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 with the “law of price equalization”

How to sell: Many times buyers put the squeeze on salespeople because they think that they are doing their job and saving themselves some money.

 

Let’s introduce you to…..

 

Law of price equalization – All things aside no matter how much you look for a product and what you pay for that product it will end up costing the same as a similar product or service that costs more.

 

Now this law may not fall under the category of covert hypnosis but it does go hand in hand with persuasive selling skills and abilities.

 

So you are a skeptic and that is perfectly ok and normal.

 

Do some quick math here.

 

You buy a widget for $10 that was built correctly and will last for 5 years.

 

You are able to find another “similar” widget for 7 dollars but it was made to last 4 years and is made with lesser quality products and has a higher failure rate.

 

Off the top of your head what one do your buy?

 

Well your own answer may change.

 

Depending on what order you looked at the two widgets may actually determine what one you buy.

 

This Law of purchasing justification is what all sales processes are built around.

 

The law of purchasing justification happens when a person or group looks at a product or service and decides that one option is better than another based upon pricing, features and benefits.

 

Within this rule it is almost impossible to compare products or services.   

 

Some people would pick the widget for $7 while others would pick the one for $10; so what one is the better option?

 

The $10 widget is the one that would work and meets the criteria and will last

 

The $7 widget will work but will need to be fixed more often plus you took the extra time to go “shopping” to find that product and the intangible here is how much is any unit of your time worth.

 

Many time consumers get caught up in all sorts of research to determine what option, service or product that will work better for them. In the meantime the consumer who bought the $10 widget can get on with their life and know that the widget will last.

 

Many times consumers who get caught up in finding the “best deal” cut quality of products or sacrifice service to make up the difference of a few dollars only to have to pay more in the long run.

 

One of the biggest lies to ever come out of a college classroom is the saying of the “Lowest cost with best quality” these two options are direct opposites of each other. It is not possible to have the best quality and the lowest price ever. This is a case of either or but not both of the options. Something had to be sacrificed in order to get the cost lower and that means that the “best quality” is out. The saying should be medium product with and even price is what you are going to get.

 

You can usually tell how long a company is going to last by the words that are advertised in their marketing:

  • ·         Affordable
  • ·         Discount
  • ·         Low cost
  • ·         ‘highest quality and lowest cost”
  • ·         Best value

 

These are normal signs that a company is in trouble and will have to make changes in the future and will either close or will force themselves to raise their prices or use a discount product.

 

Ok so you are right the largest retailer does advertise something similar but they are not the lowest cost on all products. They make up the difference in other products or services so they do not always have the lowest price unless you go to the competition and get the price and then come back and prove it.

 

This “time and effort” would eventually take up whatever cost saving time was spent in order to purchase the product or service.

 

Now there are a few places where the Law of price equalization would not work for some people. If you needed a car and you were going to buy a new one this law would not work if you were to compare a 458 Ferrari to a Chevrolet Malibu. Yes they both will get you were you need to go but they both were built for different purposes. So in an event of different purposes this rule does not work.

 

Many times you will find insurance companies advertise lower rates but in order to get those rates they must raise the cost of deductibles. By the time that you pay for the deductibles you may end up paying more but some people are willing to take that risk and then justify why they did what they decided to do.  

 

The Law of price equalization works more into your favor as most products are made from less companies or competitors. In many instances most products are made from the same exact parts in 3 or 4 plants with multiple brand names with different prices even though they are the exact same product.    

 

The last part of this law is that when a lessor quality product or service is used that product or service that is less will eventually cost more over time when the better quality service or product could be substituted.

 

By taking the time to evaluate what the better product or price is you may find yourself spinning your wheels where you could have gotten on with your life.

 

Persuasive selling skills and techniques may help you sell more over time and increase sales percentages. Knowing how to explain how to save your clients time or energy may be your best ally instead of fighting over price.

 

Explaining the law of price equalization does take some practice with role play before trying to explain this to a potential client.

 

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

 

Now go implement!

