Persuasive negotiation strategy

Persuasive negotiation and discounting: If you are in sales there are plenty of opportunities to learn from the people that you buy from and every transaction that you make. Many times the people you work with ask for a discount or a concession and then there are times that some buyers do not ask for either. So what is your negotiation strategy when the potential client asks for a discount off of your price?

 

That’s right have you thought up front about what your persuasive negotiation strategy is?

 

Now most of the time sales people or even those who persuade like an expert have the buyer ask for a discount or a concession on the price.

 

A standard discount for some is to use a set percentage but that may be a mistake. The reason using a standard discount may be a problem is because it seems too thought out and it also looks like it’s a standard. Because the discount seems standard can trigger some issues in the mind of a buyer and that creates issues for you.

 

If you telegraph what you do or what your “play” is the buyer knows what you are up to and then because of that they know how to play you or take your ability to negotiate out.

 

[youtube]http://www.youtube.com/watch?v=XMX7o1OFPq0[/youtube]

 

Now if you are in sales the chances are good you are paid on commissions and your job is to persuade effectively so that you make the most out of each transaction and bring the most back to your company.

 

Persuasive negotiating like and an expert

The problem and challenge of using a set flat percentage like 5% is that for one it may seem like it’s too large of a number to take off of a product and or service. If there is an exact 5% there is a chance for another flat 5% and that is where your problem is.  

 

When you use a number or percentage that is less you have a chance of not having the buyer think that there is another flat rate discount or negotiation round to go through. Now that most volleys or going back and forth for an item usually go through 3 rounds, sometimes more and then sometimes less.

 

So once again what is your strategy for working around the flat percentage rate along with not giving up too much money for your product, service and or company the company that you work for? Or in another way what type of discounts will you work out in advance so that you know what you are up against.

 

Now if 5% is too much of a discount and it doesn’t seem like your prices are tight just how much can you discount and still seem like it is enough for the buyer to move forward?

 

The answer is anything less than 5% but with a fraction added to the number.

 

So you may choose something like 4.37% because it sounds and is more exact.

 

Now you also have a few more things going for you when you must work out some details with the buyer. If you have an exact number like 4.37% to work with then if you need to go through a next round of negotiation to get the buyer to move forward you can choose a next percentage like 3.12%. If you have the need to go through a third go round of negotiation then the next number or multiplier that you would  be able to use like .89% .

 

Persuasive power of getting agreements

No matter what type of product or service that you sell or provide if you are going through negotiations its best to secure that you are going to get a decision for doing so. Now this may sound like it’s a basic item that should not need to be covered but it is. You must always secure a decision that you will get a “yes” or “no” so that the buyer doesn’t give you the “I wanna think about it” funny business or use an excuse of having to talk to someone.

 

In order to make sure that you get the commitment up front you have to explain the terms of you negotiating the price and or concessions. Having a person answer with “I will get back to you” should have been discussed before and should not be an acceptable answer.

 

Persuasive negotiating and dangers  

Now any time that you work out a persuasive negotiation strategy in advance there are a few dangers:

  • ·         The persuasive negotiation doesn’t feel real so it doesn’t work
  • ·         The persuasive negotiation is too complicated so it doesn’t work

 

When you work with others in a business setting if you seem too polished you will build automatic resistance against you and your message. The setting mist be comfortable in order to make this process work.

 

Now when the sales process or negotiations are too complicated it’s difficult to be flexible and  make the necessary considerations that you could do if things were a bit easier.

 

In order for your persuasive negotiations to be effective you will have to work the numbers out a few times. Beside having a routine number for discounts you may want to have items that you can throw in as part of what you do instead of discounting possibly upgrades but once again get your commitments up front while you still have some power.

 

Learning how to persuade others takes time and planning but you also need the right tool to learn the principals of influence.

