Persuasion kryptonite and the power of silence

Persuasive power of silence or the kryptonite for salespeople: If there were a kryptonite for those who need to persuaded daily on a one to one basis that would be silence. There is a saying that “silence is golden” and nowhere else is that truer than in the persuasion process. Most salespeople who have to deal with silence get weak results just from no words coming from a client or perspective client because they do not know how to deal with it.

 

[embedplusvideo height=”388″ width=”640″ standard=”http://www.youtube.com/v/z47BopTEgJk?fs=1” vars=”ytid=z47BopTEgJk&width=640&height=388&start=&stop=&rs=w&hd=0&autoplay=0&react=1&chapters=&notes=” id=”ep7980″ /]

 

The fear alone from the silence costs persuaders and companies plenty of money every day of the year.

 

Now you may think that silence on the part of a buyer or purchaser is a bad think but you may want to rethink that situation for a few moments. Buyers sometimes need silence to make their decision and your constant talking is stopping them from thinking, even worse it may show a lack of confidence in your product or service. The stall in thinking causes the buyer to now think about a few things and if you could step inside their mind you would probably hear:

 

“why is that guy or girl talking still I just need a second to work out the finances in my head”  and then “you know who talks too much, my cousin Jimmy and you know who will give me grief for getting this super charged widget Jimmy’s dad Steve now I don’t want to deal with Steve so how do I get out of buying this widget I will say I wanna think about it”.

 

Silence in the persuasive process one on one can be your best friend if you know how to set up the situation correctly. Maybe you learned covert hypnosis and or the ability to lead to the decision through the use of presuppositions and found how productive you could be from being silent.

 

Silence as a negotiation strategy

Do you really want to see how good a persuader is? You will know by how they deal with their own silence or the silence of the person or the people they need to get to make a change, write a check or to get an answer. You can literally use silence to negotiate on your behalf. The next time that you go to buy something after the number of the product or the service is rolled out just be quite for about 20 – 30 seconds and the seller or rookie persuader will find their kryptonite and will start dropping their price or start giving things away as a way to squash the silence.

 

Most sales people don’t realize how the silence can be their friend and how much pressure it puts on their buyer, people being persuaded or even a group. In general people don’t know how to deal with a quiet pause for as little as 15 seconds.

 

Persuasion home work:  

So you want to get people to your way of thinking? As a simple strategy the next time that you are asked a question just pause for a second or two and see what the reaction is by the person who is asking the question. You may see them get frustrated, annoyed, complaint or even surprised that you didn’t automatically react to the question or the request. Over time you will be able to wait longer between answering questions or even be able to become silent longer after asking a question.

 

A word of caution, you will want to use silence in low value conversations that do not matter not for items or conversations that matter. When someone asks you where you want to go to lunch would be a low value conversation. Now on the other hand if a significant other asks if you love them and you have told them yes before pausing to answer will cause some interesting issues.

 

Be patient with others in the persuasion process to learn more and how to become more effective, for most people instant knowledge does not ever happen.

 

Learning how to influence others to get results takes good reliable knowledge:

 

Now go implement!

 

Scott Sylvan Bell

 

 

 

Persuasion kryptonite and the power of silence: Video Credit persuasion expert Scott Sylvan Bell

Expert persuasion of voice

Expert persuasion with voice control: Persuaders have plenty of things to think about and deal with while working on projects to get to a “yes”.

 

Persuasion fails when these issues happen

  • ·         The call speeds up
  • ·         The call slows down
  •           Lack of confidence
  • ·         The vocal patterns of questions and statements are wrong

 

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

 

Persuasion failure because of speed

There are a few typical issues that happen while people are in “sales mode” and one of the first things is that the speed or pace of the appointment or call speeds up in the mind of the persuader and when that happens they tend to start pushing by putting pressure on the buyer, person or people involved with the project.

 

This impatience can cost sales because it is not persuasive it almost gives the feel of desperation to the buyer or investor. Everything seemed fine and then the pace of the appointment changed, the body language changes and then the voice changes.

