Persuasive power of video and edge rank

 

Persuading others or using the influence process using video is not a new process even if you are on Facebook. If you watch anything on the television or internet that is in video format you are wacthing video marketing at work. Some examples of video marketing are: 

  • ·         A cartoon
  • ·         Infomercial
  • ·         Sitcom
  • ·         The nightly news
  • ·         A commercial on television or the internet
  • ·         A YouTube video

 [youtube]http://www.youtube.com/watch?v=AP4bddEuhgU[/youtube]

If you have any of this information on your Facebook page and you get interation you may be increasing your edgerank.

As you are watching influence through the use of video, you are watching video marketing in process. The brain processes video easily and it is an easy format to produce with technological advances. 20 years ago it took tons of money to get a video made now with a computer and freeware you can produce a compelling video for less than $100.

 

Social media strategists are the experts that help guide you through the process of determining what information is relevant vs the information that is just busy work, out of play or irrelevant. Deb Cole is a front line disseminator of information that will introduce you to a new social media term that will be a guideline to follow when it comes to reaching better ranking and or getting people to your website and or social pages.

 

The next generation of rating on the Facebook will be Edgerank or how much interaction that your page through interaction  on Twitter, Pinterest, YouTube channel or any other site where social interaction is made that can be connected to your Facebook page. So think about what your strategy will be if you have a business page or even personal page to get people to interact with you.

So why is video a compelling way to communicate with your reader or your viewer, tribe or an interested party. The reason is that it takes less effort to watch a video than it does to read it. A video can be watched or listened to and if it is compelling or funny it is easier to make it go viral than having to read information. If someone is on your page they may leave a comment or they may even share the video or picture capturing more interaction on your behalf.

 

Edgerank will be the term that gets used more in the coming months because it will be the indicator of how viable your information is on Facebook. Remember you will want people who land on your page or site to interact with you. That interaction can come from a few types of actions:

  • ·         Questions about the day, events or the content on your page / site
  • ·         Comments that could be considered inflammatory
  • ·         Contests
  • ·         A new idea that is revolutionary
  • ·         A review of a new product or idea
  • ·         A review of another video / website

 

Compelling information is what keeps people captivated and that captivation is what makes the information that is given social. Social media requires interaction and the more relevant and compelling the information is the more interaction that you will get. The more quality interaction that you get the better your Edge rank will be and with that ranking the higher that your site or page moves up in ranking.

 

The ultimate goal is to rank pages built on trust not just really good S.E.O. The ranking comes from the relevant interaction by likes, shares and general times people interact with you.

 

To the good questions so what does all of this have to do with persuading others? Everything because if you want the viable traffic to come to your site, to your page or to have Facebook belief in trusting you then the Edge rank will be ever so relevant. Remember your job is to get people to interact with you as much as possible just like you would with your friends. No interaction and Facebook says “you don’t have friends” or “the information is not relevant”.  Quality becomes far more important than quality does when it comes to persuasion and when it comes to the ranking.

 

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

 

Contacting Deb Cole is easy:

Http://www.coachdeb.tv

@coachdeb on twitter

 

Now go implement!

 

Scott Sylvan Bell

Connect on twitter:

@scottsbell

Persuasion kryptonite and the power of silence

Persuasive power of silence or the kryptonite for salespeople: If there were a kryptonite for those who need to persuaded daily on a one to one basis that would be silence. There is a saying that “silence is golden” and nowhere else is that truer than in the persuasion process. Most salespeople who have to deal with silence get weak results just from no words coming from a client or perspective client because they do not know how to deal with it.

 

[embedplusvideo height=”388″ width=”640″ standard=”http://www.youtube.com/v/z47BopTEgJk?fs=1” vars=”ytid=z47BopTEgJk&width=640&height=388&start=&stop=&rs=w&hd=0&autoplay=0&react=1&chapters=&notes=” id=”ep7980″ /]

 

The fear alone from the silence costs persuaders and companies plenty of money every day of the year.

 

Now you may think that silence on the part of a buyer or purchaser is a bad think but you may want to rethink that situation for a few moments. Buyers sometimes need silence to make their decision and your constant talking is stopping them from thinking, even worse it may show a lack of confidence in your product or service. The stall in thinking causes the buyer to now think about a few things and if you could step inside their mind you would probably hear:

 

“why is that guy or girl talking still I just need a second to work out the finances in my head”  and then “you know who talks too much, my cousin Jimmy and you know who will give me grief for getting this super charged widget Jimmy’s dad Steve now I don’t want to deal with Steve so how do I get out of buying this widget I will say I wanna think about it”.