 

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

 

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains how to use persuasive negotiations: Video credit

How to sell more with the right persuasive sales strategies

New salespeople and veteran salespeople are always asking how to increase sales. Now there are so many facets in learning how to increase sales almost instantly. Some of the instruction taught to salespeople can be along the lines of persuasive selling and some of the information taught to help learn how to increase sales may be some not too common sense.
Now many times salespeople make mistakes because they think that they are helping their potential clients but in the end they are actually hurting not only the potential client but also themselves. Sales success and sales failure are always on the pendulum swinging forwards and backwards, along with the success side is either underdoing the amount of work needed or overdoing what needs to be done.
salespeople always want to know "how to sell more"
How to sell more without mistakes
The sales pendulum usually gets out of timing when a salesperson is new or struggling making sales.
Salespeople typically sell how they buy but they also sell knowing about all of the features and benefits of what they sell when meeting with potential clients or existing clients. Now these two items are a dangerous combination when tied together and not dealt with correctly.
There is only so much focus that people have when buying a product and or service add that to a long presentation with technical information and there is a great deal of apprehension built up and then there is a fear of making a wrong decision. This can destroy a buying situation and get a person to say “I wanna think about it” or say that “have to talk to others”. The truth is you as a salesperson screwed up. The good news is that with just a bit of effort you can fix the sales failure.
There are 2 common sales mistakes that salespeople make that are easy to fix with effort:
  1. 1. Knowing too much about their products and information dumping on their potential clients
  2. 2. Giving too many options for the products that are offered
  3. 3. Jumping on board too quickly when the buyer give buying signs
The first sales mistake happens when the salesperson feels that the potential client needs to know every minute detail about the product and or service whether they need to or not. This puts the potential client or client into information overload.
In order to get past the first sales failure of knowing too much evaluation questions must be asked from the beginning to determine what information needs to be explained. Now when sales questions are not answered the sales people they typically try to cram technical information to try and pry the potential client into buying something.
When sales people hit a sales slump some of the questions needed are excluded and then too much information is explained about the product to once again try and get the other person intrigued enough to buy the product and or service.
How to sell more is a normal sales question
Increasing sales is part of business and takes knowledge of persuasion
When working with people buying your product and or service they may know as much as you do about what you have to offer but in most instances the other person does not that is why they called you.
The second offense that salespeople need to fix is that of giving too many options. There may be 20 products that you have to offer but if you give all of the options to your client or potential client they will be on overload and they will not make a decision without much training and or time. Yes this sounds like it is something that most salespeople know but it still is a common mistake.
The third and last common sales mistake is when your buyer says that they want your product and or service and you react too quickly. This puts the feel like there is blood in the water and it will cause the almost client to start to panic. Once again this mistake sounds like it should not be an issue but salespeople who are not just new or in a sales slump but also salespeople who are doing well. When your client sitting across the table form you says they are willing to move forward pause for a few seconds and then answer how you normally would about what the next step is for them.
If you do your job asking the right series of questions and then getting answers you will uncover the few options to give to your potential client or client. You would then use persuasive sales skills to help the person or group understand why one of the few options would work out best for them.  Knowing how to present the order of options would also be included in the sales presentation. There are plenty of things to learn about persuasive selling skills techniques but they do take time to learn and implement.
As always I would like to thank you in advance for your comments and or questions
Now go implement!
Scott Sylvan Bell
Photo credit:Confused by Gregory Szarkiewicz, Labyrinth by Salvatore Vuono

