been done from free at home but the salesperson just wanted to get permission once again.

 

For and sales person who is reading this and wants to increase their sales but is waiting for permission to try something new or to close more sales you know have permission to move ahead and sell more and as a side benefit make more money. You do not need the permission of a sales coach to try something new.

 

As for the salesperson who does not want to implement what they learn that is ok also it will just cost you plenty of money and it spends the same whether you do something with your new persuasive selling skills, techniques or abilities when you get home. The money gets spent the same no matter what.

 

As a salesperson it is your job to get as much out of sales training that you can.

 

Now from working with business owners this can go the same way, if you meet with a business coach to learn how to increase your sales or make your company better nothing will change without you first implementing strategies or tactics.

 

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

 

Now go implement!

 

Scott Sylvan Bell  

 

Photo credit:Education Training Career Plan by Grant Cochrane, American Business Woman Pointing Blank Clip Board by photostock

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: Learn to sell more with a sales partner

How to sell: There are many things that you can do to learn how to sell more. Some of these items for you to learn how to increase you sales come from courses, books and or training but the best thing you can do to increase your sales is to find a sales partner.

Persuasive sales skills can be learned by practice and hard work.

Having a consistent sales partner to train with will help you keep your sales consistent:

  • · Role paly for not just the presentation but also objections
  • · Try new persuasive sales techniques
  • · Ask new questions
  • · Implement new sales strategies or a new presentation

If you have a consistent person to role play with they will get a feel for the way that you are in a sales call. Over time this team mate will be able to read you and pick up on times where “something” is missing in your sales presentation.

Learn how to sell more by working with a sales partner
Persuasive sales skills can help you learn how to sell

There are planty of places for salespeople to learn persuasive sales techniques but if you do not work them out in real time and work around possible places that could create sales failure you may be shortcutting your success. Now this is different than role play. You must learn how to implement new sales strategies that you have learned. With time and effort you will be able to shorten the time that it takes to implement new ideas into your presentation.

Persuasive selling skills and learning how to sell has just as much to do with telling stories and presenting powerful facts just as much as sales requires you to ask the right questions. A role playing partner can also help you determine what types of questions to ask and where to put them in your presentation. You can learn these questions just about anywhere. A low key question you can ask when appropriate would be “Can we disagree and still be friends”?

Last of all having a consistent partner to practice sales with will help you get some new ideas just from collaboration. You will have the ability to bounce new ideas off of each other and then tap each other’s sales knowledge and abilities.

Another idea that will help you increase your sales is to invite people from outside of your industry that may have a different perspective on how you present or even possible changes that you can make to help you increase your sales. This person or people can give some valuable insight because they are not in your industry and may pick up on you using too many technical words or phrases. You may even have some sales issues that your consistent partner is not picking up on. You could then make the necessary changes that will help you increase your sales.

A few last words of caution when it comes to working with or finding a sales partner to help you increase your sales. Make sure to pick someone that you trust and know will steer you in the right direction. It is also a good idea to pick someone who has similar sales skills or someone who is better than you are. Lastly it is a good idea to work with someone who has a good work ethic and will show consistently up when you decide to meet up.

Sales acheivement happens with practice
Acheivement in sales can be learned

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

Now go implement!

Scott Sylvan Bell

Photo credit:

How to sell more with the right persuasive sales strategies

New salespeople and veteran salespeople are always asking how to increase sales. Now there are so many facets in learning how to increase sales almost instantly. Some of the instruction taught to salespeople can be along the lines of persuasive selling and some of the information taught to help learn how to increase sales may be some not too common sense.
Now many times salespeople make mistakes because they think that they are helping their potential clients but in the end they are actually hurting not only the potential client but also themselves. Sales success and sales failure are always on the pendulum swinging forwards and backwards, along with the success side is either underdoing the amount of work needed or overdoing what needs to be done.
salespeople always want to know "how to sell more"
How to sell more without mistakes
The sales pendulum usually gets out of timing when a salesperson is new or struggling making sales.
Salespeople typically sell how they buy but they also sell knowing about all of the features and benefits of what they sell when meeting with potential clients or existing clients. Now these two items are a dangerous combination when tied together and not dealt with correctly.
There is only so much focus that people have when buying a product and or service add that to a long presentation with technical information and there is a great deal of apprehension built up and then there is a fear of making a wrong decision. This can destroy a buying situation and get a person to say “I wanna think about it” or say that “have to talk to others”. The truth is you as a salesperson screwed up. The good news is that with just a bit of effort you can fix the sales failure.
There are 2 common sales mistakes that salespeople make that are easy to fix with effort:
  1. 1. Knowing too much about their products and information dumping on their potential clients
  2. 2. Giving too many options for the products that are offered
  3. 3. Jumping on board too quickly when the buyer give buying signs
The first sales mistake happens when the salesperson feels that the potential client needs to know every minute detail about the product and or service whether they need to or not. This puts the potential client or client into information overload.
In order to get past the first sales failure of knowing too much evaluation questions must be asked from the beginning to determine what information needs to be explained. Now when sales questions are not answered the sales people they typically try to cram technical information to try and pry the potential client into buying something.
When sales people hit a sales slump some of the questions needed are excluded and then too much information is explained about the product to once again try and get the other person intrigued enough to buy the product and or service.
How to sell more is a normal sales question
Increasing sales is part of business and takes knowledge of persuasion
When working with people buying your product and or service they may know as much as you do about what you have to offer but in most instances the other person does not that is why they called you.
The second offense that salespeople need to fix is that of giving too many options. There may be 20 products that you have to offer but if you give all of the options to your client or potential client they will be on overload and they will not make a decision without much training and or time. Yes this sounds like it is something that most salespeople know but it still is a common mistake.
The third and last common sales mistake is when your buyer says that they want your product and or service and you react too quickly. This puts the feel like there is blood in the water and it will cause the almost client to start to panic. Once again this mistake sounds like it should not be an issue but salespeople who are not just new or in a sales slump but also salespeople who are doing well. When your client sitting across the table form you says they are willing to move forward pause for a few seconds and then answer how you normally would about what the next step is for them.
If you do your job asking the right series of questions and then getting answers you will uncover the few options to give to your potential client or client. You would then use persuasive sales skills to help the person or group understand why one of the few options would work out best for them.  Knowing how to present the order of options would also be included in the sales presentation. There are plenty of things to learn about persuasive selling skills techniques but they do take time to learn and implement.
As always I would like to thank you in advance for your comments and or questions
Now go implement!
Scott Sylvan Bell
Photo credit:Confused by Gregory Szarkiewicz, Labyrinth by Salvatore Vuono

Persuasive selling skills include pointing out flaws

Sharing a flaw can be a persuasive sales technique
Increase your sales with pointing out your flaws and persuasive selling skills
Persuasive selling skills are not always from scientific sources. They may come from something that your mother or father said while you were a kid while growing up, not the shut the door where you born in a barn, no something better. Your Mother or Father probably said something along the lines of “If something is too good to be true it probably is”.
Your persuasive selling skills depend upon your upbringing and things you learned while you were a kid. The rejection mechanism or the warning in your brain that shuts sales people about are tied to all of your feelings, experiences with consuming, with sales people and your intuitive gut.
Now you can question what this has to do with sales but deep down inside you already know. If you are too good to be true as a salesperson you will face sales rejection. Salespeople learn their scripts and practice but for this rejection mechanism to be triggered it doesn’t matter how hard you have worked.
Increasing your persuasive sales skills can be as simple as pointing out a simple flaw. Now this may sound ridiculous to bring attention to you not being perfect but it keeps the rejection mechanism in the brain happy so that it doesn’t switch on.
There is an added benefit to knowing that you should point out a flaw and that is the other people that you meet with also have flaws. There are two things that you can do here. Now salespeople have a tough time remembering names so a great place to start would be with an introduction in the sales process. You would bring up the fact that you have a tough time remembering names. Now not only have you pointed out a flaw but you have a common problem that 50% of the population claims to have.
Another option to supercharge your persuasive sales skills could be using the on time route, or the lack of ability to be on time.  You could share that you have a tough time getting places on time, now this option is a little risky if you must be on time.
persuasive selling skills are great to learn use sharing a failure as a technique
Persuasive selling abilities also can be pointing out flaws.
There is a point where you as a salesperson can divulge too much information and then cause the rejection mechanism to kick in. If you are going to share something about yourself make sure it is something harmless and will not get you in trouble.
Another flaw that you could point out could be that you can’t spell well, or you are not good with math, don’t have the ability to tie your tie with a special knot, you can’t parallel park or whatever are common mistakes or problems just about everyone has.
There is another way that this simple persuasive selling technique can help you out. Let’s say that you have some great widget and it is the best on the market but there is one flaw, it smells funny. Your job would to be to share that your super cool widget is the best on the market but also share the flaw that it stinks. The perspective client you are with was thinking this is too good to be true anyway so why not share with them in a strategic way that it has a flaw. If you are in a position where you have to constantly compete with other sales people they are going to tell the people that the meet with anyway. The damage is better coming from you anyway and you get to explain it how you will. The other salesperson will lose the ability to put your product down and your potential client will be primed with the downfall. This makes the story of your competitor old news and boring.
You may not think that presenting a downfall by you would be considered a persuasive selling skill but it is because not only does this take the heat or spotlight off you of looking for the flaw but it helps build rapport with your potential client because now you are similar or like them. Now you can get on with business and have fun instead of dancing with the right thing to say or do.
All persuasive sales skills take time to learn and or implement. Remember to take time with them and not try to rush into something new too quick. For you to learn how to increase you sales skills sometimes you may want to overcome objections before they happen.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Cracked Egg With Bandage by digitalart, Broken Pencil by Chris Sharp

