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 presentation skills increased

 

Persuasive presentation skills increased: learning how to present to your potential clients can help you increase your sales.

 

Many times sales people lose their enthusiasm over time or they have no presentation skills. Some sales people focus more on their products but forget that they need to have the ability to keep their client or their potential client engaged.

 [youtube]http://www.youtube.com/watch?v=EIOSfOBd7_g[/youtube]

How to make your presentation more persuasive

First on the list to increase your sales is to video tape the presentation as you have it now. You will want to be brutally honest with yourself and watch the video with someone outside of your industry or even a kid. If the presentation doesn’t make sense to others it will not make sense to your potential client or even an existing client.

 

You will need to make sure that there is enough enthusiasm in what you say and do. Now there is a danger when making your presentation more persuasive and reading to have some enthusiasm is to go overboard. Just add a little energy but not too much or you will be seen like a goof ball.

 

There are times where you will have to be humble and take criticism from someone that you trust. The trick for you is to take this critique and not justify your mistakes. Take the lumps and make the changes. Most salespeople ask for help and then do not take the advice to make the necessary changes to increase the sales or to make the presentation more persuasive.

 

Make the changes to make the presentation more persuasive

There are a few things that you can do to help your persuasive abilities and or techniques

  • ·         Make sure you have enough time to present – yes this is easy but salespeople forget this
  • ·         Make sure there is enough energy in the presentation but not too much
  • ·         Make sure that the person or people watching don’t have to make themselves look dumb that comes from using and concepts that they understand
  • ·         If the potential client will not understand concepts or words explain them before the presentation
  • ·         As more questions to gain clarification
  • ·         Have fun and remember if its boring the answer will be no

 

Persuasive presentations are well thought out and well-rehearsed over and over again. You must be comfortable with what you say and do along with being comfortable in many given expected or unexpected situations.

 

Persuasive presentation ideas

Make sure that you make the client the hero and not try to upstage the product and or service. If you think that everything is all about you, other sales people will walk away with your sales because it just seems to your client or potential client that you think you are a Rockstar in your own mind. Make the process about them and their problem and focus on how you can fix those two things. Be a Rockstar at the office when you make the sale.

 

Learning how to influence other requires that you to understand and know the basics of the science.

 

As always I would like to thank you in advance for your comments and or questions about how to make your presentations more persuasive.

 

 

Now go implement!

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the persuasion presentation skills video – 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

How to sell more: What it takes to write a persuasive sales article

How to sell more: There are so many things to learn from sales training, courses on closing, books, cd’s on sales and even DVD’s on sales. There are so many options for you take your information from. There is one constant throughout no matter what subject is being taught. This may even be the blog that you have read on someone’s website.

 

The common thread for all three items is the incredible amount of time that it takes to prepare and edit lessons or thoughts.

 

Yes you are right, not all writing on websites, information products or even live are the greatest thing ever but the incredible amount of work that it takes is mindboggling.

 

If you were to read a 500 word blog that’s about an hour for most people by the time that the pictures and Meta tags or Alt tags are included.

 

For a larger article for an average person with slower typing speeds it may take 2 hours for 1200 words.

 

Shoot some video for the web and it is about 20 minutes of prep or more for every minute that you watch.

 

Sit in a class and get some sort of sales training and it can be as much as 3- 5 hours of preparation for every hour taught for a medium level skills. For the difficult topics it can be as much as 10 – 20 hours of preparation for every hour to be taught.

 

All of these events are very time consuming for the people who create them.

 

Some may not care as much as others and just throw up some slop and hope that it gets some attention and not care about the outcome. For those who care and worry that the information is usable and create benefit to the lives of others it is an endeavor.

 

So you may not be into underwater basket weaving but whoever wrote the article that you stumbled upon took some time and effort.

 

So why this lesson on how much work it takes for someone to create information?

 

Sonya Lenzo from http://oldbooksmarket.com sent in an email and asked to explain what it takes for someone to create articles or information on a website.

 

To build information for you on persuasive selling skills, covert hypnosis, negotiating or even basic sales skills there are hundreds of books to thumb through, thousands of hours of cd’s and dvd’s to watch and countless hours of training to attend.

 

In all it’s a hope that you enjoy what is here on this websites or even other peoples websites.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits:

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 by finding the real buyer

Persuasion and sales normally go hand in hand but there may be a few drawbacks even if you already know how to sell. There are plenty of common mistakes that’s salespeople make every day. One sales mistake that causes many problems is that of not identifying who the real decision maker is.

Buyers or potential clients do not always give up the goods when it comes to answering your questions. Many times buyers want you as a salesperson to give all of your information and they want it for free. Even worse is when the real buyer sends someone to gather the information for them and you have no real input of how the sale will go.