Persuasive selling skills include pointing out flaws

Sharing a flaw can be a persuasive sales technique
Increase your sales with pointing out your flaws and persuasive selling skills
Persuasive selling skills are not always from scientific sources. They may come from something that your mother or father said while you were a kid while growing up, not the shut the door where you born in a barn, no something better. Your Mother or Father probably said something along the lines of “If something is too good to be true it probably is”.
Your persuasive selling skills depend upon your upbringing and things you learned while you were a kid. The rejection mechanism or the warning in your brain that shuts sales people about are tied to all of your feelings, experiences with consuming, with sales people and your intuitive gut.
Now you can question what this has to do with sales but deep down inside you already know. If you are too good to be true as a salesperson you will face sales rejection. Salespeople learn their scripts and practice but for this rejection mechanism to be triggered it doesn’t matter how hard you have worked.
Increasing your persuasive sales skills can be as simple as pointing out a simple flaw. Now this may sound ridiculous to bring attention to you not being perfect but it keeps the rejection mechanism in the brain happy so that it doesn’t switch on.
There is an added benefit to knowing that you should point out a flaw and that is the other people that you meet with also have flaws. There are two things that you can do here. Now salespeople have a tough time remembering names so a great place to start would be with an introduction in the sales process. You would bring up the fact that you have a tough time remembering names. Now not only have you pointed out a flaw but you have a common problem that 50% of the population claims to have.
Another option to supercharge your persuasive sales skills could be using the on time route, or the lack of ability to be on time.  You could share that you have a tough time getting places on time, now this option is a little risky if you must be on time.
persuasive selling skills are great to learn use sharing a failure as a technique
Persuasive selling abilities also can be pointing out flaws.
There is a point where you as a salesperson can divulge too much information and then cause the rejection mechanism to kick in. If you are going to share something about yourself make sure it is something harmless and will not get you in trouble.
Another flaw that you could point out could be that you can’t spell well, or you are not good with math, don’t have the ability to tie your tie with a special knot, you can’t parallel park or whatever are common mistakes or problems just about everyone has.
There is another way that this simple persuasive selling technique can help you out. Let’s say that you have some great widget and it is the best on the market but there is one flaw, it smells funny. Your job would to be to share that your super cool widget is the best on the market but also share the flaw that it stinks. The perspective client you are with was thinking this is too good to be true anyway so why not share with them in a strategic way that it has a flaw. If you are in a position where you have to constantly compete with other sales people they are going to tell the people that the meet with anyway. The damage is better coming from you anyway and you get to explain it how you will. The other salesperson will lose the ability to put your product down and your potential client will be primed with the downfall. This makes the story of your competitor old news and boring.
You may not think that presenting a downfall by you would be considered a persuasive selling skill but it is because not only does this take the heat or spotlight off you of looking for the flaw but it helps build rapport with your potential client because now you are similar or like them. Now you can get on with business and have fun instead of dancing with the right thing to say or do.
All persuasive sales skills take time to learn and or implement. Remember to take time with them and not try to rush into something new too quick. For you to learn how to increase you sales skills sometimes you may want to overcome objections before they happen.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Cracked Egg With Bandage by digitalart, Broken Pencil by Chris Sharp

Persuasive selling skills with difficult buyers

Persuasive selling skills can only take you so far and then you have to master other aspects of selling. There is far more to your career than selling techniques or overcoming objections through selling tactics.