Persuasive selling skills with difficult buyers

Persuasive selling skills can only take you so far and then you have to master other aspects of selling. There is far more to your career than selling techniques or overcoming objections through selling tactics.

In order for you to increase your sales skills you must learn the context of your potential clients actions. At some point in your sales career you have probably ran into a few difficult people. Now they have a sales secret that they want you to know nothing about. This sales tip alone may just blow your mind.
Difficult buyers require "persuasive selling abilities"
Persuasive selling techniques can be used to increase your sales
Many times the most difficult potential clients to deal with have either:
  • · The most to lose because they know that they are an easy sales
  • · They know that they have bad credit and are ashamed to admit it.
  • · Are a salesperson and think that they need to put you through what they go through.
Now for both of these sales it is more business to consumer than business to business sales. It’s not to strange to think why the potential client who always says “yes” to every offer builds up a sales resistance shield to protect them from giving an answer.  With potential clients that are difficult you may want to think of them like an onion, you will have to peel them back. This peeling of the potential client may take a little more time and effort than normal but if your combine your persuasive selling skills along with some patience the sale will be made.
The second in the group is the potential client who has little to bad credit. When a person has little or no credit or no means to pay for a product they may be scared to make a wrong decision. This potential client once again is like an onion and they do need comfort and time to make a decision. This type of buyer is difficult because it takes so much time and then most sales people find out why: they had no money and were scared to admit it.
There is a second part to the buyer with little or no money and that is they goi pretend shopping taking up tons of time with questions about products that they have no intention of buying but it makes them feel good because they are out and about “looking”. This type of buyer has no problem tying you up with all sorts of technical questions. They make it seem as if they are willing to buy but will not commit to anything. They will say that they have the funds to get the work done but at the end they pull out and produce some excuse that also cannot be pinned down. Your persuasive selling skills once again are put under scrutiny alas you will not get any money as you cannot get any money for their project.
Last of all is the salesperson who has an axe to grind with other sales people. They use their persuasive selling skills on you and throw role reversal on you and say stuff like: “You are going to try and hard close me today because that will not work” or “ou are not going to act like a used car salesman when it comes to the end” or “I don’t want a presentation just get to the cost and I will make a decision without your dog and pony show” This potential client would fall into the category of taking some time or being flat out blunt with this person that that will not happen.
Patience may be the missing link for persuasive selling techniques
Sell more with "persuasive selling abilities"
Part of persuasive selling skills is to know when to walk away from the person that you are with. Knowing when to walk away from someone or a group does take time to learn and the first few times may even be unnerving to say the least. Learning why people are acting like they do is even more valuable as you can have a game plan as how you will need to persuade the person or potential client.
Having a list of sales strategies that have worked for you in the past as a cheat sheet or sales play book does come in handy so that once a week you can look at what you have learned. This is a great reason to have some sort of sales journal. This sales journal can help you remember how to stay away from sales rejection but does not mean that you will sell everything.
Persuasive selling skills and techniques will only work as well as you have practiced with them. Your persuasive selling abilities can best be explained like working out at the gym and building muscle, if you expect to happen overnight you will get injured or burn yourself out.
One last note of caution when it comes to dealing with all three types of these difficult people. There is a pendulum or swing where you can either try too hard and make them angry or get kicked out of the call or you can chicken out and not use the persuasive sales skills that you have learned.
As always I would like to thank you in advance for your comments and or questions
.
Now go implement!
Scott Sylvan Bell
Photo credit:Solution  by renjith krishnan, Puzzle Blue And Red by Idea go