Persuasive sales techniques include asking the tough questions that other sales people are scared to. In order for you to learn how to sell more or even just stay ahead of the competition you must identify who the real buyer is.

Many times sales people will ask “is there anyone else who needs to be involved with making this decision” and they forget to add the hook of “So you are authorized to move forward and there will not be anyone who objects for any reason?” This will keep you from having to overcome sales objections that you didn’t need to. Even if you know all of the sales techniques sand sales strategies backwards and forwards your still have to implement them.

"How to sell" more is sometimes a persuasive sales puzzle
How to sell more can be helped with persuasive sales techniques

Tie downs in sales are common and some of them are: couldn’t you, isn’t it, wouldn’t it be, aren’t and those do work well but if you are asking a question where the answer can later on be weaseled out of you must remember to tie the answer down also. The tie down can confirm the ability to end up with a sale. This question can even go one step further “So you can make a $10,000 decision and you partner will be ok with that?” Now the number that you are using can be more or less than $10,000 you would use whatever number you need to fit your product and or service.

Confirming and defining who the decision maker(s) can do a few things for you:

  • · Stops you from wasting time and resources with people who cannot move forward or even give you a decision.
  • · Does give you a little control by not giving up the goods to someone who isn’t able to help you.
  • · Gets you in front of the decision maker so you can get a “yes” or “no” and ultimately that will end up making you more money.

Sometimes these persuasive selling questions are not comfortable to ask at first but over time they do get easier. For you to learn how to sell more it is imperative that you understand who the real decision maker is. Many times being bold with statements and questions will get people to understand that you are there for business and not a professional visitor or a sales chump to give out free information.

"persuasive sales techniques" show how to sell
Not all sales trainers can teach how to sell more

Identifying the real decision maker is not always easy to do but it can make sales easier over time. Persuasive selling abilities do not make the sales, you do. For you to learn how to sell more it will challenge your patience and sales abilities, be patient.

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

Now go implement!

Scott Sylvan Bell

Photo credits:Man Around Puzzles by renjith krishnan, 100 Dollar Bills by Boaz Yiftach

Persuasive sales abilities require you to defeat sales slumps and sales rejection

Persuasive selling skills sometimes require the knowledge to get out of a sales slump to keep you out of sales failure. Many times when a salesperson is in a sales slump they are desperate for sales and to keep their goals if they have them. There are a few issues with just this alone.
  • · There is a ton of pressure on the salesperson to perform
  • · The pressure causes the salesperson to speed up their sales process, they leave out steps in the sales process and end up hearing “no” or “I wanna think about it”
  • · They are focused on the big number for the week, month or quarter.
If you are in a sales slump and your focus is for the end of the month or quarter the chances of you making your numbers are slim to none. This isn’t to say that you are not an amazing sales person or that you do not have superior persuasive sales skills but it is saying that if you are so worried about getting your sales numbers the focus is way too broad.
Persuaive sales skills include goal setting
Setting effective goals is a persuaive sales ability
The best thing that you can do to influence your sales skills is to focus on one call or one project. This may not even be the whole project it could be a single aspect of it. Your focus is to sell the person or group that you are in front of. This takes enormous pressure off you to perform for more than what you need to. This is the best way to perform sales to begin with but some will tell you to watch for the entire month or quarter.
If you keep a short list of things to do during the day or for a project this will keep you on task. Finishing the first item will take focus before moving on to the next. In some instances sales people do not always get the ability to just get one thing done. If that is the case do everything you can to keep focus on each project during its timeframe that you can.
In order for you to have persuasive sales skills you must have the internal ability to persuade people. If your mind is off target for the project or the client the focus is elsewhere and they can feel your lack of enthusiasm or can even tell that you are desperate.
The best analogy would be that if you were to have to climb a mountain and there were dangers on your path would you focus on the peak or the next 5 – 10 feet in front of you? Yes your end goal is the top of the mountain but to keep looking at the peak causes anxiety or frustration. That anxiety or frustration can lead other places that are not good. This is normally where salespeople start siding with the one person in the office or group who lack the abilities to stay positive. The other problem for sales people is to pay attention to what others are doing in the office, region or nation. You must compete with yourself first and then with others. Focusing on what others are doing draws your attention away from what you must do and further builds the anxiety or frustration.
For you to have sales success short and immediate focus during the work hours is how to achieve that. This means that for whatever time you are with your clients they are what you focus on. If you have time to work on a project or proposals make is so that you have no interruptions. There is only so long that a person can intently work on something without burning out or making mistakes, so about an hour fits the best. If you have the ability to go longer then do so.
For your persuasive sales abilities to work your focus has to be in place. Searching for new sales tips to try and implement will not.
  • · It is important to remember to not change what was working for you previously and trying a new sales technique may not be the best idea unless you are good at improvising and not many sales people are.
It’s not a question of how to increase your sales skills in a sales slump it is a question of what you focus on. Sales slumps are a common part of the sales process but the goal setting strategy of focusing on your next one sale isn’t.
Sales rejection sometimes happens just from the sales person looking or feeling desperate and for no other reason. There is no super fantastic sales formula that will instantly increase your sales. There is just tireless work on the sales process. Sure there are things that you can do that will immediately impact your sales in the short term but it does take focus to keep doing the same thing over and over again with slight tweaks to make it better.  Sales rejection is also normal if you are excellent at persuasive selling skills or abilities nobody gets told “yes” all of the time.
Sales rejection can be beat with goal setting
persuasive sales skills are increased with goal setting
Goal setting of the next sale should remain your priority not the end of the sales period. This is a required successful sales technique.
Yes! you can do it!
As always I would like to thank you in advance for your comments or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Mountain Climber by Sura Nualpradid, Confusing Man by renjith krishnan