In order for you to increase your sales skills you must learn the context of your potential clients actions. At some point in your sales career you have probably ran into a few difficult people. Now they have a sales secret that they want you to know nothing about. This sales tip alone may just blow your mind.
Difficult buyers require "persuasive selling abilities"
Persuasive selling techniques can be used to increase your sales
Many times the most difficult potential clients to deal with have either:
  • · The most to lose because they know that they are an easy sales
  • · They know that they have bad credit and are ashamed to admit it.
  • · Are a salesperson and think that they need to put you through what they go through.
Now for both of these sales it is more business to consumer than business to business sales. It’s not to strange to think why the potential client who always says “yes” to every offer builds up a sales resistance shield to protect them from giving an answer.  With potential clients that are difficult you may want to think of them like an onion, you will have to peel them back. This peeling of the potential client may take a little more time and effort than normal but if your combine your persuasive selling skills along with some patience the sale will be made.
The second in the group is the potential client who has little to bad credit. When a person has little or no credit or no means to pay for a product they may be scared to make a wrong decision. This potential client once again is like an onion and they do need comfort and time to make a decision. This type of buyer is difficult because it takes so much time and then most sales people find out why: they had no money and were scared to admit it.
There is a second part to the buyer with little or no money and that is they goi pretend shopping taking up tons of time with questions about products that they have no intention of buying but it makes them feel good because they are out and about “looking”. This type of buyer has no problem tying you up with all sorts of technical questions. They make it seem as if they are willing to buy but will not commit to anything. They will say that they have the funds to get the work done but at the end they pull out and produce some excuse that also cannot be pinned down. Your persuasive selling skills once again are put under scrutiny alas you will not get any money as you cannot get any money for their project.
Last of all is the salesperson who has an axe to grind with other sales people. They use their persuasive selling skills on you and throw role reversal on you and say stuff like: “You are going to try and hard close me today because that will not work” or “ou are not going to act like a used car salesman when it comes to the end” or “I don’t want a presentation just get to the cost and I will make a decision without your dog and pony show” This potential client would fall into the category of taking some time or being flat out blunt with this person that that will not happen.
Patience may be the missing link for persuasive selling techniques
Sell more with "persuasive selling abilities"
Part of persuasive selling skills is to know when to walk away from the person that you are with. Knowing when to walk away from someone or a group does take time to learn and the first few times may even be unnerving to say the least. Learning why people are acting like they do is even more valuable as you can have a game plan as how you will need to persuade the person or potential client.
Having a list of sales strategies that have worked for you in the past as a cheat sheet or sales play book does come in handy so that once a week you can look at what you have learned. This is a great reason to have some sort of sales journal. This sales journal can help you remember how to stay away from sales rejection but does not mean that you will sell everything.
Persuasive selling skills and techniques will only work as well as you have practiced with them. Your persuasive selling abilities can best be explained like working out at the gym and building muscle, if you expect to happen overnight you will get injured or burn yourself out.
One last note of caution when it comes to dealing with all three types of these difficult people. There is a pendulum or swing where you can either try too hard and make them angry or get kicked out of the call or you can chicken out and not use the persuasive sales skills that you have learned.
As always I would like to thank you in advance for your comments and or questions
.
Now go implement!
Scott Sylvan Bell
Photo credit:Solution  by renjith krishnan, Puzzle Blue And Red by Idea go