 

Persuasion failure because of pace

The opposite of the sales call speeding up is when the salesperson or the persuader loses steam and the call starts to stall the tempo is lost and then once again there is the feel of desperation and either there is discounting involved or plenty of stalls along with negotiation. The worst of all the dreaded “I wanna think about it” may occur.  

 

This can be because the salesperson or the persuader didn’t do their homework about the client, service or product that is being sold. These issues lead to frustration and once again the buyer or client can feel the pressure and then they back away.

 

Persuasive power of voice

Now one of the items that you can work on to persuade more effectively is your voice. When there is stress in the persuasion process your voice can fail you by giving away your lack of confidence or exposing that you are confident.

 

When men or women have confidence you can feel it in their voice and also in their body language and or nonverbal communicaton. Their shoulders are up they move with smooth flow and they are relaxed.

 

Your voice is entirely different when you are relaxed vs when you are stressed or frustrated and that isnt always a good thing.

 

When you lack confidence in your abilities your voice will “leak” your position and when that happens you lose your ability to persuade effectively.

You can hear this lack of confidence on:

  • ·         The phone
  • ·         Recordings
  • ·         Live in person

 

Persuasive voice and how to get one

One of the ways to verify your persuasive voice is to record you talking something that you are passionate about or something that you are really familiar with. You will want to put that recording to the side. By the way this persuasion exercise works the best with video because you can also watch the body language of your won confidence.

 

Now on the other hand you can listen to where you lose your persuasive voice by recording you talking about something that you don’t know about and once again this persuasion exercise works the best when you use video vs just talking on audio recording.

 

The best way to make this work is to talk about the investment about or the price or larger numbers than what you are used to and say them over and over again. Now this exercise may sound funny at first but once you hear what you sound like on audio or see your body language on video you will want to practice these items to increase your persuasive selling skills fairly quickly.

 

You will want to keep these recordings whether audio or video to see how your growth as a persuader has come along. Just know that you will be amazed at what you sound like  and look like on video but get over it, its what you sound like and look like. The good news is that you always have room for improvement.

 

Learning the skills needed to influence others can take your abilities to the next level:

 

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

Expert persuasion of voice control:

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

Expert persuasion of voice control Persuasion expert Scott Sylvan Bell: Video credit

The persuasion paradox

Expert persuasion advice: Persuasion experts can teach you many things that can help improve your life and or your sales career. Knowing what works and does not work or is not effective while persuading others happens when you live what you have learned.

 

Its applied knowledge that helps…

 

All too often salespeople who are learning to persuade take things too far and end up costing the outcome of the event and they lose.

 

When too many principals of persuasion are combined the person who they are used on can feel that something is wrong but they don’t quite know why.

 

New sales people live through the persuaders paradox and what that really means is that with all of the techniques and strategies that they have as tools that they can use it may not be clear to them the time when to introduce them or how many to use.

 

The persuaders paradox is not knowing what strategy or tactic to use or it may even be that what they have learned is not adapted to what they are persuading for. In essence either the sales person uses too much of their persuasive material or they do not use it the right way. It may very well be that they do both by using too much combined with not adapting it.

 

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

 

Persuasion experts understand timing

Give a rookie persuader enough time out in the field and they will develop a sense of timing for what needs to be said or even the questions that need to be asked and they also know when to do so.

 

Sometimes it isn’t even about saying something it’s about knowing when to ignore a statement or even knowing when to be quiet. Silence may be one of the best persuasion tools that the experts use because it allows the mind of the perspective client to catch up or the silence puts weight on them to answer a question.

 

New or rookie persuaders have a tough time knowing what technique or strategy to introduce and they may use something out of order and then confuse the potential client. The new persuader also has a difficult time keeping their mouth shut and knowing when to be quiet.  

 

Persuasion experts expose common mistakes

There is a time to be an overachiever and there is a time to not be one. Now for some people when they are in the learning stages of persuasion they read every book , listen to every cd, attend persuasion seminars, watch dvd’s on influence. Now it’s a cool thing to learn as much as possible but there is also a point where there is too much confusion on how what they have learned works in the real world.

