Persuasion and the first rule of vocal rapport

Persuasion and the first rule of rapport: Every effective persuader looks for any advantage that they can get their hands on that will work. The broken or bad strategies and tactics of old are known by buyers and they even will tell them to you as they are being rolled out.

 

Rapport and mirroring are misunderstood elements of NLP that cause many problems from persuaders because they are done wrong. Mirroring men or women is effective when done the right way. Building rapport can be effective but when the other person has issues with you rapport can only go so far.

 

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

 

The first rule of rapport

The first rule of rapport is really two items and that is a mirroring action of the other person and then the use of voice. Similarities in not just a mirroring action but also the voice will help you gain rapport with the person that you are meeting with and in the end may help your persuasive abilities.

 

On the phone the first rule of rapport does help and that is to talk at about the same volume and or speed as the person that you are on the phone with since that is really the only way that you can mirror them. Just remember that your actions for nonverbal and vocal mirroring should be similar but not exactly the same.

 

You may be wondering if people will think you are a fraud but the reality is that most people are so caught up in their own world they will not even pay attention.

 

Rapport gone wrong

Now you may do everything that you can to mirror the man or the woman that you want to persuade but if you do something wrong such as talking too fast or too loud you may have that person walk away.

 

New salespeople have this issue when they get too excited about the product or service that they sell and this creates a mismatch. Over excitement about selling a product and uneasiness of the buyer will cause a “no” or an “I wanna think about it”.

 

The same problems with rapport may happen if the hopeful persuader talks too low or too slow compared to the person who that are hoping to influence.

 

Persuasion, rapport and similarities

Nonverbally you know when a man or woman is in rapport with you through pacing and leading. When you are leading the person will do similar actions that you do like folding your arms or shaking heads in a similar action, when you are pacing they are the one who sets the tone for you. You can do the same with you voice if you slowly start building the speed or slowing how fast you are talking or even with the volume.

 

You have the most amount of persuasive power as the leader instead of the pacer so it’s important to remember that you should keep “time” on your pacing and leading so that you spend more time in “charge”.

 

Remember that the persuasion doesn’t always happen instantly and in most instances it takes time and patience.

 

Learning how to influence others is a great skill to learn not just for business but also for personal life.

 

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

 

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains persuasion and the first rule of rapport: Video credit

Persuasive negotiation strategy

Persuasive negotiation and discounting: If you are in sales there are plenty of opportunities to learn from the people that you buy from and every transaction that you make. Many times the people you work with ask for a discount or a concession and then there are times that some buyers do not ask for either. So what is your negotiation strategy when the potential client asks for a discount off of your price?

 

That’s right have you thought up front about what your persuasive negotiation strategy is?

 

Now most of the time sales people or even those who persuade like an expert have the buyer ask for a discount or a concession on the price.

 

A standard discount for some is to use a set percentage but that may be a mistake. The reason using a standard discount may be a problem is because it seems too thought out and it also looks like it’s a standard. Because the discount seems standard can trigger some issues in the mind of a buyer and that creates issues for you.

 

If you telegraph what you do or what your “play” is the buyer knows what you are up to and then because of that they know how to play you or take your ability to negotiate out.

 

[youtube]http://www.youtube.com/watch?v=XMX7o1OFPq0[/youtube]

 

Now if you are in sales the chances are good you are paid on commissions and your job is to persuade effectively so that you make the most out of each transaction and bring the most back to your company.

 

Persuasive negotiating like and an expert

The problem and challenge of using a set flat percentage like 5% is that for one it may seem like it’s too large of a number to take off of a product and or service. If there is an exact 5% there is a chance for another flat 5% and that is where your problem is.  

 

When you use a number or percentage that is less you have a chance of not having the buyer think that there is another flat rate discount or negotiation round to go through. Now that most volleys or going back and forth for an item usually go through 3 rounds, sometimes more and then sometimes less.

 

So once again what is your strategy for working around the flat percentage rate along with not giving up too much money for your product, service and or company the company that you work for? Or in another way what type of discounts will you work out in advance so that you know what you are up against.

 

Now if 5% is too much of a discount and it doesn’t seem like your prices are tight just how much can you discount and still seem like it is enough for the buyer to move forward?