Persuasive selling skill – Increase sales by asking the uncomfortable questions

[youtube]http://www.youtube.com/watch?v=DJUVJ8PFDZc[/youtube]

Persuasive selling skills are talents that are learned over time. Learning how to increase your sales can be done with time and effort. There is no easy shortcut to success. Persuasive selling skills should be defined as a long road of learning that is never really complete but can be adapted over time with experience and hard work.

Sales people whether in a sales slump or when making sales typically don’t like to ask the questions that they need to. For some reason the sales person thinks that if they do not ask the question and push for the sale they as a salesperson can make the sale faster.

This doesn’t make sense to think that by short cutting the process the sale will be made. Most sales people think that they can become “friends” with their potential clients if they are nice and do not go through all of the necessary steps. If you are in a sales situation and take short cuts you will end up hearing “No” or “I wanna think about it”.

In all realities to be great at sales or increase them as much as possible there is a sales formula or sales recipe that has to be followed. The path to learning persuasive selling skills means that there will have to be some things that have to be done consistently and that includes asking all of the questions that are supposed to be asked to make the sales.

By deciding to use persuasive selling skills you will have to step out of you comfort zone and boundaries. To increase you sales you will have to implement consistent steps of not just questions but actions and stories. Sales strategies only work when set up correctly otherwise it ends up causing sales failure.

Sales techniques are just the beginning when it comes to sale. You can use sales techniques for a while but in the end you will not be able to close as many sales as you need to from just using the old and outdated material that is made fun of on the internet and movies. Sales success is dependent on taking what doesn’t work and not using it, while finding new ways to persuade or influence your potential clients and get them to move forward.

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

Now go implement!

Scott Sylvan Bell

Persuasive selling skill: Knowing your sales abilities and sales strengths

Persuasive selling skills require that you know your abilities and limitations. Knowing that you can increase your sales and income is important. Knowing that it will take time for you to learn persuasive selling skills is also a must.
You can buy as many sales cd’s, sales dvd’s and go to as many sales courses or influence boot camps as possible but it imperative to know that your sales will not instantly change for the most part. Some sales people do see immediate results but that doesn’t happen often.
When you change your sales presentation you may not get the results that you want form the very beginning. It is rare to find a salesperson that can implement something new right off the bat and get results. Many times it takes mutiple hours of role play to make increasing sales happen and feel automatic. In fact after implementing something new it may just put you into a sales slump and not only is that normal it is common. That is because it is something new and untested. If you have a scripted presentation, modifications will change the dynamics of the way your presentation rolls out.
Knowing where your weaknesses are is an important ability that most people will not face the reality of, they do not want to admit weaknesses. This is one of the best things to admit to so that you can grow. One of the best actions you can take is to make a list of what you are good at, what you are ok with and what you need to work on.
Persuasive selling skills are learned over time
Strengthen your persuasive selling skills
Your sales success depends upon your ability to adapt and grow, many sales people just go along to get along or really never train to get better. If this isn’t you then you are applauded for your time and effort.
Learning how to increase your sales skills takes time and effort. If you hear or see some snake oil being peddled at least listen to the sales presentation to get what sales nuggets that you can take away and mold into your sales process. There is much to learn from other sales people good or bad, there is always something to not do or that may work well. It is a good idea to keep a journal of all of your sales nuggets that you gain from listening to sales presentations or even from other sales people.
As you learn new sales techniques or persuasive selling abilities remember that you will still have to overcome objections, push back sales failure and work just as hard to influence people. There is a magic bullet to increase your sales: it is hard and dedicated or tireless work. If any sales guru sales anything else you are in for a load of lies.
Sales training should be difficult at times, the uncomfortable moments are what make you a better sales person. If you are going to learn persuasive selling skills your comfort zone will be stretched at every chance.
Sales success comes to those who are willing to work on their abilities and sometimes that means paying money out of your own pocket for training as well as working on your sales skills while others are out having a good time. The sales formula for success requires that your attention is paid to your abilities or lack of abilities.  How dedicated are you to building your business? If you are in sales you are an entrepreneur which means you are building a business and that is important to remember.
Are there shortcuts to sales success?
That is a common question asked of many sales trainers or sales gurus. Well the answer is going to depend upon your moral and ethical beliefs and what you think belongs in a sales formula for sales success.
If you have no morals or ethics than yes there are 3 fast shortcuts to increase sales and those are:
•             Lie
•             Cheat
•             Steal
Can you make sales faster that way? Yes you can. Are the consequences worth it? No they are not. In this digital age you have very little room for making such mistakes, the mistakes will follow you unless you have access to fake ID’s and new social security numbers.
Sales success comes from learning persuasive selling skills
Increasing sales takes time even with persausive selling abilities
Now for most people those 3 bad or evil bullets are not the ways to make sales, for some that is the way of life. Hopefully if you are reading this you are appalled by those who lie, cheat and steal because they give the sales profession a bad name. Remember to get where you want to go may take longer than you would think or it can be a shorter time but hard work does pay off longer than the shortcuts that usually end with bad consequences. People usually get caught at their worst moments not their best and that normally includes a television reporter and a camera man.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Strength by Ambro,Pinocchio by africa