Persuasive selling skills a how to guide

Persuasive selling skills may not always come from where you wuld expect. Part of being persuasive is learning how to not only structure your argument and or belief but also to know where the person that you are working with is going to go.
When you are using persuasive selling skills or techniques you will want to be able to take objections away before they happen and when they do you will also want to be able to downplay them. You do notice that it says to downplay them and not argue them. The reason for this is that if your discussion feels like and argument there is a little mechanism in the brain that causes people to reject ideas and your sales call becomes an uphill battle. For the sake of argument we will name the switch in the brain the rejection mechanism. Turning this switch on may not be such a great idea if you want to make sales unless you know how to turn it off, that does take some persuasive selling skills.
Persuasive selling techniques often increase your sales
persuasive selling abilties are needed to influece buyers
So if you want to learn some persuasive selling skills you will do something unconventional for most sales people your job is to be the opposite of what you are. Keep reading this will be explained a little more and will start to make sense.
Lets say that you are a conservative when it comes to politics, your job would to be to watch, listen or read information from a source that may be more liberal. If you are a carnivore, your job would be to read information on vegan lifestyles or even check out information on PETA. You can do this with any aspect of your life. Just take a look at what you normally do and search for information that is not the same as what you think.
Your job is to note how the people you disagree with your beleif and then how they structure their argument: Is their argument emotional or factual and how would it appeal to their followers with the same beleifs. Does the argument follow a pattern of emotion and then logic or does it just flow one way.
Many times beliefs will follow not only an emotional appeal but also a factual. This mix often works well and may not exactly be right compared to your beliefs. Now remember you are not trying to change what you believe you are there to learn about how other people think not believe what they have to say unless you find it appealing.
By learning where other people stand and their beliefs you will find that you no longer have to argue but you can find some sort of common ground and then ask great questions. In order for persuasion to work you just have to get the other person to your side of thinking for a short time.
One example of this would be if you didn’t believe in the hype of global warming. Now this isn’t to say that you believe in trashing the environment but that you do not believe that global warming is man-made and destroying the earth. If you did want to go to a site dedicated to being eco friendly a good site to visit would be ecofriendlylink.com , Clare runs the site and has some great information on how to live and eco-friendly. The site does mention many things that could help improve your life and the enviroment but doesnt push the reader too far one way. To gather information if this wasnt one of your beleifs her site would be a fantastic place to start.
If you notice there is a little preview of how you could frame the argument against global warming or even becoming more eco friendly eve if it wasnt one of your beleifs making it a little softer than the argument build “You are destroying the planet”. This softer side does help you bypass the rejection mechanism.
Now besides reading articles, books or watching television shows you could even talk to others who have different beliefs than you. You will be able to get a feel for what they have to say or where there belief will take them over time. This could even be a person from a different religion.
Now many times sales trainers will tell you to not talk about politics or religion with your clients and or potential clients, this isn’t what is being shared with you. You probably do not want to talk about other people’s political or religious beliefs while selling.
Persuasive selling skills require you to step out of your boundaries of comfort not just for your thoughts but also for the questions that you are willing to ask. There is no better way to accomplish this skill than to understand why and how someone belives what they do. This will also help you with your patience because you will have the ability to be curious instaed of arguing points of how you are right.
In order for you to persuade correctly it doesn’t always have to be a full blown argument. Many times sales trainers will give a generic answer of how they would overcome and objection. For example your potential client says:
“I wanna think about it”
And you say
“What will you know today that you don’t know tomorrow?”
They say
“nothing” or something similar.
Now if a sales trainer told you how to fix that issue without explaining “What will you know today that you don’t know tomorrow?” and how to stretch it out you would say it all wrong, here would be a better way .
They say
“I wanna think about it”
You say,
“If that were a polite way of telling me ”no” you would tell me right?” (slowly and politely)
Then they would most of the time say
“yes”
Pause for a second, and you would ask
“Can you help me understand what will happen in the process of you thinking about it, is it the x, y or z”
So now you have opened the person up instead of shutting them down and pinpointed where their issue is, and those pinpoints are going to normally be one of the thre options you give. If the objection isnt one of the options you gave, the potential client will normally tell you.
Now had you not taken the time to learn some persuasive selling skills or techniques you probably would have turned this appointment into an argument and walked away angry and not understanding why you didn’t make the sale?
To go one step further with persuasive selling skills, if you had listened to what the potential client was saying you may have caught on when they were using words like “I will probably do this” or “This may make sense” and realized that they were not on board with you or moving forward. The words “probably and may are not words people use when they are making a buying decision, those are words that they use to get out of saying yes.
If you can pick up on objections or beliefs before they happen you can talor your presentation to what you feel that the objections will be.
Persuasive selling abilities can be fun to learn
Persuasive selling techniques can include looking at others beleifs
A great salesperson is interested instead of interesting and this comes from asking the right questions and listening. Building your persuasive selling skills and techniques will help you increase your sales and make it so that you are not spending all day overcoming objections.
Sales techniques may be skills that you learn over time. Here is a sales recipe or formula so that you can implement what you have learned:
  • For every sales tip you learn it may be a great idea to write down in a journal
  • Take that new idea and then write down how you would use the new sales skill or sales tactic
  • Your next step would to be to role play your new  skill to become persuasive
  • The last step would to be implementation after you have practiced.
Learning persuasive selling skills and techniques does take time. The great benefit for you is that you will learn how to increase your sales and learn how to be more persuasive not just in your sales but in life in general.
As always I would like to thank you in advance for your comments and or questions.
Scott Sylvan Bell
Now go implement!
Photo credit: Checking Watch by Nutdanai Apikhomboonwaroot, Idea Bulb by Pixomar