 

The answer is anything less than 5% but with a fraction added to the number.

 

So you may choose something like 4.37% because it sounds and is more exact.

 

Now you also have a few more things going for you when you must work out some details with the buyer. If you have an exact number like 4.37% to work with then if you need to go through a next round of negotiation to get the buyer to move forward you can choose a next percentage like 3.12%. If you have the need to go through a third go round of negotiation then the next number or multiplier that you would  be able to use like .89% .

 

Persuasive power of getting agreements

No matter what type of product or service that you sell or provide if you are going through negotiations its best to secure that you are going to get a decision for doing so. Now this may sound like it’s a basic item that should not need to be covered but it is. You must always secure a decision that you will get a “yes” or “no” so that the buyer doesn’t give you the “I wanna think about it” funny business or use an excuse of having to talk to someone.

 

In order to make sure that you get the commitment up front you have to explain the terms of you negotiating the price and or concessions. Having a person answer with “I will get back to you” should have been discussed before and should not be an acceptable answer.

 

Persuasive negotiating and dangers  

Now any time that you work out a persuasive negotiation strategy in advance there are a few dangers:

  • ·         The persuasive negotiation doesn’t feel real so it doesn’t work
  • ·         The persuasive negotiation is too complicated so it doesn’t work

 

When you work with others in a business setting if you seem too polished you will build automatic resistance against you and your message. The setting mist be comfortable in order to make this process work.

 

Now when the sales process or negotiations are too complicated it’s difficult to be flexible and  make the necessary considerations that you could do if things were a bit easier.

 

In order for your persuasive negotiations to be effective you will have to work the numbers out a few times. Beside having a routine number for discounts you may want to have items that you can throw in as part of what you do instead of discounting possibly upgrades but once again get your commitments up front while you still have some power.

 

Learning how to persuade others takes time and planning but you also need the right tool to learn the principals of influence.

 

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

 

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains how to use persuasive negotiations: Video credit

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

Persuasion of mental real estate

[youtube]http://www.youtube.com/watch?v=hNEmb0E1SwA[/youtube]

Persuasion through action: Experts in persuasion understand the Law of mental real estate and how it is used for the purposes of persuasion.

 

If you were to break up the spaces in the brain like a parking garage you would find that some beliefs and thoughts would take up more spaces than other thoughts.

 

When it comes to you holding some of that space in the brains parking garage or mental real estate you will have to do things that some would consider abnormal.

 

In a sense you are branding something  and that something is you…

 

How much mental real estate do you take up in your significant others mind?

 

How easy is it for you to persuade that man or woman because of the amount of mental real estate that they hold?

 

Now think about clients that you are working on…

 

How much mental real estate of theirs do you hold?

 

….and how much compliance do they give you?

 

Ah that is a good question..

 

But the better answer is the more mental real estate that you hold in a man or woman’s mind the easier it is to persuade them over time.

 

For you to be an expert in persuasion you will have to master the art of gaining mental real estate.

 

How to gain mental real estate and become a persuasion expert

One way that you can learn how to gain mental real estate or hold thoughts in a man or woman’s mind is to do things that are out of the ordinary that hold their thoughts.

 

Now these things that you will do are out of the ordinary but not crazy or stalkerish in anyway.

 

The idea of sending someone something in the mail that would grab their attention may be a good idea and in some instances it may be a bad one also.

 

There are a few things that you can send in the mail to hold mental real estate in a man or woman’s mind:

  • Coffee
  • Magazine articles
  • Chocolate
  • Cigars

 

The truth of the matter is you can send just about anything to the person that you are trying to gain mental real estate with.

 

Mental real estate and how to gain it

Now the whole goal of mental real estate is to hold a spot in the man or woman’s mind for a good reason.

 

Now the act of gaining attention of the man or woman can be done with a simple act like sending a hand written thank you card after meeting them at a conference and exchanging business cards. The idea is that you do something that grabs attention.

 

Expert of persuasion and video for mental real estate?

One of the best ways to gain some mental real estate is by sending something from a unique location.

 

Sure you can send the item or letter from a location near home but when you send something from a location that makes the person try to remember who you are and why there is a package coming from that location it builds a sense of mystery and that mystery helps build your mental real estate.