 

Rolling out a persuasion strategy and or tactic may not look like what was taught by the coach or the expert persuader, it may take some modifications and some massaging to make it effective for the industry or the type of client that the salesperson or the persuader is in.  

 

Now this is where role play comes in. You would want to decide what strategy or tactic that you would use to deal with a given set of circumstances. The best way to work these issues out is to video tape them and no matter how painful it is to watch take notes and determine what you think would work and what you think would not.

 

The more that you just freestyle and relax while you role play persuasion techniques and strategies the more of what you are doing will be effective. This is the best point to let your creative juices flow. There is no wrong answer, if you feel like something is working just go with it. If you feel like something is not working keep going until you feel like you get traction and are moving in a positive direction.

 

Your videotaped session will rewarding no matter how good or bad you may have thought that you were. Many times some of the best ideas for implementation will come from the biggest train wrecks while presenting. This type of role play gets easier over time and after a while may get addictive.

 

Persuaders paradox unwrapped:

The more that you make the persuasion patterns your own the easier they are to use in real life. Role play will not be enough you will have to use what you have come up with out in the field. There are two ways to go about this:

  1. 1.      Implement everything – this is a surefire recipe for disaster
  2. 2.      Implement slowly – When you start with just one idea you will know when to use it and how it works. Best of all you have the chance to learn how to time it instead of having too much material.

 

Be patient as you learn to expertly persuade others as it is a skill that is not something you “get” overnight.

 

Learning how to persuade others can be fun and informative but you must learn the basics first:

 

As Always I would like to thank you in advance for your comments and or questions about the persuaders paradox.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains the persuasion paradox: Video credit

How to sell more learning from infomercials

Sales training and implementation: Many times sales people look to sales training to help them out and increase their sales.  There are times where a salesperson just needs to see another sales person do what they have learned:

 

For you to increase your ability to get more business you will have to change up some of your processes and look at things that you may not have considered before.

 

Sales training and infomercials: Of all of the places that you can learn how to sell more from some of them just may be free but you will have to stay up for a little late night adventure. While watching the infomercial there are a few things that you will want to watch out for:

  • ·         What order they present the information in
  • ·         How they package the message or frame the story
  • ·         How the interactions work out between those in the infomercial

 

[youtube]http://www.youtube.com/watch?v=bAOqsENbw1o[/youtube]

 

Sales training to learn how to sell more from an infomercial

As you watch a persuasive infomercial know and understand that the people who have scripted these shows understand the principals of persuasion and know how to get people to buy. You will want to watch the order that the information is presented in. You will see that they talk about a few items first.

  1. 1.      They reveal a pain that you didn’t know or feel that you had
  2. 2.      They aggravate the pain and make it worse
  3. 3.      The show the pain can be alleviated
  4. 4.      Show the product and how it was made
  5. 5.      Give an offer
  6. 6.      Stack the cool and make the offer cooler
  7. 7.      Take the order

 

Many times sales people forget that they have what looks like a commodity in the minds of the buyer, they say the same things as their competition and really just throw technical information.

 

Infomercials and sales training, how to package the message

When the producers set up the infomercial they know and understand how to make the story line flow. If there are people interacting the whole conversation is really cool and really easy. The people will seem like friends.

 

One of the best infomercials that does this really well is one of the first 30 minute sets for the magic bullet. In the series for this blender there are friends who get up in the morning and talk slightly about their hangovers from the night before. The interaction almost feels real and as a viewer it is really easy to get sucked in to what the conversation is because for the most part most people can relate.

If you can make your buyer or perspective client relate to the situation it will make it easier for them to take your recommendations of what to buy.

 

How to sell more, show them how they could use it

One of the things that the infomercials do is that they give plenty of examples of how the viewer can use the product and while some of the ideas that are presented may sound ridiculous it starts to set the stage that there is versatility and you as the buyer may start thinking to yourself “yes I really do need this product”.

 

This is where the infomercial gets the perspective client engaged with so many ideas.