 

Silence in the persuasive process one on one can be your best friend if you know how to set up the situation correctly. Maybe you learned covert hypnosis and or the ability to lead to the decision through the use of presuppositions and found how productive you could be from being silent.

 

Silence as a negotiation strategy

Do you really want to see how good a persuader is? You will know by how they deal with their own silence or the silence of the person or the people they need to get to make a change, write a check or to get an answer. You can literally use silence to negotiate on your behalf. The next time that you go to buy something after the number of the product or the service is rolled out just be quite for about 20 – 30 seconds and the seller or rookie persuader will find their kryptonite and will start dropping their price or start giving things away as a way to squash the silence.

 

Most sales people don’t realize how the silence can be their friend and how much pressure it puts on their buyer, people being persuaded or even a group. In general people don’t know how to deal with a quiet pause for as little as 15 seconds.

 

Persuasion home work:  

So you want to get people to your way of thinking? As a simple strategy the next time that you are asked a question just pause for a second or two and see what the reaction is by the person who is asking the question. You may see them get frustrated, annoyed, complaint or even surprised that you didn’t automatically react to the question or the request. Over time you will be able to wait longer between answering questions or even be able to become silent longer after asking a question.

 

A word of caution, you will want to use silence in low value conversations that do not matter not for items or conversations that matter. When someone asks you where you want to go to lunch would be a low value conversation. Now on the other hand if a significant other asks if you love them and you have told them yes before pausing to answer will cause some interesting issues.

 

Be patient with others in the persuasion process to learn more and how to become more effective, for most people instant knowledge does not ever happen.

 

Learning how to influence others to get results takes good reliable knowledge:

 

Now go implement!

 

Scott Sylvan Bell

 

 

 

Persuasion kryptonite and the power of silence: Video Credit persuasion expert Scott Sylvan Bell

Persuasion and the first rule of vocal rapport

Persuasion and the first rule of rapport: Every effective persuader looks for any advantage that they can get their hands on that will work. The broken or bad strategies and tactics of old are known by buyers and they even will tell them to you as they are being rolled out.

 

Rapport and mirroring are misunderstood elements of NLP that cause many problems from persuaders because they are done wrong. Mirroring men or women is effective when done the right way. Building rapport can be effective but when the other person has issues with you rapport can only go so far.

 

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

 

The first rule of rapport

The first rule of rapport is really two items and that is a mirroring action of the other person and then the use of voice. Similarities in not just a mirroring action but also the voice will help you gain rapport with the person that you are meeting with and in the end may help your persuasive abilities.

 

On the phone the first rule of rapport does help and that is to talk at about the same volume and or speed as the person that you are on the phone with since that is really the only way that you can mirror them. Just remember that your actions for nonverbal and vocal mirroring should be similar but not exactly the same.

 

You may be wondering if people will think you are a fraud but the reality is that most people are so caught up in their own world they will not even pay attention.

 

Rapport gone wrong

Now you may do everything that you can to mirror the man or the woman that you want to persuade but if you do something wrong such as talking too fast or too loud you may have that person walk away.

 

New salespeople have this issue when they get too excited about the product or service that they sell and this creates a mismatch. Over excitement about selling a product and uneasiness of the buyer will cause a “no” or an “I wanna think about it”.

 

The same problems with rapport may happen if the hopeful persuader talks too low or too slow compared to the person who that are hoping to influence.

 

Persuasion, rapport and similarities

Nonverbally you know when a man or woman is in rapport with you through pacing and leading. When you are leading the person will do similar actions that you do like folding your arms or shaking heads in a similar action, when you are pacing they are the one who sets the tone for you. You can do the same with you voice if you slowly start building the speed or slowing how fast you are talking or even with the volume.

 

You have the most amount of persuasive power as the leader instead of the pacer so it’s important to remember that you should keep “time” on your pacing and leading so that you spend more time in “charge”.

 

Remember that the persuasion doesn’t always happen instantly and in most instances it takes time and patience.

 

Learning how to influence others is a great skill to learn not just for business but also for personal life.