 

Send the item from a cool place when you are on vacation and your mental real estate increases.

 

Now in order to be a true expert at the game of persuasion you will really have to think ahead of time instead of thinking in the short term.

 

The idea is to send your item far before it is needed for you to have it do anything for you.

 

Mental real estate works the best when it is used 6 – 12 months before it is needed.

 

Just send your object with no hopes of ever hearing about it from the person you sent it to. If the person does thank you for the item just accept their” thank you” graciously and move on.

 

6 – 12 months later you would then strike up a conversation and ask for the item that you want or the interview and you will have a better chance of being heard.

 

In order to make the mental real estate program work the best for you there will have to be some research on your part to be done to learn about the interests of the man or the woman that you want to increase your persuasion with. Find out things that they like, pack a few of them up with a card with some sort of note that can say “thanks for inspiring me” or something else that is flattering but not over the top.

 

Make it simple and hand written …

 

And wait.

 

Mental real estate done the right way to be an expert of persuasion

When you have done the tasks necessary to gain the mental real estate for use later on down the road your requests will be met.

 

You may even find that the person who you have decided to work with has a rapport or bond with you before you sit down with them or talk to them on the phone.

 

Just not in some instances this pre thought out persuasive action may not do a thing for you. Just know that in the future it will reap some sort of benefit with another person.

 

So it didn’t work…

 

So what replicate it again.

So you don’t have  use ton of money to make your persuasion to happen….

 

Just send a hand written thank you card with a note in it that is simple but flattering.

 

You don’t have to go overboard or be super elaborate, just be memorable.  If you are using email think way ahead and plan out your thoughts or questions. This persuasion strategy isn’t something that is done spur of the moment, it is done with an end game in mind.

 

Just remember to make the item relevant and simple to the man or woman that you are working on persuading.

 

Expert of persuasion and influence? If that is something that you would like to be check this out and you will find how to persuade better.

 

I would like to thank you in advance for your comments and or questions about persuasion and mental real estate.

 

Now go implement!

 

Scott Sylvan Bell

 

Video credit: Persuasion of mental real estate – Persuasion expert Scott Sylvan Bell

 

 

How to sell more: A persuasive sales training lesson

How to sell: Working with salespeople every day on their persuasive selling skills leads to some powerful observations on how to sell more and what not to do on a sales call.

 

Many times salespeople use preset or canned presentations and it may include a presentation book or a book to do a quick overview for the potential client.

 

What if there were very specific things that were done in just about every case of sales failure? Some of these items can lead to a sales slump while some can lead to sales success.

 

Avoid sales failure with persuasive sales techniques
Persuasive selling presentations can be made better

 

If you use a preset presentation book as a persuasive selling technique it is important to know:

  • ·         The material in your overview or presentation book
  • ·         What each page means and how it can help
  • ·         What pages to use or to leave out

 

Notice in the list it does not include all of the words that need to be said.

 

When a salesperson hits a sales slump or is on the verge of sales failure a few things consistently happen or are a cause of the sales issues

 

  1. 1.      They shorten the presentation to get to the end in the hopes that they would be able to get to the agreement faster.
  2. 2.      They do not fully understand what the common issues or objections they their potential client base has and they do not answer the needs of the person that they are with.
  3. 3.      Lastly the salesperson looks at each call too much like a chess game where they always have to be maneuvering.

 

For people to learn how to sell more or better many times it is a case of getting back to the fundamentals or basics along with actually helping the person that you are with instead of trying to tell the future and having the perfectly worded presentation?

 

This is the point where salespeople stop having fun and forget to smile or use monotone voices so that they can show just how boring that they can be.

 

In other words remember to help out the person that you are with, remember to have some fun while you are out on the road or while people come and visit you. As a huge reminder remember, that you will give the same information over and over again many times in the same day and it is not the fault of the new potential client that they were not around and hour before to see the same question answered for someone else.

 

Increasing your sales needs a systematic step by step approach that is no nonsense.