 

Scott Sylvan Bell

How to sell remember the extras

How to sell: Many times sales people feel that persuasive selling skills will do all of the work for them and it’s all done, the sale is made.

 

 The reality for salespeople is that it is the small things that can either make or break the sales call. The Boy Scouts have a motto and that is “Be prepared”. This motto works great for sales people also.

 

It is amazing how many sales people do not prepare before a sales call.

 

Now this may sound like a basic step but basic steps are usually what are missed in many of the sales calls that are lost and even sold.

 

Have you ever almost finished a sales call and realized:

  • ·         You had no paperwork to get the potential client to the next step
  • ·         You were missing some presentation material
  • ·         You could not use some sort of communication device to check inventory or order parts, services or pieces

It is a horrible feeling to get almost to the top and then realize you cant finish the trip because you were not prepared so you have to pause and get supplies and reschedule.

 

What does this lack of ability do to the buyer in their eyes?

 

Can it lose the sale for you?

 

Can you create confusion in the sales process?

 

Any of the last 3 items listed can happen and yes it can cause you to lose the sale and then you have sales failure.

 

When you are not prepared it causes some mistrust on the part of the potential client. When the questions happen about you and your product the rejection mechanism in their brain starts to trigger. The rejection mechanism then starts questioning whether or not you will do the right thing for them and then they say “no” or “I wanna think about it”.

 

Here are a few very simple ideas that can help you increase your sales

  • ·         Keep extra copies of your agreements with you in case you need another one
  • ·         Keep an extra copy of your presentation at hand in case one is damaged or is missing
  • ·         Back up clients files in case of computer viruses or computer failure
  • ·         Get to your sales call early in case unforeseen things have changed
  • ·         Keep a hard copy of phone numbers so that you don’t have to rely on a cell phone
  • ·         Have a back up source or someone else to call to check for availability of products or delivery dates.
  • ·         Have extra pens of the same exact type so that they are all uniform colors and manufacturers

 

Ok so you are so right these tasks should just be a given but the amount of times where these basics are not covered and sales are lost this list must be mentioned.

 

It isn’t always about covert hypnosis, story strategies, questioning techniques or even persuasive sales skills and abilities. It may just be about being prepared to make the sell when available not just some old or new technique.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit:

How to sell: Get the budget for the project

 

Getting the budget can help you sell more
Sell more now by getting the budget

How to sell: persuasive sales skills can not do enough for a sales person if they are not willing to stand up for themselves. If you are in sales there has to be a list of what needs to be achieved in all sales calls. Within this list there may be a few items that must be determined:

  • ·         Items or services that the potential client can use
  • ·         The budget for item or services to be perfomed
  • ·         If the potential client is a good fit for both parties

 

The one that is the toughest for most sales people is finding some sort of ground for the budget to determine the next step.

 

If you look at a sales call as if it is a split bell curve and you are able to label the top of the curve your power, it declines as the sales call goes on while the power of the potential buyer increases as the call goes on.

 

If you as a salesperson do not engage with the buyer to find the budget you will get the “I wanna think about it” routine at the end.

 

Now there are some dangers involved there is a place where it is too soon to ask for the budget. If you are using persuasive sales skills you would know that you must prime the buyer in the beginning of the sales call as well as state a range of how much the product could be a few items to get the potential client aware of just how much they could be spending.    

 

An example may be for this widget there are a wide range of options that you can invest in, they can range from $30,000 – 9,000. If you do this the right way the person will say: “there is no way I am investing $30,000 on this widget” and it opens the door for you to say “I was not expecting you to spend $30,000 for a widget like this but what were you hoping to invest”?

 

How to sell more by getting the budget through persuasive sales skills
How to increase your sales now - get the budget out of the way

 

Now many times buyers will give you the “I have no idea” routine and stall out on purpose but you can keep going.

 

“I know you didn’t want to spend $30,000 on this widget but did you want to invest $25,000”?

 

They will of course say “No I didn’t”

 

You get to then ask “Did you want to spend $20,000 on this widget”?