 

As always I would like to thank you in advance for your comments and or questions about persuasion and the first rule of rapport.

 

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains persuasion and the first rule of rapport: Video credit

Stories and questions of a persuasion expert

Persuasive powers of communication: There are plenty of times where you need some persuasive power while dealing with others. You will want to be able to effectively influence the people around you in the best format possible to get your message out and then also get the man or the woman to your way of thinking.

 

When it comes to communicating and delivering your message there are two powerful forms of communication:

  1. 1.      Persuasive questions
  2. 2.      Stories that lead to influential actions

[youtube]http://www.youtube.com/watch?v=P68gicU46gM[/youtube]

 

Persuasive questions

One of the greatest skills that you can learn to communicate better is that of persuasive questions. Now there are plenty of questions that you can ask and hey can range from open ended to closed ended or they may have a great length to them. No matter how a question is asked the person is listening has to think about what the question was but they don’t have to answer it.

 

Its not just enough the question has a powerful hook the person who is asking the persuasive question must know when to be quiet. Just as the question has a sense of power the silence may have even more power than the question because the person has to think about what was asked or how to respond. There is a age old mantra in the sales world and that is “the first person to talk loses” and part of the persuasive questioning abilities comes form knowing when to be quiet.

 

You will want to be quiet after every question and that how you know when to not talk.

 

A persuasive question looks for an answer to an area that will affect the decision, now this is different from a fact question.

 

A fact question would be:

 

How many widgets did you ship last month?

 

A persuasive question may fall along the lines of:

 

If you have any work done with this project and it’s not performed correctly are you completely ok with that?

 

….. even if the competing job comes in for less?

 

It makes the other person or people think and then they have to talk it out if you know how to get them talking. From there you may want to watch the other person’s body language or even ask more questions that would allow you to reverse on the potential client.

 

Just know that when you ask questions the right way you will find that your influence may do more work for you than what you would think.

 

Persuasive power of stories:

Stories are the way that people communicated when there was no writing and whether a man or woman knows how to read they can convey a story.

 

Now your challenge is to wrap facts into the story or strong points to make it effective. You can do this by writing down your facts first and the adding the elements of the story that would make the story draw out emotions or challenge the listener.  

 

You may want to use covert hypnosis in the story to be more persuasive and really take some time to engineer the story to be more effective.  

 

Persuasive story with emotions and vocal power

While telling a story it becomes more persuasive the more that it comes to life and that can come from the way that it is delivered including vocal inflection, the use of body language.

 

Persuasive stories can be repeated later on down the road but can get people to take action after the story has been told with ease by the teller because it is highly memorable.

 

The power of stories can bond people together or can get people to fall asleep. A good story will captivate people, draw them in and then get them to take an action or ask a question. Those 2 things are important:

  • ·         Ask a question – one that you have wanted them to ask
  • ·         Take an action – one that you have built into the story

 

Joseph Campbell has extensive knowledge on telling stories and breaking them down so that you can engineer a story to work better for you. You can get his books and dvd’s on amazon.

 

When a persuasive story is told the right way the action needed will be taken in the time frame that is designed by the teller.

 

Learning how to craft persuasive story takes time and patience and plenty of practice.

 

When you are persuading others it’s a good idea to practice your message prior if possible to find any loopholes that may trap you.

 

Practice persuasive questions

For you to practice persuasive questions you will want to ask people who have no ties to your product, industry or your way of thought to get a true reaction that you can gauge and this allows you to know what type of reaction that you will get.

 

Leaning how to influence others can be the key to more income, a new boyfriend or girlfriend or even that imported car that you always wanted.

 

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

 

 

 

Now go implement!

 

 

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares Stories and questions of a persuasion expert  

Expert persuasion of voice

Expert persuasion with voice control: Persuaders have plenty of things to think about and deal with while working on projects to get to a “yes”.

 

Persuasion fails when these issues happen

  • ·         The call speeds up
  • ·         The call slows down
  •           Lack of confidence
  • ·         The vocal patterns of questions and statements are wrong

 

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

 

Persuasion failure because of speed

There are a few typical issues that happen while people are in “sales mode” and one of the first things is that the speed or pace of the appointment or call speeds up in the mind of the persuader and when that happens they tend to start pushing by putting pressure on the buyer, person or people involved with the project.