 

Next up is the money…

 

How much would you expect to pay for this item… and the number is really high and you are thinking “there is no way I would pay this much for this product”

 

…and then they say well it would not be x amount, y amount or even z amount its this much money but it gets better we can separate it out into 3 easy payments of…

 

… and we can even rush ship it to you….

 

Once again you think who would want this rush shipped what am I missing out on.

 

Priming and selling more

When the infomercial starts raising the price on the object they are starting with a high umber so that when they say the lower number your brain says to itself “its really not that much compared to the super huge number that they used earlier” this number game helps prepare your mind for what you will really pay.

 

When the amount is broken down into smaller payments you get the effect once again.

 

The rush shipping is set up for social proof that other people want this product now no matter how strange it may be.

 

Then the added step…

 

If operators are busy please call back…

 

This is one more layer of social proof. It may very well be that there is only one person answering the phone calls.

How to sell more with infomercials and your products

Now you must take what you have learned about the infomercials and then implement the ideas into your industry or service.

 

One last item is stacking the cool. This is a term that Frank Kern uses to explain that you add more bonus items to the project or service to give the feeling of more…

 

…. Maybe an extended warranty

 

….. a few hours of coaching

 

….. an evaluation of a product or service

 

….. 6 months of help desk

 

People love free stuff just go somewhere where even junk items are being handed out and there will be a near riot to get the product that really has no value.

 

You job when stacking the cool is to give an item(s) away that is really cool.

 

Infomercials and making more money through sales:

Whatever infomercial that you watch to learn how to make more sales jot down some ideas as the show is going then go back later and figure out how to make the idea work for you. You may even want to have a brainstorming session with your sales team and watch the show together you may just come up with some new ideas of how to sell more product using some principals of persuasion that you have learned.

 

There are plenty of places to learn about persuasion, this CD set will give you the foundation of what you need to know when it comes to the Science of influence.

 

As Always I would like to thank you for your comments and or questions about How to sell more using infomercials:

 

 

Now go implement!

 

 

 

Scott Sylvan Bell

 

 

Persuasion expert Scott Sylvan Bell explains how to sell more using infomercials: Video credit

How to sell more using NLP strategies

How to sell more using NLP: learning how to sell more can take you many places to learn and develop the ability to persuade others.

 

NLP was developed as a source of therapy for individuals but just about any source of therapy training can be used for more than what was intended including sales training. The great news is you can use NLP to help with your persuasion strategy.

 

How to sell more with this NLP technique

NLP is a way that you can build better rapport with others it could be defined as understanding and developing excellence but we will not be using the technical definition here. One of the items that has come in handy from the NLP field is that people gather information in 4 different ways:

  • ·         Visual
  • ·         Auditory
  • ·         Kinesthetic
  • ·         Digital

 

How to sell more using visual cues:

Visual people learn by seeing. The words that they use describe what they view. When working with a visual man or woman you could learn how to sell more using words that use visual traits.

 

How to sell more using auditory cues:

Auditory people hear the world around them. They may say things like I hear what you are saying. When communicating to a visual man or woman you would use “hearing words to describe what is going on.

 

How to sell more using kinesthetic cues:

Kinesthetic people learn by touch or feel and may use the words do you feel that or I can grasp what is going on.

 

How to sell more using digital cues:

Digital people are more of the technical like an engineer and search for the “understanding” of a situation or “consider” what is going on and do everything that they can to “make sense of” what is going on.

 

How to sell more utilizing NLP

Now from learning that people have a modality that they have as a dominate way of learning most sales training focuses on the main modality. So if a visual person were to learn from looking the focus is on saying or using visual ideas. Now this can be a challenge for the person because they still can learn from the auditory, kinesthetic and digital patterns.

 

So now what do you do?

You would combine and weave all four together and make sense of a situation better and create an easier path to persuade using NLP.

 

How to sell more using NLP descriptions:

Learning how to sell more using NLP can be done by combining what you have learned about how men and or women process their information to paint a rich picture across all 4 learning modalities.