 

They will say “No” but at about this point they will be able to see that you are not willing to give up and usually give you some sort of answer. You can then inform the potential client that they can get a really nice widget for the amount that they give you. Your next question should then be to ask how they intend to pay for the product: cash credit or financing?

If you as a salesperson do not get this information nailed down you will not be able to move forward at some point. Now buyers do not always want to give up their information and of course they want you to give as much free information as possible, they want to give up the least and expect the world of you.

 

All too often the budget is danced around by sales people whether in a sales slump or not. Being willing to ask the important questions and get the answers does lessen the pain of sales people but does not always solve all the problems sales people have.

 

In the military there is a term of “drop dead time”, you as a sales person need to have the same. If you have a list of questions that need to be answered to get to the next step you must be willing to walk away. One of the greatest powers you have is that ability reject someone before they can reject you. Many times with sales skill the person will reel you back in because they will not understand your ability to walk. If people are not willing to answer your questions and they just want your “quote” or a presentation you already know you more than likely are not doing business.

 

There is an issue with sales people where they take the extreme of either side of the pendulum either they do too much or they do not do enough. The same goes with attitudes towards selling and getting a budget. If you go to hard at it you will make people angry ad just be seen as a sales jerk if you do not go hard enough you will get walked on and give plenty of sales presentations with stalls at the end.

 

Getting a budget may not always require persuasive sales skills or mastery of non-verbal communication skills but many times it does take some backbone to ask the tough questions. Sales rejection may or may not be because of you and your sales abilities it may be that the potential buyer has a motive that you didn’t uncover.

 

If you don’t ask the questions that you need to you will have to battle at the end of the sales conversation.

 

Learning how to sell more does take time and effort and there is not special sauce except hard work.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credits:Calculator And Money by Arvind Balaraman, Sold Seal by digitalart

Persuasive selling skills include silence

Persuasive selling skills can come in many forms. One of the sales skills used for persuasion that you must learn is that of silence and being comfortable with silence.

Now you may not think of salience as a persuasive selling technique but it is. One of the biggest complaints about salespeople is that they do not know when to stop talking which means that they are not listening. Sure you can just talk over people but after a while the client or potential client gets turned off and then you have to deal with overcoming objections that you didn’t need to.

Silence can be a persuasive sales skill
persuasive selling techniques include silence

“Silence is golden” and when applied correctly it puts pressure on the client or potential client. You can also uses silence to give a person time to think. You have probably heard the saying in sales “He who talks first loses”. Sometimes sales is a game of playing chicken and it is correct in this situation that he who talks first loses. This is because they give up their power either the person who talks has to ask a question or give a statement. If you were to envision it like a ping pong match their statement or question is served towards you but you are in a position of power where you can serve it back no matter where it goes.

Persuasive selling skills are not always some sort of mystical question asking or the ability to use covert hypnosis sometimes they are just a simple well-conditioned response or lack of response.

In order for you to get good or phenomenal at this skill there are a few things that you can do to get better so that you can further increase your sales or the ability to persuade:

  • · Just take a few extra seconds to answer questions with your friends when in normal conversation.
  • · You can also not answer questions from people that you have never met before and will never see again.
  • · Practice with a friend or coworker having a staring contest

Learning persuasive sales techniques does nto always take the course of acting or behaiving normal in the eyes of other people. Taking a few extra seconds to answer questions may be slightly uncomfortable if you are not used to it.

When meeting new people that you will never see again it may seem strange to be silent for an extra second or two but look at it as a game and your job is to find at what point in their manners, vocal patterns or even body language where they become uncomfortable because you cannot role paly this. Your friends no matter how great they are cannot make this happen in real life. You can do this at bars in parts of a city you typically do not go. Just remember if you aeem too weird you may have to fight people so tone it down a little and remember not to drink for the nigh while out working. Just get used to the uncomfortable silence.

Persuasive selling techniques may be silent
Silence can be used as a persuasive selling skill

Lastly you can practice with some friends using the second grade game of a staring contest. Yes this is unconventional when it comes to sales training but what you are looking for isn’t the same old worn out advice that sometimes works. You need the persuasive selling skills that work. Your sales abilities should grow over time and if you let your skills become stagnant you sales numbers will do the same. Sales success is sometimes unconventional and needs unusual sales strategies.

