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

How to sell more avoid these sales mistakes

 

How to sell more: There are plenty of great things about persuasion and sales training but there are also some evils that can hurt your sales process or even your ability to influence others.

 

Most people go to these courses to help their abilities and techniques and that is part of the problem but it doesn’t have anything to do with the trainers or instructors.

 

First off learning how to sell more requires a bit of patience and some trial and error. Notice that it says some trial and error.

 

Learning how to sell more means you can beat objections like I wanna think about it.

 [youtube]http://www.youtube.com/watch?v=9NE_lYsWNSc[/youtube]

Common sales mistakes from training

The first mistake that salespeople make when they learn how to sell more or get ideas from persuasion is to implement too much at one time. This biting off more than what can be chewed causes a few issues.

  • ·         Decreases confidence in abilities
  • ·         Changes up a familiar process
  • ·         Creates confusion in the buying process for both parties

 

How to make sales and persuasion training work for you

To get the most out of whatever sales training or influence courses that you take there are a few things to remember as you implement what you have learned.

  1. 1.      Keep a journal of ideas
  2. 2.      Implement slowly while on top
  3. 3.      Know when to use what you have learned

 

How to sell more with a journal

Taking notes while training is not just a good idea it’s a great idea. The best way to do so is with a real journal and not just a note pad. Now there are many thoughts out there as to how to take notes but whatever way you take the notes make sure that you can read what you write. Keep a list of ideas that can be implemented but remember to not implement all at the same time. If something doesn’t work for you after a few attempts keep the notes but stop using the new strategy, tactic or script.

 

How to sell more by implementing what you have learned

Take some time to go back through your notes and put a priority on the items from what you have learned. If at all possible figure out where you will put what you learned into use. They key here is to look at what you have learned and figure out how you can make the information work for you.

 

How to sell by knowing what to use

When you attend sales courses, read books, listen to cd’s, watch dvd’s or do anything else when it comes to sales training there is plenty to learn. Now just like a mechanic has a great deal of tools people who persuade others for their livelihood develop libraries of information and possible items that can be used to influenced others to your way of thinking. Its your job to learn when to use what you have learned and that happens with time and patience. There is only so much you can do with scripting and role play. Being live out in the field makes all of the difference.

 

Just remember know that it takes time to learn what to add to a sales presentation and doing too much can cause a catastrophe.

 

Learning the science of influence can take your sales ability to the next level, here is the best place to learn.

 

As always I would like to thank you in advance for your comments and or questions about how to sell more by avoiding these common sales mistakes.

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares how to sell more by avoiding these common sales mistakes :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.

How to sell more make your client a hero

How to sell more make your client a hero: If you work for a business you are a salesperson you may have heard the term “make your client the hero”. This expression doesn’t help you if you don’t know how to help the situation.

 

Making your client the hero may be as easy as making the process or the buying situation easy for them.

 

One of the challenges for buyers of any product is that they do not want to look dumb or they do not want to do anything in the eyes of their peers that would cause them to look like they made a bad decision.

 [youtube]http://www.youtube.com/watch?v=Bf0kSboSYqw&feature=youtu.be[/youtube]

Salespeople can make their client the hero

If you are in sales one of the best ways to make your buyers look smart and ultimately look like a hero buy making your explanations easy to understand.

 

Now this idea of making your products or services easy to understand may cause you to believe that you are already doing this but chances are you are not making your explanations easy for a buyer to understand especially if you are in a technical industry.

 

The best explanations are the ones that are short and do not have a ton of technical terms. It is a good idea to remember that most people in the United States have less than a 8th grade reading and comprehension level and if you trigger the thought that makes them look dumb they may shut down and you would not even know why.

 

If you are explaining something and you lost the man or the woman they are not listening to what you are saying they are just hoping you will stop soon so that they can tell you “I wanna think about it” or “no”.  

 

Ways to make your client the hero

You can make your client the hero by practicing the ways that you explain terms or ideas for you product or service to a few people who are not in your industry, if they have questions or concerns you will need to refine the script.

 

If you have some sort of brochure you would want to do the same thing, showing people from outside your industry what you have will answer so many questions of why someone chooses you over another person or not.

 

A huge thing to remember is that you are in your industry and have heard the terms and ideas probably a million times. The person who is new may have some “silly” or “dumb” questions that you get all day long. Part of your job is to answer those “silly” or “dumb” questions like it was the first time that you heard them. If you act put off by having to answer the same question over and over again you will have to leave civilization as you know it. Even if you go to work in a drive up window you would have to ask the same question over and over again and that would be “you want to upsize your meal for a quarter more”? Ok so you want to be a Rockstar? You would have to sing the same songs over and over again.