 

Here is an example using visual, auditory, kinesthetic and digital. The words for each category will be in parenthesis and will go in order as listed previously. Using this pattern you may be able to influence others more precisely.

 

You will love the new super widget it is shiny when you (view)(visual) it and as you (listen)(auditory) to the movement you will get a (concrete feel)(kinesthetic) for how it words, as you (consider)(digital) this product (think)(digital) about what (touches you or gives you the feel)(kinesthetic) so that the idea (sounds good)(auditory) to you and you can (picture)(visual) yourself holding the new super widget.    

 

[youtube]http://www.youtube.com/watch?v=6Mdyo4ei-Oc[/youtube]

 

NLP example of how to sell more:

The above example was looped so that there was not only one cross section of how people learn and feel but two, one forward and one back. Now you can use the NLP cues in any prder that you want just remember to paint the picture for you client and or buyer so that they can see what you have to offer, what you have to say about your product, how to get take it so that the product sits well with them so they can get a sense of what you do. Getting people involved mentally makes it easier to persuade them.

 

Learn to persuade others like it is a science:

Influence strategies when taught correctly can greatly increase your sales skills or even help you learn how to negotiate better. Learn from the best source right here.

 

As always I would like to thank you in advance for your comments and or questions about how to use NLP as a strategy to persuade others better.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 Persuasion expert Scott Sylvan Bell shares: How to sell more using NLP strategies: Video credit

Persuasive sales techniques of other salespeople

 

Persuasive sales techniques of others: So much money is spent on sales training and while some the techniques and strategies work there are salespeople who do not bother to implement what they have learned. On the other hand there are some fantastic sales lessons out there that you can benefit from.

 

Persuasive sales techniques that don’t work

Now there are times when you walk away from a salesperson whether you are in the business or not and just shake your head wondering if they ever make any money from what they do. These are the type of salespeople who think that it’s all about scripts and the “next level” sales idea that really doesn’t work. Their sales process isn’t really cool or really easy and there at tons of sales mistakes along with lack of building rapport. It may even be that the salesperson doesn’t know how to make their buyer a hero.

 

In order for you to tune up your persuasive sales techniques and abilities you will want to watch what other sales people do wrong through their sales process and then not do whatever they did wrong. If you are in sales or have people in sales you will want to be able to convey the message of what not to do in sales so take great notes.

 [youtube]http://www.youtube.com/watch?v=K3VdoTgmlMw[/youtube]

Persuasive sales techniques that work

In order to get better at influencing others there are many things that you can do:

  • ·         Takes sales courses
  • ·         Pay for personal coaching by a persuasion expert
  • ·         Spend time out in the field selling
  • ·         Read books on persuasion or influence

 

Courses on sales can only go so far for you if your job is to influence people. Many times great theory it taught but the implementation of sales strategies is not.

 

You can even find a persuasion expert and pay them a good size chunk of money to help you find enlightenment in your industry. Normally this strategy pays off

 

There is something to be said from learning how to persuade others out in the field. There is a learning curve associated with working hand in hand alongside of your clients.

 

You can even buy all of the greatest books on sales training, overcoming objections, NLP, relationship building but you once again will have a long term learning curve.

 

One of the best things that you can do to learn persuasive selling skills and techniques is to watch other sales people. If they use a question in the sales process that you can use, then write it down and figure out a way to use it in your own sales process. If they ask a question that engages you write it down and find a way to implement it.

 

Sales training doesn’t have to come from a class or a course it can come from meeting and talking to other sales people in everyday interactions where you are involved or even interactions that you overhear.

 

There are plenty of places to learn new sales skills, techniques and or abilities and they will not always come from your industry.

 

Influence is a science and it takes some time to learn one of the best place to do so is right here:

 

As always I would like to thank you in advance for your comments and or questions on the persuasive sales techniques of others.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the video of Persuasive sales techniques of other people.

Persuasion of opinions:

Persuasion of opinions: Persuading others often stops when the person trying to persuade others has a belief about the person, group or situation before the process even begins.