 

This impatience can cost sales because it is not persuasive it almost gives the feel of desperation to the buyer or investor. Everything seemed fine and then the pace of the appointment changed, the body language changes and then the voice changes.

 

Persuasion failure because of pace

The opposite of the sales call speeding up is when the salesperson or the persuader loses steam and the call starts to stall the tempo is lost and then once again there is the feel of desperation and either there is discounting involved or plenty of stalls along with negotiation. The worst of all the dreaded “I wanna think about it” may occur.  

 

This can be because the salesperson or the persuader didn’t do their homework about the client, service or product that is being sold. These issues lead to frustration and once again the buyer or client can feel the pressure and then they back away.

 

Persuasive power of voice

Now one of the items that you can work on to persuade more effectively is your voice. When there is stress in the persuasion process your voice can fail you by giving away your lack of confidence or exposing that you are confident.

 

When men or women have confidence you can feel it in their voice and also in their body language and or nonverbal communicaton. Their shoulders are up they move with smooth flow and they are relaxed.

 

Your voice is entirely different when you are relaxed vs when you are stressed or frustrated and that isnt always a good thing.

 

When you lack confidence in your abilities your voice will “leak” your position and when that happens you lose your ability to persuade effectively.

You can hear this lack of confidence on:

  • ·         The phone
  • ·         Recordings
  • ·         Live in person

 

Persuasive voice and how to get one

One of the ways to verify your persuasive voice is to record you talking something that you are passionate about or something that you are really familiar with. You will want to put that recording to the side. By the way this persuasion exercise works the best with video because you can also watch the body language of your won confidence.

 

Now on the other hand you can listen to where you lose your persuasive voice by recording you talking about something that you don’t know about and once again this persuasion exercise works the best when you use video vs just talking on audio recording.

 

The best way to make this work is to talk about the investment about or the price or larger numbers than what you are used to and say them over and over again. Now this exercise may sound funny at first but once you hear what you sound like on audio or see your body language on video you will want to practice these items to increase your persuasive selling skills fairly quickly.

 

You will want to keep these recordings whether audio or video to see how your growth as a persuader has come along. Just know that you will be amazed at what you sound like  and look like on video but get over it, its what you sound like and look like. The good news is that you always have room for improvement.

 

Learning the skills needed to influence others can take your abilities to the next level:

 

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

Expert persuasion of voice control:

 

 

Now go implement!

 

 

 

 

Scott Sylvan Bell

 

 

 

Expert persuasion of voice control Persuasion expert Scott Sylvan Bell: Video credit

The persuasion paradox

Expert persuasion advice: Persuasion experts can teach you many things that can help improve your life and or your sales career. Knowing what works and does not work or is not effective while persuading others happens when you live what you have learned.

 

Its applied knowledge that helps…

 

All too often salespeople who are learning to persuade take things too far and end up costing the outcome of the event and they lose.

 

When too many principals of persuasion are combined the person who they are used on can feel that something is wrong but they don’t quite know why.

 

New sales people live through the persuaders paradox and what that really means is that with all of the techniques and strategies that they have as tools that they can use it may not be clear to them the time when to introduce them or how many to use.

 

The persuaders paradox is not knowing what strategy or tactic to use or it may even be that what they have learned is not adapted to what they are persuading for. In essence either the sales person uses too much of their persuasive material or they do not use it the right way. It may very well be that they do both by using too much combined with not adapting it.

 

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

 

Persuasion experts understand timing

Give a rookie persuader enough time out in the field and they will develop a sense of timing for what needs to be said or even the questions that need to be asked and they also know when to do so.

 

Sometimes it isn’t even about saying something it’s about knowing when to ignore a statement or even knowing when to be quiet. Silence may be one of the best persuasion tools that the experts use because it allows the mind of the perspective client to catch up or the silence puts weight on them to answer a question.

 

New or rookie persuaders have a tough time knowing what technique or strategy to introduce and they may use something out of order and then confuse the potential client. The new persuader also has a difficult time keeping their mouth shut and knowing when to be quiet.  

 

Persuasion experts expose common mistakes

There is a time to be an overachiever and there is a time to not be one. Now for some people when they are in the learning stages of persuasion they read every book , listen to every cd, attend persuasion seminars, watch dvd’s on influence. Now it’s a cool thing to learn as much as possible but there is also a point where there is too much confusion on how what they have learned works in the real world.