 

Remember make everything that you do with your clients and potential clients as easy as possible and they will repay you when they don’t have to look dumb by buying your product and or services.

 

One last thought if you think this idea is too simple. Chances are your competition doesn’t even take a look at this idea look at their product or literature in the same way. Just know if it’s complicated and not easy to understand you are miles ahead. Make your process really easy and you will be good to go by making your “client the hero” and they can make a good decision.  

 

So you want to persuade and influence people better? You will need a understanding of how people think and you can get it here:

 

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

 

Scott Sylvan Bell

 

Now go implement!

 

Video credit for– How to sell more make your client a hero – Persuasion expert Scott Sylvan Bell

Persuasive power of really cool really easy

Persuasive power of really cool really easy: When salespeople deal with clients or potential clients it helps to keep in mind being on the other side of the table.

 

When was the last time that you wanted a difficult process or have to work through a hassle. Now this all sounds simple and may not sound like a persuasive sales tip or some earth shattering advice but it may just be for some people.

 [youtube]http://www.youtube.com/watch?v=OUMIoFqU-2U[/youtube]

 

Now one of the best things that you can do is to record your sales process in video and do two things:

  • ·         Listen to your presentation and take notes as to what you think went well and what needs help
  • ·         Watch your presentation and look for items that may be out of order without the sound on.

 

Yes it may take some time to first listen to your presentation and then watch it without sound but what you will see and hear may change your mind about the way that you work on influencing others.   

 

There is a saying that “persuasion happens in the silence” and that is only true when you set of the silence correctly.

 

The idea of really cool really easy

To explain the idea of really cool really easy you first will have to take a look at a half truth when it comes to sales training. You may have heard the saying “whoever has the highest energy in a meeting wins” but it isn’t over the top energy

 

When you put enough excitement in your presentation that is not over the top you have an easier chance of the people listening to you.. This persuasive power doesn’t happen with a canned script it happens with you being real and your realness does shine through but that is only the first part of the equation.

 

The second part of the equation is really easy. Making the sales process throughout from start to finish really cool really easy takes away some of the resistance. The key here is that not all of the resistance is taken away but some of it may just as well be enough to give you a better chance vs someone who is a competitor. When you can make your process seem like time has stopped and not what the potential clients are expecting it throws the buyer off guard enough for them to relax.

 

Before anyone buys anything they have a preconceived belief about how the experience is going to be. The potential client comes to the table believing one thing and every other wanna be persuader lets the potential client to live up to that expectation.

 

Just think for a second about how you would want your experience to be and make it like that for your buyer.

 

Really cool really easy is something that most salespeople forget because they are all caught up in trying to be perfect but that doesn’t allow the salesperson to be real and then the comfort goes away.

 

What if you are a persuader who isn’t in sales

You still have to opportunity to help the people that you meet and make the process for them really cool and really easy. You will see that people will react better and will be more willing to do what you ask instead of the resistance block being there in place.

 

Learn how to persuade others better and more effectively

 

As always I would like to thank you in advance for your comments and or questions about persuasion and making your process really cool and really easy.

 

Scott Sylvan Bell

 

Now go implement!

 

Video credit for Persuasive power of really cool really easy – Persuasion expert Scott Sylvan Bell

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

 

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

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

 

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

 

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

 

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

 

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

 

Now here is where the tricky part comes in:

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

Now go implement!

 

Scott Sylvan Bell  

 

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

How to sell more using persuasive sales language

 

How to sell more: Most issues that lead to sales failure are predictable. Most of these issues that salespeople face can be in one of two categories. The first category would be those things that are obvious:

  • ·         Rushing through the sales process
  • ·         Not asking enough questions
  • ·         Being impatient and worrying about the next sale

A few of the sales issues are ones that me be so subtle that they may not be caught:

  • ·         Using concrete language
  • ·         Being confident through the sales call
  • ·         Having the right vocal patterns for persuasive language

 

The last three are very similar and will normally group together and cause sales failure for a salesperson and they would not even know what the issue is.

Is it normal and common for salespeople to lose track of their confidence and use squishy sales language:

  • ·         If you do this
  • ·         If you think that you can
  • ·         This may be a possibility if we can

The proper language that would be associated with a sale would have a different feel

  • ·         When you do this
  • ·         This is possible when
  • ·         This is a great path when

Now this may seem like something that is so small that it should not matter how the words are phrased to people who may not be in sales but the repercussions from not making the proper statements in the sales cycle will lead to the loss of the sale.