 

How many times have salespeople lost the persuasion of opinions before they even started within their own mind?

 

How many times have you lost to the persuasion of opinions on a service or project before you have started and you don’t even have to be in sales?

 

Persuade yourself before persuading others: One of the first lessons for sales people is to not judge the person or the situation by the looks of the area or the person. You must first have the belief in yourself and in your abilities before you begin or you will have a tough time getting others to your idea or way of thinking.

 

There are many misconceived notions about how people are when they do or do not have money. Many times salespeople will look at a person and guess what they have in their pocket.

 

Some think that a person has money because of their material possessions:

  • ·         A house
  • ·         A car or multiple cars
  • ·         The clothing that a person wears
  • ·         The type of job or business that the person works for

 

Today here are two videos your job is to make a judgment about what will happen with the people who are interacting in the video clips?

 

[youtube]http://www.youtube.com/watch?v=8Zj6rLEx4P0[/youtube]

 

[youtube]http://www.youtube.com/watch?v=dYPTS_39I8g[/youtube]

 

[youtube]http://www.youtube.com/watch?v=ZsNlcr4frs4[/youtube]

 

So how does this help you to persuade others or learn how to use some influence when it comes to dealing with other people.   

 

Now both of these clips are people singing. You are to judge the contestant before they start to sing. How well do you think that they will do just based upon the reactions of the judges. Now you can stop  

 

The second thing you are to do is to figure out what you would do if you were on the stage. What would you have done differently to persuade the judges before you started if it were your presentation.

 

 

 

Now that you have watched the videos what did you think of the performers? If you had seen the videos before what were your first thoughts.

 

Most people who make the snap judgments about a situation miss out. Now this may happen if you need to persuade or influence others or even if you have a job that isn’t in sales.

 

How many times do you think that you have missed out on something cool or fantastic because of what you thought the situation was going to be?

 

Now the crowd reacted in a certain way and there was a few seconds while the singer or singers Chris Rene, Charlotte & Jonathan started there was the hope in the minds of the crowd and then the singers opened up and their voices took over.

 

Now when watching the X factor, Britain’s got talent  or American Idol you have the opportunity to guess about participants before they start. Now sometimes you are surprised and sometimes you just may be right about the talents of the singers. It’s when you are wrong that hurts more than when you are right.  

 

Persuasive sales skills, techniques and abilities require that you understand your own thoughts first.

 

Want to learn how to persuade others better? Here is a great place to start!

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

 

 

 

 

 

Persuasion Expert Scott Sylvan Bell – video credit – Persuasion of opinions

Persuasive power of responding to objections

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

Persuasive power of responding to objections: Sales scripting does the favor to salespeople of teaching how to script what should be said but that isn’t enough and sometimes not even the right thing.

 

Sales scripts miss personality but even more than that they can’t teach how to respond to the buyer correctly. Many times personality is missed and because the salesperson doesn’t know the next step the salesperson reacts to rejection.

 

The persuasive power of responding allows the salesperson to stay in the game and keep asking the questions that will lead to the sale.

 

Yes this is not the most earth shattering University backed piece of knowledge but this little sales tip is something that is missed by most sales training.

 

The pass the salt rule:

If you were in a sales process and the buyer said “I wanna think about it” and you were to react you may just fire back “So what is it that you are going to know tomorrow that you don’t already know today” and it causes the buyer to react to you. This short cycle leads to the buyer either not buying or asking you to leave.

 

The persuasive power of using the Pass the salt rule.

 

The next time that you get an objection when you “respond” to the buyer in the same tone that you would ask the person sitting next to you to “pass the salt”.

 

Accelerated reaction

If you are in sales or have to deal with people when you react the wrong way with people they react to you and then you react to them and this cycle can go on and on until there is resolution or the cops are called out… sometimes.

 

Now back to the issue with sales scripts. In some instances words are magical but in most instances it is your personality plus the rapport that you have built is far more effective than having the perfect words because it is comfortable and when you are comfortable it is easier for you to be confident.