 

Rolling out a persuasion strategy and or tactic may not look like what was taught by the coach or the expert persuader, it may take some modifications and some massaging to make it effective for the industry or the type of client that the salesperson or the persuader is in.  

 

Now this is where role play comes in. You would want to decide what strategy or tactic that you would use to deal with a given set of circumstances. The best way to work these issues out is to video tape them and no matter how painful it is to watch take notes and determine what you think would work and what you think would not.

 

The more that you just freestyle and relax while you role play persuasion techniques and strategies the more of what you are doing will be effective. This is the best point to let your creative juices flow. There is no wrong answer, if you feel like something is working just go with it. If you feel like something is not working keep going until you feel like you get traction and are moving in a positive direction.

 

Your videotaped session will rewarding no matter how good or bad you may have thought that you were. Many times some of the best ideas for implementation will come from the biggest train wrecks while presenting. This type of role play gets easier over time and after a while may get addictive.

 

Persuaders paradox unwrapped:

The more that you make the persuasion patterns your own the easier they are to use in real life. Role play will not be enough you will have to use what you have come up with out in the field. There are two ways to go about this:

  1. 1.      Implement everything – this is a surefire recipe for disaster
  2. 2.      Implement slowly – When you start with just one idea you will know when to use it and how it works. Best of all you have the chance to learn how to time it instead of having too much material.

 

Be patient as you learn to expertly persuade others as it is a skill that is not something you “get” overnight.

 

Learning how to persuade others can be fun and informative but you must learn the basics first:

 

As Always I would like to thank you in advance for your comments and or questions about the persuaders paradox.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains the persuasion paradox: Video credit

Expert persuasion skills and being first

Persuasion, marketing and sales training:

When it comes to persuasion, sales training or even marketing there are times where the most simple statement  or statements can change the way you think about what you do.

 

Persuasion and or sales training sometimes is complicated just for the confusion that it creates so that coaching can be charged for.

 

Sometimes the training works and sometimes it doesn’t

 

Marketing can sometimes be the same way in the fact that there is all sorts of jargon or technical terms.

 

“There is no second place in persuasion, sales or marketing”

If you were to hear: “There is no second place in persuasion”, “There is no second place in sales” or even “There is no second place in marketing” how does that change your perspective, strategies and or tactics when dealing with potential clients, planning or the story that you are going to tell or how hard you are going to work.

 

If you are a persuader or in sales what do you have to do to ensure that every call that you run or attempt has 100% of your attention or in other words are you going with your job with passion and purpose?

 

If you have marketing that needs to be done are you really doing the research or are you just guessing? Did you run split tests or add the promotional code to your literature? Is there are way to look at the marketing piece and give it just a bunch more power of even a little more?

 

Persuasion, sales training and marketing costs plenty as it is, why not do everything that you can to do it the right way?

 

The question or statement of  “there is no second place in….” should really put into perspective what you and your sales team is up against. If you are in marketing the same goes for you.

 

[youtube]http://www.youtube.com/watch?v=1UINPnZL7vU[/youtube]

 

Persuasion, sales and marketing supercharged!

  • ·         What is it that you are or are not doing when it comes to your business?

 

  • ·         There are plenty of things that you know that should be done?

 

  • ·         Did you take time to write out the story and get the elements of persuasion down to be effective

 

  • ·         What do you not know how to do, or what do you not know how to do well?

 

  • ·         Who do you need to get in contact with to make the changes necessary to increase your sales or even the effectiveness of your marketing?

 

  • ·         How will you know if you have made the changes, how often will you check to make sure you are on the right path?

 

  • ·         What changes will you make when you are off path?

 

  • ·         For sales have you taped your role plays, asking your questions or even practicing rolling prices on your prices.

 

  • ·         For your marketing piece did you show it to people who may or may not be in your target market or did it just look good for you?

 

  • ·         Is the atmosphere around you relaxed while you are working with the person or people that you need to work with.

 

How to increase persuasive power and sales with practicing

Learning how to persuade or sell more requires dedication in order to get to the top. Have you practiced like you were supposed to do?

