Persuade with the Chirstmas gift effect

[youtube]http://www.youtube.com/watch?v=pM7DDTn1FcA&feature=youtu.be[/youtube]

Christmas gift effect: For some people buying decisions are easy to make while for some the difficultly not only arises prior to purchasing the product but also after.

 

There is always the questions for some after a purchase “Did I make the right decision”. During the sales process this back and forth in the brain is called oscillation.

 

Now what if there were a way to deal with the afterthoughts of oscillation but also give a sort of elegance and surprise for your buyers as well. This can help take up some of the mental real estate needed after the sale in order to keep the client happy.

 

Christmas gift effect and how to sell more

The Christmas gift effect is what may help change the way people think after they make a buying decision. You would need to package your product similar to Louis Voitton has done with the tie in the video or the way that the Champaca absolute by Tom Ford has been prepared by the employees by Nieman Marcus.

 

In these examples both companies have taken the time to make their display of their product when in the home perfect in order to fulfill the Christmas gift effect. The materials used to make the boxes are not just cheap cardboard it is monogrammed and thick stock, the boxes normally are embossed with gold coloring and the print on the packaging is top notch, the product is always rewrapped with tissue paper and there is an extra sticker put on the product where the tissue paper has to be broken to reopen the package once again.

 

So how do you make the Christmas Gift effect to work for you and your product and even how to sell more?

 

What happens when your client signs your agreement and they just get the paperwork or worse yet just one sheet after they have spent hundreds or thousands of dollars?

 

Where is the nice package for it, where is the item that makes them feel special or like a hero for purchasing your product?

 

What management course teaches something like this?

 

None because Professors don’t understand how the Christmas gift effect works nor do they understand mental real estate they understand theory possibly of buyer psychology but not really.

 

Why does all of this matter and how does it fit into mental real estate?

 

…. Because you need your client to feel special after they make the purchase from you. This helps them not have regret for the product that they just bought.

 

So what builds the regret with purchasing the product or service that you offer?

 

Not allowing the client to feel special and especially not making them feel like a hero.

 

Christmas gift effect example for persuasion:

Is it $195 for the cologne bottle of Tom Ford Champaca Absolute? No its $195 for a bottle of scent + for the tissue paper, the sticker, the packaging with thick textured cardboard … oh and the feeling when it gets unwrapped again almost like “I just got a gift for Christmas”. It’s the felling once the package gets home and gets reopened. It’s the reassuring feeling that it’s cool but special all at the same time. It’s the reassuring feeling that not every store wraps their product like “I just got”.

 

What happens when you normally buy a bottle of cologne or perfume and pay $70? A thin cheap cardboard box and a bottle in a plastic bag?

 

Is it cool?

 

Sure it is but did it make you feel special when you pulled it out of the bag once you got it home?  

 

Christmas gift effect and feeling special

How do you make your client feel special?

 

That’s up to you and how you repackage your material and or product.

 

How will you recreate the Christmas gift effect for your client?

 

You will first need to design a way to make them feel special so that they feel like they made a good decision.

 

This doesn’t mean that you overcharge for your products and or services and then deliver crap, that will never work and word will spread quickly.

 

This process takes some time and effort to make happen but what is your competition thinking?

 

Did they take the time to make their client feel like a hero or did they feel like a chump after paying for the product and or service because they just got a piece of paper.

 

How did you decide to take up some of your clients mental real estate?

 

Take some time and plan out how you will design your product or service so that when the client second guesses what they have done they feel like they won.  

 

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

 

Learn how to persuade and influence like an expert here:

 

Now go implement!

 

Scott Sylvan Bell

 

:Video credit – Persuasion expert Scott Sylvan Bell – Persuasion and the Christmas gift effect.

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 expert skill of greeting

Persuasive selling skills: One of the most persuasive actions that a person can take when dealing with others is to be polite. In many instances difficult buyers may be very demanding thinking that will be the way to be overtly persuasive but that is the exact opposite of what will help them get what they want.

 

Yes a may sound simple to be a persuasive genius just by being polite but it does help more than you would imagine.

 

If you were having to help someone through a difficult situation whether personal or business would you be willing to help a person who is difficult the same amount for a person who is calm and rational but firm?

 

Now there are ways where you can play into this persuasive selling skill covertly and the powers can help you in the long run.

 

Being polite to others cause the person who is helping you to mostly be polite back. So you also ask how does that help you make more sales just rom being polite?

 

[youtube]http://www.youtube.com/watch?v=trieRPPko38[/youtube]

 

The answer lies in mental real estate + being polite.

 

Persuasive selling skill the introduction

A persuasive selling skill in action: When was the last time that someone how are you? This question happens millions of time a day.

 

And your response was fine, ok, doing good or any other response that you can give.