 

So the persuasion string works out like to something this:

 

Conversation + rapport + comfort + confidence + respond = sales (it doesn’t have to be in that order)

 

Sales training errors that lead to sales failure 

Most people who take sales courses take the information and try to use what they hear word for word. Once again it isn’t about the words. Now on the other side of the coin sales trainers don’t always explain what they would really say they give the information as the short version. This would mean that what is really said isn’t given to the salespeople. The reason for this is either the trainer doesn’t know that he or she is not really helping or they know that this explanation creates confusion and extra coaching.  

 

In all its important to understand how you as a persuader interact with the people you are hoping to persuade to your way of thinking. It’s not always about the words the better way would to be that its more about the experience the person has and how comfortable they are with you.

 

To learn how to persuade others in a way that creates more abilities for you check out the Science of influence:

 

As always I would like to thank you in advance for your comments and or questions about the persuasive power of responding.

 

Now go implement!

 

Scott Sylvan Bell

 

Video credit for Persuasive power of responding – Persuasion expert Scott Sylvan Bell

 

How to sell more using persuasive power of negotiating

 

How to sell more using persuasive power of negotiating: Most objections lead to negotiation when it comes to sales. This becomes sales tip becomes more important the longer that a person would like to be in a sales career.

 

Sure there are plenty of books that you can read and courses that you can take but what if there was an easier way to learn the art of haggling?

 

If you want to be more effective why not watch people who have had to make deals for years on just about any type of property?   The reason that most sales people do not sale more product or service is because they don’t know the next step to keep them in the deal or because they don’t know how to effectively select discounts or items to throw in or take away.

 [youtube]http://www.youtube.com/watch?v=T6Gaa1hZ5lA&feature=youtu.be[/youtube]

The skill of selling more and negotiating better does take some time to learn in real life. Yes you can go to courses or you can watch shows like:

  • ·         Pawn Stars
  • ·         Hard Core Pawn
  • ·         American Pickers

 

Any of these cable shows can help you become more effective at bargaining or haggling for the sale or even to get your counterpart talking a little.

 

One of the items you will want to watch for is the body language of the buyer and the seller and even the phrases or questions that they use. Phrases in themselves are not all that magical but the words or the phrases that you pick up can keep you in the game for one more round. Frustration comes from not knowing the next step and some of the phrases used can help you in the future. If you hear or see something that you like keep a journal so that you can massage it into something you can use for your industry.

 

Remember most sales people stall out because they don’t know how to effectively implement getting to the next step. In most instances getting past the first objection is realizing that it may be time to see if the objection is about the numbers. Most sales people stop at “I wanna think about it” becasue they dont know the next step. 

 

Knowing why people tell you that they want to think about it would reveal that some people just want a better deal but are afraid to ask and they salesguy or the salesgirl who offers the discount or something else to sweeten the deal through negotiation may just get it.

 

How to sell more by learning how to negotiate better

Learning how and when to talk is an art that can’t really be learned from reading about it is something that you have to do in real life but by watching shows that can help you see how to negotiate better you will learn a few things:

  • ·         The first offer is hardly ever the best offer, this is true for most services and or industries
  • ·         It usually goes three rounds or volleys to get to the meat of the negotiation before someone says yes or no
  • ·         Once an offer is made keep quiet and let the other person answer, some people just talk too much and don’t know when to stop and it costs them.  
  • ·         Once you reach an agreement always “shake” on it, it gives an end to the negotiation and seals the deal for most people.

 

Negotiation and selling more works on hope

If you watch veteran product negotiators work with someone while they haggle they always put the seller in the hot seat when they are selling a product.

 

The question that they use is “how much were you hoping for”?

 

The word “hope” means that whatever is being asked for is not what number will be reached, it also says to the seller that they aren’t going to get what they wanted.

 

Now the question is how can you use that bit of information?

 

When someone wants a discount from you for your product or service you can ask them: “How much were you hoping for”? This is an effective line because it puts all of the pressure on them and it reveals their position.  

 

Now the best way for all of this negotiating to work if you are selling or buying is to set a commitment to the possible discount or upgrade.