 

Here are a few steps that you can take right now to help increase your sales, take out your sales presentation or information overview:

  • ·         Write down the purpose for each page and what question that is answered for the buyer, or objection that may be taken away
  • ·         Write down as many questions per page that you can ask the person or the people that you meet with
  • ·         Write down any objections that you may have on each page or segment of the process

 

Learn how to sell more and beat sales rejection
How to sell more and easy to follow sales lesson

 

If you do not know the answers to these questions this is a great starting point for you to get involved. It may not be that you do not have cool persuasive techniques or abilities it may very well be that you do not know your sales presentation.  

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:Word Failed With Two Business Hand by arztsamui, Hand With Failure Sign by aopsan

How to sell more using easy persuasive questions

How to sell more: Many times the most basic steps in the sales process are missed and that is what caused the sale be lost. Yes it is as easy and simple as the basics. You were probably hoping that the issue would be difficult.

 

The sales rejection did not happen because the salesperson didn’t know the crazy close technique that was taught by the last sales trainer that showed up last month, it wasn’t because the salesperson didn’t have enough glossy beautiful presentation material… nope.

 

Most sales are lost because the basics sales fundamentals are not followed consistently.

 

Now one of the things that kids do very well is mimicking the sibling or friend that they want to annoy. If you use this next sales tip the wrong way you will get the same exact effect and you will still get told no. Used correctly you can get your potential client to open up to you and then answer questions so that you can know what to do to help them.

 

Persuasive selling skills building blocks
How to sell more by building your sales techniques

 

One of the basic sales techniques that you can use is to rephrase what the person is asking you in a way that shows that you are listening but also shows respect. Now this can also be used when rephrasing a question. A few examples would be:

  • ·         Just to make sure that we are on the same page here is what I understand that you are asking me is….?
  • ·         What you are looking for in this widget is to have it the special gadget…..?
  • ·         If I understand you correctly you have had these issues with your current situation….?
  • ·         You say that this feature of the widget is important to you because it will help you…..?

 

Yes you are correct this is not earth shattering news nor is it some new persuasive selling skill or technique from a world renown influence expert who charged millions of dollars to get. What this sales techniques or strategy is essentially is a good way to keep talking and moving forward while clarifying the whole way through that you and your potential client are on the same page.

 

There is a sales hazard just like with any sales technique and that is either using the questions too much or without not enough variation. If it seems like a sales tactic then there is extra resistance built into the call on the part of the potential buyer.

 

You will have to practice using this persuasive selling technique because when it is done wrong it will cost you.

 

It is better to make sure that you have designed or found something that will work for the person or the people that you are with before you roll your idea and or pricing out only to find out what you spent your time on was not what the person or the group was looking for.

 

 

Selling technique strategies for increasing sales
Fundamental sales skills and abiltties include basic questioing asking

 

Taking the time to learn how to communicate better through the sales process is what will make you a better salesperson before going and spending a ton of money on all sorts of scientifically proven ways from a sales guru. You must master all of the basics before you try the advanced stuff.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Toys 3D by Idea go, Arrange Bricks by renjith krishnan

How to sell more: Stop price matching and discounts

How to sell more: Sometimes there are things that salespeople do to help create sales failure or sales rejection. Sometimes these items that create sales problems are the fault of the companies that the salespeople work for.

 

Sometimes vendors will do things as incentives to help sell product or services. In some of those instances it may be a rebate or special rebates that are supposed to “help” the sales situation and in some instances do the opposite of what they were created for. You ask how would that be?

 

Salespeople can get caught up with relying on rebates or other incentives that get them to help close the sale. Instead of being able to use the skills that they are supposed to use the reliance on free money or extended warranties.

 

This also puts buyers in a position of control when it comes to pricing on short term products. In essence they are price conditioned to get some sort of kickback when purchasing a product or service. This mentally gives them some sort of belief that whatever they are buying gets special incentives and in the end causes them to start looking for vendors or companies who can give them their next “fix” of a discount or freebie to move forward.

 

If you are in short term sales it is important to build some sort of relationship to help hold clients but that does not always guarantee that they will not shop you for a better price. All things aside you are not the person who really helps them so they do not care what happens to you. Your ability to be walked away from is one major reason to always be looking for new clients even if you have landed the dream whale client with all the products you can sell.

 

On the other end of the spectrum is the long term sale or the product that has a longer life cycle. Many sales people can track their sales when compared against times where extra incentives are offered. Instead of looking at the incentives as an influential way to help get the one client who just needs one extra push the new incentives become a crutch and cause problems when they have ended. 