Persuasive selling skill to master, be on time part 2

Persuasive selling skills are increase over time and with effort
Increase your sales with persuasive selling skills
Persuasive selling skills start with knowing that with persuasion everything counts. For you to increase your sales it is important to know that everything you do either counts for you or against you. If you are keeping score that means: being on time, how you are dressed, how your clothes look besides how they are dressed,  what you look like, your breath, your presentation, your vocal qualities, how you treat those around you and even how you treat those you have never met.
How important is it to be on time? More than likely one of if not the most important things you can do all day.
Besides increasing your persuasive selling skills from being on time there are a few other things that will help you out.
While sitting in the waiting room observe how the gate keeper treats others and what pushes his or her buttons. There is a reason why they are the gate keeper and they do have influence over the decision maker. In a perfect sales world there would be no competition, no gate keepers or no sales objections but that would be a fantasy. Realistically it’s a good thing that you have competition and that they are not good at what they do.
How you treat those around you has repercussions more than what you would know. Everybody is watching you and your actions do have consequences. It doesn’t take any more effort to be nice to those around you as it does to be arrogant or mean. Some sales trainers have some interesting ways to teach of how to get around a gate keeper and while some of the ways with intense pressure some of them cause sales rejection issues. Some of these ways taught give you one opportunity to get into see the decision maker after that the bridge has been burned. If you sell in a small enough niche, your attitude and tactics will be known faster than you would think.
There are a few things that come from talking to the gate keeper:
  • · They can give you information that will help what you do.
  • · They will give no help at all for what you do.
  • · They will give you misinformation which is worse than no information, its good to know that this can happen.
Take what you learn and apply it how you will, if the gate keeper has given you a sales tip do what you can with it. Some offices run games to see how they can give sales people misdirection and that can lead you down the path of sales failure. In order for you to have sales success it is good to know how to detect lies or inaccuracies when dealing with others. Reading nonverbal communication is one of those ways. Some places do this misdirection so much even with the best skills you may not be able to detect their game.
Learning how to increase your sales through persuasive selling skills takes time
Sales tip: Be on time and be nice so you can make more sales
It’s tough enough in the beginning of a sales career to learn how to increase sales along with learning over time without some sort or direction.  Persuasive selling skills are acquired over time not in minutes, it doesn’t matter what sales gurus tell you, increasing your sales takes time. Being able to effectively implement new sales strategies takes planning and effort, more than what other sales people are willing to do. Even with all of the best sales abilities and training you will hear “I wanna think about it” but you will be able to know how to deal with it better and disarm it.
By learning all you can about how you work, your sales, persuasion, non-verbal communication, new  sales techniques, learning how to build trust and overcome objections, working with old sales techniques and lastly learning how to effectively keep up with you sales slump cycles your sales can be increased.
As always I would like to thank you in advance for your questions and comments.
Now go implement!
Scott Sylvan Bell
Photo credit:Customer Service Operator Woman by Ambro, Graphic3 by Danilo Rizzuti