Persuasive selling skills a how to guide

Persuasive selling skills may not always come from where you wuld expect. Part of being persuasive is learning how to not only structure your argument and or belief but also to know where the person that you are working with is going to go.
When you are using persuasive selling skills or techniques you will want to be able to take objections away before they happen and when they do you will also want to be able to downplay them. You do notice that it says to downplay them and not argue them. The reason for this is that if your discussion feels like and argument there is a little mechanism in the brain that causes people to reject ideas and your sales call becomes an uphill battle. For the sake of argument we will name the switch in the brain the rejection mechanism. Turning this switch on may not be such a great idea if you want to make sales unless you know how to turn it off, that does take some persuasive selling skills.
Persuasive selling techniques often increase your sales
persuasive selling abilties are needed to influece buyers
So if you want to learn some persuasive selling skills you will do something unconventional for most sales people your job is to be the opposite of what you are. Keep reading this will be explained a little more and will start to make sense.
Lets say that you are a conservative when it comes to politics, your job would to be to watch, listen or read information from a source that may be more liberal. If you are a carnivore, your job would be to read information on vegan lifestyles or even check out information on PETA. You can do this with any aspect of your life. Just take a look at what you normally do and search for information that is not the same as what you think.
Your job is to note how the people you disagree with your beleif and then how they structure their argument: Is their argument emotional or factual and how would it appeal to their followers with the same beleifs. Does the argument follow a pattern of emotion and then logic or does it just flow one way.
Many times beliefs will follow not only an emotional appeal but also a factual. This mix often works well and may not exactly be right compared to your beliefs. Now remember you are not trying to change what you believe you are there to learn about how other people think not believe what they have to say unless you find it appealing.
By learning where other people stand and their beliefs you will find that you no longer have to argue but you can find some sort of common ground and then ask great questions. In order for persuasion to work you just have to get the other person to your side of thinking for a short time.
One example of this would be if you didn’t believe in the hype of global warming. Now this isn’t to say that you believe in trashing the environment but that you do not believe that global warming is man-made and destroying the earth. If you did want to go to a site dedicated to being eco friendly a good site to visit would be ecofriendlylink.com , Clare runs the site and has some great information on how to live and eco-friendly. The site does mention many things that could help improve your life and the enviroment but doesnt push the reader too far one way. To gather information if this wasnt one of your beleifs her site would be a fantastic place to start.
If you notice there is a little preview of how you could frame the argument against global warming or even becoming more eco friendly eve if it wasnt one of your beleifs making it a little softer than the argument build “You are destroying the planet”. This softer side does help you bypass the rejection mechanism.
Now besides reading articles, books or watching television shows you could even talk to others who have different beliefs than you. You will be able to get a feel for what they have to say or where there belief will take them over time. This could even be a person from a different religion.
Now many times sales trainers will tell you to not talk about politics or religion with your clients and or potential clients, this isn’t what is being shared with you. You probably do not want to talk about other people’s political or religious beliefs while selling.
Persuasive selling skills require you to step out of your boundaries of comfort not just for your thoughts but also for the questions that you are willing to ask. There is no better way to accomplish this skill than to understand why and how someone belives what they do. This will also help you with your patience because you will have the ability to be curious instaed of arguing points of how you are right.
In order for you to persuade correctly it doesn’t always have to be a full blown argument. Many times sales trainers will give a generic answer of how they would overcome and objection. For example your potential client says:
“I wanna think about it”
And you say
“What will you know today that you don’t know tomorrow?”
They say
“nothing” or something similar.
Now if a sales trainer told you how to fix that issue without explaining “What will you know today that you don’t know tomorrow?” and how to stretch it out you would say it all wrong, here would be a better way .
They say
“I wanna think about it”
You say,
“If that were a polite way of telling me ”no” you would tell me right?” (slowly and politely)
Then they would most of the time say
“yes”
Pause for a second, and you would ask
“Can you help me understand what will happen in the process of you thinking about it, is it the x, y or z”
So now you have opened the person up instead of shutting them down and pinpointed where their issue is, and those pinpoints are going to normally be one of the thre options you give. If the objection isnt one of the options you gave, the potential client will normally tell you.
Now had you not taken the time to learn some persuasive selling skills or techniques you probably would have turned this appointment into an argument and walked away angry and not understanding why you didn’t make the sale?
To go one step further with persuasive selling skills, if you had listened to what the potential client was saying you may have caught on when they were using words like “I will probably do this” or “This may make sense” and realized that they were not on board with you or moving forward. The words “probably and may are not words people use when they are making a buying decision, those are words that they use to get out of saying yes.
If you can pick up on objections or beliefs before they happen you can talor your presentation to what you feel that the objections will be.
Persuasive selling abilities can be fun to learn
Persuasive selling techniques can include looking at others beleifs
A great salesperson is interested instead of interesting and this comes from asking the right questions and listening. Building your persuasive selling skills and techniques will help you increase your sales and make it so that you are not spending all day overcoming objections.
Sales techniques may be skills that you learn over time. Here is a sales recipe or formula so that you can implement what you have learned:
  • For every sales tip you learn it may be a great idea to write down in a journal
  • Take that new idea and then write down how you would use the new sales skill or sales tactic
  • Your next step would to be to role play your new  skill to become persuasive
  • The last step would to be implementation after you have practiced.
Learning persuasive selling skills and techniques does take time. The great benefit for you is that you will learn how to increase your sales and learn how to be more persuasive not just in your sales but in life in general.
As always I would like to thank you in advance for your comments and or questions.
Scott Sylvan Bell
Now go implement!
Photo credit: Checking Watch by Nutdanai Apikhomboonwaroot, Idea Bulb by Pixomar