Persuasive selling skill asking what they want

Persuasive selling skills have many forms, some are complex, some are easy and some are just obvious. When it comes to the persuasive selling skills that are obvious the biggest one to point out would to be that of asking your potential client what they want.
You may not think asking someone what they want is an obvious persuasive selling skill but it is. Many times salespeople get on a roll and do not shut up. The salesperson talks and talks and talks then assumes that they know what their potential client wants and then they do not understand why they didn’t make the sale.
Asking someone what they want can be a persusive selling skills
A persuasive sales technique could just be asking what they want
Asking someone what they want especially when dealing with women is important.
Sales skills that are overlooked no matter how small are important. Its normally the small details that make the difference.
Asking someone what they want will help you:
  • · Know what the other party is thinking
  • · Uncover some of their buyer motives
  • · Can reveal some smokescreens or objections in advance
  • · Possible build some points by asking if nobody else has not
Could persuading people be this easy?
Yes it can and that is why it is a not so secret sales formula.
The set up has to be done correctly in order for this persuasive selling skill to work.
You would meet with your potential client and talk with them for a few minutes and then ask them what they want. If done too soon without the right training it may come across rude. This persuasive sales skill works when the person or group calls you out. This skill may not work so well if you are cold calling unless you know how to pinpoint and or uncover some pain on the part of the buyer.
Sometimes by asking what a person or group wants alone will get the potential client to open up to you.
Sales failure comes from not knowing where there are issues in your sales process.
Asking a potential client may not be seen or understood as a sales strategy or a sales tactic but when done at the right time it is.
Asking what they want may be a persuasive selling skill
Ask what they want and use a persuasive selling techniques
For you to have sales success you will have to get out of your comfort zone and ask questions that may make you uncomfortable. Some sales people have said that asking such a straight forward question is pushing the boundaries.
Some of the most important questions used in sales are the one that you as a salesperson are the most afraid to ask. When you do not ask these questions you end up having to overcome sales objections like “I wanna think about it” or “we will get back to you” either one of those answers for the most part most sales people cannot overcome.
Persuasive selling abilities can be as simple as asking someone what they want, most of the time most sales are but salespeople like to say that they are complicated to make themselves feel better when they do not sell their product and or services.
Sales is all about asking questions in various forms and getting commitments from the people that you are working with. Some of these questions may be simple or difficult and some may be even more straight forward than you would think. In order to be successful with persuasive selling skills you will have to change some of your beliefs and habits.
Many times sales people beat around the bush and never get to the point of why they in a sales call. This doesn’t work well because sales are not made and worst of all you have not only wasted the potential clients time but also your own time.
As always I would like to thank you in  advance for your comments and or questions
Scott Sylvan Bell
Now go implement!
Photo credit:Question Symbol by graur razvan ionut, Sold and mouse pointer by photostock

Persuasive selling skills: how to work with a sales mentor

Persuasive sales skills can come from coaching or a mentor. The great thing about having a sales mentor is they let you know when you have done something great as well as doing something wrong.

While learning persuasive selling techniques you may or may not have personal contact with your mentor. It may be a case that you have never met the person and you have just read their website or blog, watched their sales DVD’s, listened to their sales CD’s or they may be a live in person mentor or coach. Some sales gurus will tell you that succes is instant when it really is not that is how you know what to buy if you are told its intant success run as fast as you can to get away. If the sales guru or mentor says it will take some time thats a better idea.

Persuasvie sales skills do take time to learn
Persausive selling techniques require practice

Persuasive selling skills are something that you learn and refine over time. There are times where you will be frustrated because things or sales are not moving fast enough. This is where most sales people will find sales failure because they give up.

It can’t be said enough that sales success comes from repetition and implementation. That’s right sales success comes from repetition and implementation it is important enough to say it twice.

A good sales mentor or sales teacher will tell you how it is. They will also give you sales coaching on how you can implement persuasive sales skills and how to avoid pitfalls or snags that will cost you the sale.

There may be times where you do not get along with the person who is coaching you. No two sales people perform sales or persuasion the same. Persuasive sales techniques vary from person to person but it is more like an art and no artist paints the same or draws the same pictures.

Street smart selling really can’t be learned in a classroom or from a mentor but it can be taught.

A mentor will share a plan with you and tell you to stick with it. They will not continuously change up your sales presentation or sales strategies. A good sales mentor or sales coach will teach you the sales techniques that work over time.