 

This sales failure is common where rebates are offered every year and the salespeople know it. One step further down the path is the salesperson who may be scared of sales rejection and may tell their potential clients to hold off and not buy until the product goes on sale and “really feels for their position”. There is a huge difference between being empathetic and being a sales stooge who can’t sell.

 

Learning to use persuasive selling skills and abilities do help salespeople over time to increase their sales and overcome the common sales objections. To add as many sales tools to your knowledge may help you navigate through the common rejections that salespeople hear.

 

Just remember that rebates and extra incentives are meant to stimulate the buyers who may have just needed a little bit more to get them to move forward.

 

The next common issue with salespeople either going into sales failure is when they can use the action of price matching. It is easy for buyers to forget that all things aside not everything is the same product or service. Each company has unique abilities to deliver or produce services or products. There is always something that can differentiate one company from another. Sometimes fro some groups and services its all about the price and nothing else matters, in that instance if your services or products are better make sure to take some of your abilities out and really price match what the other company is offering.

 

Understanding the law of price equalization may help you be able to explain to this client how to deal with their pricing situation.

 

At the end of the day when it comes down to getting a signed contract your preparation is what will make the difference between and “Yes” and a “No” or even the dreaded “I wanna think about it”. Your ability to overcome sales failure though objection handling or persuasive presentation skills or techniques is a must.

 

Price matching should be used as a last resort and not to make up for bad sales skills or techniques or as a way to gain market share, in the end it creates lazy sales people who do not bring in enough revenue for a company to survive or causes sales on “price” instead of sales on skills. Sales success happens when you can overcome the common price objections.

 

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

 

Scott Sylvan Bell

 

Now go implement!

 

Photo credits:

How to sell more using the laws of persuasion

How to sell more using persuasion: In the world of persuasion and influence there are many things that you can do to show your ability to persuade but none may be as important as something that you have created and other people use.

 

 

Persuasion expert Scott Sylvan Bell explains the laws of persusion
Persuasion and how to learn the laws of persuading

Think for a second how people may take some information that you have built and then use it in a way where you get credit for it most of the time.

  • ·         A book
  • ·         An article
  • ·         Some outtakes from a speech
  • ·         A noteworthy opinion  or belief

 

The last one is probably the one that is focused on the least probably because it is not thought of very often.

 

If you were to go to a physics class one of the first things you would learn would probably be Newton’s 3 laws.  

 

If you were to take more physics classes you would learn about Albert Einstein’s Theory of relativity.

 

So how does this help you learn how to persuade or influence others in the long run?

 

It is important for you to have your own Laws and Theories in your industry that at some point may get referenced and help you with some notoriety.

 

Take for example the Law of price equalization or even the law of purchasing justification. The first place you would see either of those 2 laws would be on Scottbellconsultant.com and nowhere else.

 

So how does the law given on this specific website ever make it to the mainstream? Your answer would include effort and imagination.

Persuade like an expert

First: You would have to take the time and have a well thought out theory that makes sense to the people in your industry or group.

 

Second: You must take the time to put up some sort of consistent information so that you can be found and that search engines find you for whatever you niche may be. If your niche was sales training or teaching persuasion either the law of purchasing justification or the law of price equalization would fit.

 

Third: You would have to write an article that would explain your point and help people understand why it is a justified position pointing out both the good and the bad that comes from the law.  

 

Fourth: Now you need traffic or to let the information sit so that someone finds it when searching for more information.

 

Now just because you devise a law for your beliefs does not mean that you will get interviews all over the place or people to buy you dinner in public all’s it is for you is a place marker where someone can give you credit in the footnotes somewhere and that justifies your position as an expert.

 Persuasion expert ideas for strategies

This act or persuasion is done as a chess move for the future not for fame and fortune today if that is the case stop now whatever you are doing for the most part is not that groundbreaking so that people will instantly follow you.

 

In essence your theory or law is for someone to find later on down the road and get so interested that they call you or want you to be on a show so that once again you get to be the persuasive expert. Yes it is a talking point.

 

So how would this work for another subject?