Persuasive selling skill asking what they want

Persuasive selling skills have many forms, some are complex, some are easy and some are just obvious. When it comes to the persuasive selling skills that are obvious the biggest one to point out would to be that of asking your potential client what they want.
You may not think asking someone what they want is an obvious persuasive selling skill but it is. Many times salespeople get on a roll and do not shut up. The salesperson talks and talks and talks then assumes that they know what their potential client wants and then they do not understand why they didn’t make the sale.
Asking someone what they want can be a persusive selling skills
A persuasive sales technique could just be asking what they want
Asking someone what they want especially when dealing with women is important.
Sales skills that are overlooked no matter how small are important. Its normally the small details that make the difference.
Asking someone what they want will help you:
  • · Know what the other party is thinking
  • · Uncover some of their buyer motives
  • · Can reveal some smokescreens or objections in advance
  • · Possible build some points by asking if nobody else has not
Could persuading people be this easy?
Yes it can and that is why it is a not so secret sales formula.
The set up has to be done correctly in order for this persuasive selling skill to work.
You would meet with your potential client and talk with them for a few minutes and then ask them what they want. If done too soon without the right training it may come across rude. This persuasive sales skill works when the person or group calls you out. This skill may not work so well if you are cold calling unless you know how to pinpoint and or uncover some pain on the part of the buyer.
Sometimes by asking what a person or group wants alone will get the potential client to open up to you.
Sales failure comes from not knowing where there are issues in your sales process.
Asking a potential client may not be seen or understood as a sales strategy or a sales tactic but when done at the right time it is.
Asking what they want may be a persuasive selling skill
Ask what they want and use a persuasive selling techniques
For you to have sales success you will have to get out of your comfort zone and ask questions that may make you uncomfortable. Some sales people have said that asking such a straight forward question is pushing the boundaries.
Some of the most important questions used in sales are the one that you as a salesperson are the most afraid to ask. When you do not ask these questions you end up having to overcome sales objections like “I wanna think about it” or “we will get back to you” either one of those answers for the most part most sales people cannot overcome.
Persuasive selling abilities can be as simple as asking someone what they want, most of the time most sales are but salespeople like to say that they are complicated to make themselves feel better when they do not sell their product and or services.
Sales is all about asking questions in various forms and getting commitments from the people that you are working with. Some of these questions may be simple or difficult and some may be even more straight forward than you would think. In order to be successful with persuasive selling skills you will have to change some of your beliefs and habits.
Many times sales people beat around the bush and never get to the point of why they in a sales call. This doesn’t work well because sales are not made and worst of all you have not only wasted the potential clients time but also your own time.
As always I would like to thank you in  advance for your comments and or questions
Scott Sylvan Bell
Now go implement!
Photo credit:Question Symbol by graur razvan ionut, Sold and mouse pointer by photostock