Now you may have to pay for your sales mentor or sales coach and that is normal. You may find someone who is willing to take on the task because they feel that they have to give back. No matter what way it works out for you to learn persuasive sales skills or techniques your job is to implement and ask questions and not tell stories about how to get something done.

Top sales people use persuasive sales techniques
Persuasive sales techniques can help close more deals

An interesting thing about coaching people for sales is that the people who actually ask questions and take notes tend to do better with their sales over all. The sales people who want to tell stories and fight the way to do persuasive sales correctly usually burn out. The story tellers do not really listen to advice but want to justify why they do some sales technique that ends up with a “no” form their potential client or “I wanna think about it”.

Your job while getting sales coaching is to:

  • · Listen to the sales coaching intently
  • · Ask questions about what is shared with you and how to implement or use as a sales strategy
  • · Take notes so that you can go back and look at what you have done
  • · Implement what you have learned as fast as you can
  • · Ask more questions to get as much valuable information as possible
  • · Modify persuasive sales techniques based upon sales coaching
  • · Repeat the previous steps above

If there ever were a easy to follow sales formula or sales recipe when it comes to having a sales mentor or sales coach that would be it. If you are paying or even getting your coaching for free it is best to work your butt off and do what you are told.

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

Now go implement!

Scott Sylvan Bell

Photo credits:Teacher Concept by jscreationzs, Hand One by Danilo Rizzuti

Persuasive selling skills: the 18 persuasive sales tips to know

Persuasive selling skills can boost sales
Persuasive sales skills a reason to celebrate
Persuasive selling skills have many points and theories depending on who teaches them. There a quite a few things to know but here are the top 7:
  • · People have different reasons that they buy so not every persuasion strategy or tactic will work the same with every person. This is a skill learned in the field with real people not in a book. Sometimes you will have to fail.
  • · Your appearance or lack of appearance could be costing you sales. Do you pay attention to your clothing, shoes, breath and even the type of notes you take and on what paper.
  • · Being on time is not just a good idea it is mandatory and it shows how much you care about the people that are going to see and sell.
  • · People will still tell you “no” “I wanna think about it” and give you some sort of stall or derail giving you an answer or commitment no matter how good you are.
  • · If you want to get to the top of your industry you will have to sacrifice some time and money to grow. Your skills don’t just happen because you have studied the persuasive sales styles.
  • · Your nonverbal communication or body language is just as important as the words that you say. What you could be saying from your mouth may not match up with the words.
  • · People buy for reasons that are not your own, this is why you must ask questions and not assume that everybody wants the same cool mega widget. Sometimes the most important questions are the ones that you do not want to ask.
  • · To persuade people better you have to be able to sell in a relaxed state. If you are frustrated more than likely your ability to persuade will be not as effective as it could be.
  • · Sales slumps are perfectly normal in every industry, what matters is how you identify when are where they are coming from.
  • · Statistically you will have a run where you cannot be stopped and then you will have times where you can’t give your product away for free, just like a sales slump it is common.
  • · Learning to be uncomfortable in situations make your ability to persuade better.
  • · People complaining about you or even canceling sales is also common even when you are the best at what you do. Remember not everybody buys or sales the same way that you do and it may offend them… get over it. Sales failure does not happen just because of a few cancelations.
  • · Building rapport is important but you can go overboard and become a “friend” where it is easy to be told no. There is a fine line between rapport and losing the sale. Get in, get what you need to have done, get the paperwork done, cuddle a little or hold hands and then leave.
  • · Sales success happens from doing the same thing over and over again in the right sequence and with the right attitude.
  • · Confidence in yourself and or abilities can be seen from your clients and or potential clients. Do whatever you can do to keep your confidence up. Do something you are great at every day to remind yourself you do have abilities especially when in a sales slump.
  • · Sales tips can be learned from not just great sales people but also from not so good sales people. You can always learn something to do or even something not to do and it doesn’t have to be from your industry.
  • · There is no secret sauce or sales formula that instantly increases your sales, it all takes hard work. You will have to stick to a discipline and learn one way of selling before you try to combine beliefs. Sales recipes happen over time.
Persuasive selling skills can increase your cash flow
18 selling tips using persuasive selling skills
To say that learning persuasive selling skills in a checklist format is like saying that you can be a black belt in Karate from watching a MMA fight.
Your sales skills are always an evolution of what you do and have learned until today or right now. This also means that you will have to try new sales techniques at the right time. The best way is to try a few new sales techniques is to have them sprinkled into your sales while you are doing well and not when you are in a sales slump.
Persuasive sales skills are great to learn and master but they do take time to learn. Frustration is what gets non committed sales people to go back and work at the coffee shop.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Cheers! by photostock, Shopping Cart With Dollars Inside by renjith krishnan