 

How about a nonverbal communication example? Take the term “Bell bubble” or “Lobster claw hand deception” either one of those names would be used to get people to talk about a unique name and then question what the heck does it mean? Your job is to get an expert in that field to use your term and give it validity.

 

Your goal is to get people to type your laws name into Google at some point and have it auto compile. If someone is typing your law into Google you will have to produce plenty of places where it can be found and explained fully.

 Expert persuasion idea – Mental real estate

Another example may be “mental real estate” where as you as a persuader want to hold as much ground in someone’s mind that it is essentially real estate in the brain or that they think of you when your industry product or service is talked about. In this example the blog on the website could be considered mental real estate if you think that the information here is valuable so that you pass it on to a friend when they ask about sales resources or information on influence.

 

Persuasion expert Scott Sylvan Bell shows you how to sell more and be more persuasive
Expert persuasive selling skills to influence others to be more effective

 

Just like any other task or persuasive selling skill or technique this action takes time for you to implement and you will have to follow a blueprint of sorts to make it work. Just coming up with a law or theory is not persuasive without plenty of other data to back it up.

 

 Influencing others or becoming an influencer takes time, effort and consistency. Your ability to grow your mental real estate in your industry isn’t going to happen overnight and there will be some things that you will have to give up to get to a point where you are recognized.

 

Your hard work will mean that while your friends go out you work on articles, videos, reviews on books or products and possibly even speeches. Your benefit doesn’t happen *right now* it happens over time and is a chess move for the future.

 

As always I would like to thank you in advance for your comments and or questions about using the laws of persuasion to infleunce others and learn how to sell more.

 

Now go implement!

 

Scott Sylvan Bell

 

Court Icons by digitalart,Announcement by sheelamohan :Photo credits for How to sell more using the laws of persuasion

Persuasion expert Scott Sylvan Bell  

Why people say “I wanna think about it” part 3 the making of a sale

[youtube]http://www.youtube.com/watch?v=XHrhnf3V9CQ[/youtube]

“I wanna think about it” and how to get past it part 1

I wanna think about it” and how to get past it part 2

Sales training seems like it has been built around “I wanna think about it” sales programs and sales people think about if they are going to hear that phrase from the moment they get up in the morning. Traditional closing skills may not be enough anymore as sales have changed more in the last 2 years than it has in the last 80 years.

 

To get around the objection it takes some time and planning through some engineering of persuasion. In the previous 2 articles “I wanna think about it” has been described and explained why people say it and what it actually means.

 

When watching this video think about the sales process and whether or not you would be willing to step outside your comfort zone and try something new.

 

The more that you can make yourself more uncomfortable in any process the more opportunities that you have to make money or experience new things in life.

 

This sales process is easy to use and the amount of influence needed doesn’t changed it just needs to be applied correctly. There are a few things that you must do first and determine what will work for you client and also build some rapport. If you just roll this out without learning what you can do to help the person or the group that you are with it will do you no good at all. 

 

The buyer that you are with must have confidence in you and your company or service. This persuasive sales technique works best once your homeworkers been done and only once you determine what will work or this technique will backfire on you.  
Your job is to narrow down the options for the buyer so that you can take away the “I wanna think about it” feeling from them. You must let the person or the people work out what they do and do not like for the first 2 options. If they talk themselves into a position that they want and feel is needed for them they will take the third option once they have talked it out but do not ask them if there is anything that they do not like about the last option. You will only ask what they do like about it. If you ask for the bad you will end up in a stalemate for moving forward.

Sales success comes from working through sales challenges and finding ways to make the process work for you.

 

Sales software may or may not be able to help work through the objection process but it doesn’t do much to help the real life situations. Through role playing you will be able to learn how to defeat most sales objections. Take your time and learn to have fun with your clients it will help you relax because everything will be fine and normal.
Learning how to sell more and get past objections can be done from learning about what it takes to infleuce people the right way. Persuasive selling skills and techniques have fundamentals that you must learn. “I wanna think about it” has to be one of the most common objections that stumps salespeople. Learn more persuasive selling techniques and stragegies here:

 

I would like to thank you in advance for your comments and oq questions about learning how to get past the objection of “I wanna think about it”.

 

Now go implement!
Scott Sylvan Bell