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.
- · 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.
- 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.
- · 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
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.
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.
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
- · 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 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?
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.
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.
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
- · 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.
- · 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.
Persuasion sales skills are not always what you think they may be. Many times you must persuade yourself before you can make sales. Sales people can only live up to their internal representations of themselves. That means that a salesperosn can only sell the ammount of product that they think they can no more and no less.
One common mistake sales people make is to compare one year of sales to the next or the month of last year to this year’s month. While it is a perfectly good idea to have goals and track your numbers there are items that will drive you absolutely insane. Judging your performance in the wrong way is one of them.
You must set goals and live by them to make more sales; it’s almost like your own persuasive sales internal computer. Once the computer is continuously updated it will most certainly run that computer program. When comparing one year to another too hard it creates frustration. When it comes to sales frustration can be defined as not knowing the next step. If a salesperson does not know the next step it creates confusion. The confusion then somewhat drops self-confidence or completely drops the self-confidence. When the self-confidence drops sales drop.
In a way focusing too hard on previous years or goals from those years defeats the purpose of setting new goals. In sales you can have just insane months and sell more in two weeks than you have in 2 months. That sales momentum can carry you just like a sales drought can lead to a longer sales slump. Yes it is important to have consistent goals to move forward. But to be focused on last year’s previous performance does not work.
Business has changed more in the last few years than it has in the last few decades. This means sales has also had to change. The way that you as a salesperson has to deal with your clients, potential clients, vendors and even the competition. It has always been this way but with the affairs of the world the process has just been sped up.
Many sales positions have also changed for the job description compared to what they were even just last year, many poor skilled sales people have had to lead the field. Every industry changes over time and that means that a sales persons job will change continuously. Its not a good thing to see people lose jobs but it is good to see salespeople who are not prepared to do their job out of the way.
Bad salespeople do a few things in your industry:
- · they can sales too low to make sales
- · explain things the wrong way and create problems with understanding for your clients and or potential clients
- · Misrepresent products just beyond confusion to an item or service
- · May not understand the marketplace
If you really want to find out just how good you are at persuasive sales skills having to deal with other sales people in your industry that would be considered equal skill will fulfill that knowledge area. If you really want to improve your sales skills you may want to find out where to top sales people learned from or who they studied with. They may have had a great teacher or they just may be a naturally talented sales person.
Sales success is really defined by you and must be defined by you and your actions along with your motives including how you set your goals will define that. If you want to learn how to increase your sales you may find answers that you didn’t expect in the first place. Setting goals is an awesome thing to do. Focusing too far into the past does not change the present.
Sales gurus have always advocated the power of setting goals and will continue to. Your sales recipe or sales success formula has a few items to make the entire good:
- · Your skills that you have acquired over time
- · Your set goals with flexibility to change what is needed as strategies or tactics
- · The education that you have received in persuasive selling techniques, negotiating
- · The knowledge you have of your field or industry
- · You mental toughness when it comes to good or bad (Too much good times can create lazy sales people)
- · Your appearance and over all persona about you
- · The work ethic that you have (are you willing to do more than others)
- · Your flexibility as a salesperson to work with others
- · Your mental state and self-image internally (overall self-confidence in your business and personal lie )
- · The people around you that influence your daily decisions
These are not all of the items that would need to be used as the recipe to increase sales or hold them where they are now. Just remember that your industry will keep changing and that goal setting is important for you in increase your sales. You will have more challenges in the future the question is how will you prepare for that time when the changes happen. Focus on today and the future not the past because you cannot go back and relive it.
Most times the toughest person to persuade is yourself and that means sometimes you must use your persuasive selling abilities internally.
As always I would like to thank you for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo Credit:Business Graph With Dollar by jscreationzs, Percentage Concept by renjith krishnan