Persuasive selling skill: How to avoid sales failure by the way you dress

Persuasive selling skills require that you know how to act and how to dress. What you wear says more about you than you would guess. People are very judgmental even though it seems like they should not be. It’s a fact you can’t change that but you can do everything in your power to influence it.

What would happen if you went to go and buy a blender and the guy who showed up to sell it to you was in a three piece suite, a shirt with French cuffs and $800 shoes?

  • · Would you be comfortable with that sales person?
  • · Do you think that salesperson would have a tough time influencing you?
  • · Yes or no would you buy that blender from the salesperson

Most people may say no unless they as a buyer were in a super high end store where it was expected to have salespeople dress as such. Sales failure happens from not paying attention to your clients including their internal belief about you. Sales success comes from knowing the perceived needs of your clients.

So what does this all mean for you as a persuasive sales person or your persuasive sales skills?

Everything.

How you dress has everything to do with how you persuade the people that you sit in front of.

  • · Your clothes are not clean
  • · You have excessive wrinkles in your suite
  • · Your tie isn’t straight
  • · Your shoes need to be shined
  • · Your hair isn’t right, bad breath, food in your teeth or even nose and ear hair (as extra bonuses)

So there are two sides to the coin you can be under dressed to persuade or you can be over dressed to influence. You may be causing yourself to have to overcome objections that do not need to be dealt with. Sometimes for you to learn how to increase your sales you need to understand what type of view that the people have that buy from you. You may have to ask your clients what type of dress that they are comfortable with or even try a few different options for outfits. People love to evaluate others so it may not be as difficult as you are thinking.

There is more of an aspect to the way that you dress it also encompasses the words that you use with your clients or potential clients.

Dressing is part of persuasive selling skills
Persuasive selling skills can also include dressing skills

If your sales skills require you to use huge words and technical phrases then do so. If you think that you will impress the people that you meet with by showing how intelligent you are well then you will just frustrate the potential clients and then you will get told no in one way or another. The average person in the United States has the reading skills of an average 8th grader and the vocabulary of a 6th grader. So frustrating a person or a potential client with your words will happen.

Typically sales people when in a sales slump grasp for straws and start changing up their sales techniques. This sales slump will get the sales people to change phrases or use words form a $100 dictionary when they should be using words out of a $1 dictionary.

If you would like to build trust you are going to have to build some rapport. Rapport doesn’t include displacing the feelings or the people you are trying to sell to by using big words or confusing the people with your dress.

True persuasion comes from being able to blend in with the people that you are working with, that means: the way you dress, the way you talk, the way that you act according to gaining rapport. At most you should dress slightly better than the people you are working with unless you absolutely are required to do something different. There are times where being fully dressed up in suite and tie is needed to build credibility or to have the type of persona needed to make some sales. This extreme has to be set up correctly and most people cannot pull it off without the right type of training.

Your vocabulary is part of persuasive selling skills
Persuasive sales skills tip: watch your vocabulary

Persuasive sales skills have so many facets including:

  • · Clothing
  • · Speech
  • · Questions
  • · Negotiation skills
  • · Persona

There is much to be learned and implemented and this takes time. Expecting to master these persuasive skills in one weekend is truly unrealistic. Your persuasive sales abilities will be learned over your lifetime.

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

Now go implement!

Scott Sylvan Bell

Photo credit:Successful Business Team by photostock, Word Law In Dictionary by Jeroen van Oostrom

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

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