This squishy sales language can build doubt slowly in the mind of the potential buyer so much so that when a salesperson gets to the end of their presentation they will normally hear “I wanna think about it” or “I think that I need to talk to other people”. Either one of these options for a salesperson really work out to be a covert “no” wrapped in other language.  

To take the lead on a sales call and use assumptive language is something that many top salespeople do but when a salesperson lacks confidence so do their words.

 

 Now this is also where the pendulum swings too far when a salesperson is in the middle of a sales slump and they take the time to use assumptive statements overboard where the potential buyer finds the conversation awkward enough that the questions alone build sales resistance.

This one sales tip is not a magic bullet when it comes to sales, in other words this alone will not make sales but will contribute to the ability for the potential buyer or client to say yes and move forward with your idea or proposal.

Sales slumps or even sales failure is all part of the sales cycle. Knowing what steps to take or not take may make the difference of you as a salesperson getting on with your life and making more sales again or facing moving onto another job or company just to fail all over again.

Using the assumptive sales language may be classified as persuasive selling skills or techniques and do require you as a salesperson to work with them so that they are comfortable and not used too often.

 

 Remember how often you are using the word “if” when sales are slow or in trouble and remember to change the word to “when”. This will help lead to better sales success over time even though it is a basic sales strategy.

 

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

Now go implement!

Scott Sylvan Bell

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How to sell more: learn to be coachable

How to sell more: Its tough to get told something that you don’t like when you are in sales.

 

Its tough to get criticism and not want to fight every bit of it when sales are down or up.

 

Its tough to not justify why you are bad at something or how you have failed especially when you are not making any money.

 

Its hard to see others be successful while you are working hard and not seeing results and it feels like success is so far away.

 

Sales success comes from the ability to hear that you have a problem with something that you are doing in your sales cycle and then change what needs to be done so that you can influence better.

 

All too often when coaching sales people the excuses come out but what is even worse is when the people who are being coached are not coachable. So here is a short guide on how to be coachable when it comes to anything but especially sales training.

 

  • ·         Listen to what your coach says
  • ·         Take good notes
  • ·         Ask many questions for clarification
  • ·         Practice and implement

 

Did you notice on that list nowhere does it say justify your bad behavior, you are right it does not.

 

One of the fastest ways to determine if someone is coachable is by listening to what is said after the person is coached on something to do.

 

Here is an example while performing some persuasive sales training and working on some communication techniques:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a simple picture like this.

 

Mike: I used to do that but people found it boring plus it takes too long so I don’t do it anymore and I do not think that anyone wants to see that.

 

That justification equals sales failure almost instantly and a loss of income. Mike may have felt like it was an attack on him and it was because he may not be the best at what he does or he could just flat out suck at his job. He was being told to do something differently and his brain was fighting off the right way or the better way to go. The ego part of the brain was really saying “I don’t want to do what you say because I know what is better for me than you do” or “I have a way that I like to do it and this is not it”.

 

The better way that leads to sales success should have gone more like this:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a picture.

 

Mike: I have tried that before but I was not able to make it effective where did I go wrong, would you mind showing me?

 

Chris: right here is where you need to slow down and ask more questions to help understand what the buyer is thinking.

 

By Mike asking the question about how to implement a new strategy he was saying that he is open to try something new but also gained insight that he did not have previously for a sales strategy.

 

Now its hard to feel like someone is telling you that whatever you did was wrong but in order to get better at what you do the coaching is necessary and must be done. There are times where it may feel like someone is attacking you for your weaknesses but would you rather hear them from a sales trainer or from a client who says “I wanna think about it”?

 

A brilliant man has said “Do it till you are done”. Many nights people have stayed up many hours doing “it” till they were done. It may have taken a toll on the person with lack of sleep but in the end they gained the skills needed to get ahead

 

Its easy to get caught up in the “reason trap” or a way to say “I couldn’t do it because…..”.

 

Now you know the insider secret of how to pick coachable salespeople vs those people who will stay mediocre at their jobs for a while.

 

If you do get the chance to work with a coach or trainer for whatever business you are in take the time to learn what they are teaching you, fight the urge to explain why you have failed and find a way to implement the process.

 

Now there will be times that you do not always agree with those around you in how something should be done but at least work through the process and you may just find a new way of doing something that you probably would not have learned before.

 

Just remember justification will equal failure almost every time you use it because it does not produce results, it’s the easy way out.

 

Getting good at what you do takes hard work and discipline and the ability to listen and then implement fast.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

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