Persuasive selling skill using a script

Persuasive selling skills include using sales scripts. To be persuasive the scripts have to be used correctly. Sales failure can come from rushing through the sales process. Sales success is not far from reach,
Salespeople can be over achievers and not know that their obsession is actually what causes the sales person to lose sales or end up where they are told “I wanna think about it”
Persuasion doesn’t just happen from conversation, it is actually a mix of talking, asking questions, telling stories, silence and nonverbal communication.
So what happens when a salesperson doesn’t mix all of these items correctly.
Some would say that the salesperson should make the client the hero and not the other way around.
Sales scripts can be a part of persuasive selling skills
Using a sales script can be a powerful persuasive selling skill
So here is the sales secret that nobody bothers to tell salespeople.
Your sales script should be something like this
2 – 3 minutes of intro and warm up
5-10 minutes of talking about business
2-3 minutes of talking about other things
5-10 minutes of talking about business
2-5 minutes of stories
Now these questions and stories are not really about you as a sales person. The sales script is more of a guide of what you would say but you would infuse information other than just work.
Now the guide above isn’t really an exact way to set up a sales call and or using your sales script.
The reason that normal sales scripts are not persuasive is because they are boring and they are too focused on getting business done. The potential buyer then puts their defenses up and then they are led to not making a decision.
Now there are some people that this style of selling will not work with and that is a driver type personality. There is a fine line with people who just want the facts and others who want to talk.
In a way you will have to come up with your own sales style that infuses your personality and your knowledge.
The second part to sales scripts is when sales people know their material too well and speed through the process. This is all too common and the potential buyer feels like another number. The reason that drawing out the sales call works by changing the subject is because it slows down the sales call.
So what kind of stories should you tell? That’s a great question. Your stories should have a point that highlight something about you and what you have done that do not draw too much attention to things about you they must be subtle. If you try too hard to oversell the information the stories will come across as conceited. The stories should also involve your business but if they sound too good you will raise skepticism.
Most salespeople love to talk about themselves and their accomplishments and for the most part your potential client does not think they are cool. They have a million other things to worry about and by the way you are not one of those things and they really do not care.
The last problem with scripts is that they sound like a script. The best way to make them work is to make it seem as if you were having a conversation with a good friend at dinner. If the conversation feels like there is too much sales jargon it doesn’t feel real and builds up resistance.
Increase your sales with the persuasive sales skill mastering a sales script
A pwoerful sales script is a persuasive sales skill
To persuade people it is best to make them not feel like just another number. People who are in a sales slump often make the mistakes of:
  • · talking too fast to get done with the call so they can get to the next one
  • · Talking too much about business and the call feels awkward to the potential client.
  • · Talking too much about themselves (this is common when sales are bad)
In the end a sales script should be a guide for when you as a salesperson get off topic. You will have a way back to get into the door of influence.
There is a drawback to the weaving of persuasion, stories and questions and that is if you go too far in any direction it is dangerous. You decide you want to be too friendly and it is easy on the part of the potential buyer to say no. Go in too hard and the potential buyer gets turned off. There is definitely a sweet spot when it comes to persuasive selling skills.
All sales styles work it just depends upon how much extra work you want to put into your calls. Your ability to persuade also has to do with your self-confidence or lack of it.
Persuasive selling skills take time and patience to learn it doesn’t happen overnight.
As always I would like to thank you in advance for your comments and or questions.
Scott Sylvan Bell
Now go implement!
Photo credit:Woman Talk With Friends by photostock, Hands by graur razvan ionut