 

But what if there was a more persuasive way to answer that question that gets the other person to give you a little more attention would it be worth knowing.

 

Now in order for this persuasive selling skill and technique to work you will have to use some of the laws of English for your benefit.

 

The correct answer for “How are you doing”? is “well, thank you very much, and how have you been”?

 

Now this may not sound like a formula to make more sales covertly or even take over the world but there is something to this answer that gets people to pay attention to what you are about to say.

 

Ok, so you may not believe this but you will not get a persuasive sales technique homework assignment that will cost you nothing but benefit you greatly.

 

Persuasive selling skills assignment

The next time that you are in line you can practice this persuasive selling skills technique. You must pay attention to how the clerk or salesperson has treated and talked to the person in front of you while you were in line.

 

You will listen for the responses that are given when the clerk or salesperson asks “how are you”? This new information will allow you to see what you can do just by changing a few words.

 

When it is your time up at the counter or with the salesperson you response to the question “How are you”? is now to say “I am doing quite well today and how have you been”?

 

So this does not sound very earth shattering when it comes to asking a question but please do not discount the power of intentional subtle influence (ISI) when it comes to your ability to persuade.

 

If you have watched enough people answer you to “I am doing quite well” just by itself you will find that they answer you back using proper English for the most part by answering you the same exact way.

 

You may also notice that the person that you are dealing with may stand up straighter and deliver their answer with more emphasis than their conversation with you previously.

 

Persuasive selling skills expertly executed

Absolutely crazy that they will answer you back in a way that they have not been answering people all day long and chances are that when you walk away they will not answer the question the same exact way at all until someone else answers “quite well thank you very much”.

 

Now there is a second part to this that you may not have caught and that is to ask the person “How have you been”?

 

Your best bet is to just say it with confidence just like it was part of your everyday conversation. The more that you put emphasis on “how have you been”? the more that the question does not work for you it will eventually work against you.

 

Persuasive selling skill – The law of conditioned response

This one question holds more power than what you would guess or figure for a few reasons. First you must think about the Law of conditioned response. This law states then when you use the same language of a friend or relative in a relationship a stranger will do the same. In essence this reaction is a shortcut into the backdoor of their brain for trust and relationships.

 

When you ask someone “How have you been”? it implies that you have met the person before, they are a friend or they are a relative.

 

So how does this help you expertly persuade others?

 

Great question and it is perfectly normal for you to think that and a very smart one by the way…

 

When you wire your persuasive message in a way where you can break down some barriers without having to do some work you are in a position to win a little easier.

 

Just travel down this path for a second you meet with someone that you want to be able to expertly persuade but they have met with other salespeople or consultants who may have caused them to build up a resistance to your message without even meeting you.

 

You enter into the meeting and ask the person who has all of the control and the money that you want in their pocket and you must expertly persuade them to get it from them “How have you been”? Their brain now has to search to determine if you have met before. You are taking advantage of a lazy brain because it is easier for the brain of the man or woman who you are meeting to say “We have met somewhere but I am embarrassed to ask where, but I know we have met and I know I should remember so now I am going to have to try and figure all of this out before he realizes that I have no clue who he or she is”.

 

This brain hack takes the pressure off of you to give some information to the buyer or potential client and give you a persuasive sales skills that allows you to be an expert a maneuvering around some built up animosity towards sales people.

 

Persuasive sales skills that can go bad

Now it does take some time to learn how to use this persuasive sales skill. There are also people who this expert tactic will not work on and they may catch onto what you are doing but chances are they will not. In many instances this technique will not work well with more than one possibly two people so groups of people are out because you cannot ask them this question individually. You will also have to play with the timing of how you ask this question as to get it right.

 

Persuasive sales skills that can go right

You can learn how to persuade like an expert but you will have to put some effort into what you are doing from here on out. Expert persuaders know that the tactics and strategies must be done in conjunction of proper body language and enunciation for the words that are used.

 

When asking people “How have you been”? first just watch to see how people react out in a store where there is no real downside for you or in other words no harm that can come from your message. After 50- 100 attempts work this message into your sales calls. Since you really want to have success in what you do you will take the time when out shopping to use the question of “how have you been” to your advantage.    

 

Persuasive selling skill transformed

The words that you use may or may not have great weight to them when you use them. Your inflection counts, your body language counts and your overall interaction with your potential client counts and now just for fun add in your personality.

 

One of the biggest challenges that salespeople face in the persuasion process is that they become experts at their script but forget to add in their own personality. Remember that in order to persuade effectively your personality must be present.

 

Persuasive selling techniques and skills, how to learn more

Learn how to persuade others with expert abilities and confidence, your best source to learn persuasive selling skills and techniques can be done here

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

:Photo credit for Persuasion expert skill of greeting

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 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