Now this persuasive sales skill will not instantly make you overcome sales objections or get people to stop saying “I wanna think about it” but it will put you in a better position to deal with people and some of the games that they play when it comes to sales people.

All new sales skills take time to learn, there will be some trial and error and yes there will be some times where you will have to be uncomfortable. Just remember that the biggest sales secret out there is to learn to be uncomfortable not some crazy close. Go out and learn how to use the persuasive selling skill of silence so that you can increase your sales for the long term.

These persuasive selling skills may not keep you out of a sales slump but they can make ad wont turn in sales shorter.

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

Now go implement

Photo credit:Woman In Quiet Gesture by Michal Marcol, Business Training by jscreationzs

Persuasive sales skill: Knowing what sales rules to follow

Persuasive selling skills start with rules. Yes as a salesperson you should have some rules when it comes to dealing with potential clients. Some salespeople are walked all over by people who want to buy products either because they do not care or they do not know.

There are a few sales rules to have for persuasive selling skills:

  • · Get a budget
  • · Get some sort of buy in by asking if the person or group is interested in the product and or service
  • · Get commitments from the buyer

Without the above three there is way too much wiggle room in the sales process and for sure you will hear “I wanna think about it” or “Thanks for your time we will get back to you”. Then the sales person will use old and outdated sales techniques to try overcome the sales objections to close the sale. This is the beginning of sales failure.

Asking questions are part of the persuasive sales process
persuasive sales skills require the right questions

Now for every sales process there are different ways to get to rules fulfilled and that will also depend upon the salesperson. The problem with salespeople is when they have too many rules to follow when dealing with a potential client. More specifically sales people who are in a sales slump who won’t make sales because their rules will not allow it.

It is amazing how many sales people will not make their sales because it’s below them or the artificial rules they have built up. These rules over time are difficult for them to change and become a really bad habit until there is a change or the salesperson is asked to leave.

Many sales gurus will tell salespeople to follow strict rules about how to treat people but there is a huge difference; hopefully the guru has money in the bank, the salesperson in the slump usually doesn’t have the money needed to be able to walk away from a sale. So they are told to get tough and not take any BS no not that type BS as in belief system. This isn’t to say get walked on by the potential client but it also doesn’t mean that it is ok to become a sales jerk. Firm and in control but not a jerk.

Many times the sales rules are needed and are a huge part of the sales process but they can also get in the way of rapport. Rapport becomes important while building trust but sales people who are in a slump usually take the extreme a few steps too far. Sometimes when people get too roughed up by the rules too soon they get turned off by the sales person. For someone who does not know how to deal with this situation they will lose the sale.

  • · Sales people in a slump usually take ideas or extremes too far either direction and they end up losing sales and then do not understand why.

There is a fine line between the emotional roller coaster needed to persuade people and the direct polarization where the sale will not ever be made. Some of the influence comes from the persona and confidence of the sales person but there becomes a fine line between the confidence needed to match the salespersons persona and perceived arrogance on the part of the buyer.

There is another trap when it comes to rapport and confidence. It is entirely possible to build too much rapport. When a sales person crosses the line of persuasive sales skills and too much confidence the sale is in danger of being lost. Too much rapport makes you too much of a friend and that makes it easier to be told no. There does have to be a little bit of an edge between the potential client and the salesperson.

So you may not think that it is possible to build too much rapport? More than likely this has happened to you where you thought you had the sale and at the last second the potential client stalled on you or told you “no”. Its ok this is a common sales mistake when in sales slump or when your sales are on fire. The rule should be that your buyer should be talking about 70-80% of the time and you are listening. In a sales slump sales people typically invert that rule and talk too much and then build too much rapport.

Having sales rules in the persuasive selling process meane more sales
Sales rules can help you make more sales

Knowing the rules for your sales process is important, having a real understanding of your skills and abilities is just as important.