 

Understand that if you were to put sales into a mathematical formula it works out to be an if then statement.

 

If I do this for you, then will you buy it?

If X then Y.

 

Once the buying or selling question is asked it is best to let the other person answer the hoping for question.  Remember to get a commitment up front before they answer. “If I can get the number to $_____ we are doing business right”? is one way that this commitment can be addressed.   

 

In all in order to persuade others to purchase your product or service you will have to learn how to work with others unless you are in an industry or have a service that doesn’t need negotiation even then it would be good for you to know the necessities to get better at working deals out.

 

In order to persuade others you must understand the science of influence:

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

How to sell more using persuasive power of negotiating video by persuasion expert Scott Sylvan Bell

persuasive power of rituals

[youtube]http://www.youtube.com/watch?v=LnRQlOcB4aE&feature=youtu.be[/youtube]

Persuasive power of rituals: Being able to persuade people to make a buying decision and purchase your product means that your product must be something that the buyer will be happy with owning.

 

Many times you purchase something because where you shop or decide to shop has become a custom or ritual to you.

 

Did you do what you wanted to do or did your brain just go on autopilot?

 

If your brain was on autopilot was it really what you wanted or were you persuaded by a prior ritual?

 

When you want to learn how to sell more first you must take a look at what you do as rituals to reverse engineer your experience and why you buy when you buy it.

 

So to really learn how to sell you will want to take some notes and write down the most common places why you shop at the location that you end up at.

 

Is it the people, maybe the girls who work there are cute, maybe they know your name or maybe when you go into the location people are friendly to you.

 

If you own a business you will want to do something similar so that you can blueprint mental real estate.

 

If your mental real estate is being occupied by the salesperson, store or other buyers you will then go back to that location and purchase products and or services again.

 

Do you vacation in the same spot or location every time?

 

Is there a beach that you go to specifically watch the sun set?

 

Is there a restaurant that you like to go to on a Friday night where you constantly order the same thing?

 

Is there a place where you like to go and buy clothes every time?

 

Is there a coffee shop that you frequent daily even though there are ones closer?

 

Congratulations you have a ritual and if it can be duplicated you have a client that has a ritual. Someone has persuaded you and you have probably never even thought about it.

 

Once someone figures you out, they then have you as a client until either they screw up or you decide that you would like to take part in a new ritual.

 

Now as simplistic as this sounds most people that have businesses do not take the time to plan out how to make something like the persuasion of a ritual work for them.

 

Persuasive power of rituals that can work for you

So how do you use persuasion of rituals in a business plan? Mental real estate is one thing and so is the Christmas gift effect but how do you as a business owner decide what will keep people coming back to your store or office?

 

In a three column sheet write down why you think that people do business with you in one column and in the other column write down what your competition offers. If they offer something that you do make a note of it. Also make a note of what you wish that you had or ways that you can change or alter your business either through mental real estate or using the Christmas gift effect.

 

Even if what you come up with sounds silly don’t discount it you may be able to turn it into something that works well for you.

 

What’s fortunate for you is that most people would look at an article like this and say “yeah I have already done that in my head”. The key is to write it down and get it into your own mental real estate and then make up a business plan or marketing plan around it.

 

Plan out how you intend to persuade those who do business with you and it will pay off.

 

Persuasive power of rituals implemented

The key to all of this persuasion work is to take notes of wherever you go and if the company offers something that you think is cool you make a note of it and see if there is some way to implement what they have done so that your clients and or customers can get something similar but you are then to couple it with something that gives you the ability to hold even more mental real estate.

 

So you have a challenge and that is right now get your list going, In most cases people do not implement fast enough and then they forget about what they were going to do. Go back and watch the video on the Christmas gift effect and figure out how you can do the same or similar thing with your clients.

 Learn the power of persuasion and how to effectively influence others in order to sell more or even get better deals or dates here:

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

 

Now go implement

 

Scott Sylvan Bell

 

Video credits: Persuasion of rituals – Persuasion expert Scott Sylvan Bell