 

Whether you have been out in the field for years or not do you know what it will take to just get a few more people closed or sold out of 100? Have you had people watch your presentation from outside your industry? So you don’t have people pay someone to listen and ask questions about what you do. If your practicing doesn’t cost you now it will cost you plenty in the future.

 

Are you asking the tough questions?

 

How to increase marketing with asking questions

Most people in business think that they are a legend in their own minds and because they came up with the idea it means that it is perfect. The reality is most marketing pieces suck and reason is that most people look for beauty in the ad or the marketing piece and all too often the piece is poorly written or the ad is too perfect.

 

The same goes for sales scripts…

 

Most ads were written by people who went to college and really have not ever had to sell to figure out the words that flow well for the buyer. The elements of persuasion just are not there. Sure they win awards and are a thing of beauty but that doesn’t matter unless they convert and most of the time they do not. Most times plain is better. It’s not that a college education in marketing is bad it’s just that there is a difference between real world and what is taught in theory…

 

Those are two separate things…

 

Once you write an ad take it to a few people and let them tear it apart best off show the piece to kids and they will tell you if they understand what is going on. The average person in the United States reads and comprehends at less than an 8Th grade education. So what that means to you is your message must be very specific and understandable because you have once change and the market is very unforgiving when it comes to saying “yes” or “no” to what you do.

 

So how does all of this relate to what you do if you have to sell or persuade?

 

Everything because many times people get caught up in what they think work because its got glitz and glam…

 

How to persuade and increase sales with others opinions

People love to be asked for their opinion, just ask the question and let them rip..

 

The more that you react and try to defend your position the more that you will lose..

 

Just let them talk even if you don’t like what they have to say…

 

If you are defending what you have done you are wasting your time..

 

Ask plenty of questions that will help you clarify the wrongness of what you have done.

 

Its ok to also ask what they liked about what you did, if they say nothing thank them because if you pay for the spot or the ad and it doesn’t pull or convert you would be mad and out money. Be an adult and take what they have said and use it to get better. This advice works for marketing or even sales.

 

If you do not let the person know you wrote the ad they will be harder on you and that is what you want. If you want to take it one step further let the viewer know you paid plenty of money and you want to just “test” the piece they will tear it apart even more.

 

There is no second place only first loser in business you must do what you can to get better and either be ahead of the market or give up. The same for sales, for every good salesman or woman there is 10 people trying to learn what they can do to take your clients and the bad thing is for the most part the only thing they have is lower price…

 

That will kill their business over time…

 

The good news for you is that you have practiced and have taken the “lumps” that go along with figuring out what it takes to not be the guy or girl who loses through bad marketing or horrible persuasion techniques.

 

Persuasion and selling require patience

The great equalizer in persuasion of any kind whether spoken or even written is being calm and relaxed. When people feel rushed the answer is normally “no”. When people are relaxed they are easier to persuade because time in essence slows down. Make sure that what you do is really cool really easy..

 

Have a little fun and laugh more often.

Persuasion can be fun to learn and it easy to do is it not?

 

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

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares Expert persuasion skills and being first :Video credit

How to sell more learning from infomercials

Sales training and implementation: Many times sales people look to sales training to help them out and increase their sales.  There are times where a salesperson just needs to see another sales person do what they have learned:

 

For you to increase your ability to get more business you will have to change up some of your processes and look at things that you may not have considered before.

 

Sales training and infomercials: Of all of the places that you can learn how to sell more from some of them just may be free but you will have to stay up for a little late night adventure. While watching the infomercial there are a few things that you will want to watch out for:

  • ·         What order they present the information in
  • ·         How they package the message or frame the story
  • ·         How the interactions work out between those in the infomercial

 

[youtube]http://www.youtube.com/watch?v=bAOqsENbw1o[/youtube]

 

Sales training to learn how to sell more from an infomercial

As you watch a persuasive infomercial know and understand that the people who have scripted these shows understand the principals of persuasion and know how to get people to buy. You will want to watch the order that the information is presented in. You will see that they talk about a few items first.

  1. 1.      They reveal a pain that you didn’t know or feel that you had
  2. 2.      They aggravate the pain and make it worse
  3. 3.      The show the pain can be alleviated
  4. 4.      Show the product and how it was made
  5. 5.      Give an offer
  6. 6.      Stack the cool and make the offer cooler
  7. 7.      Take the order

 

Many times sales people forget that they have what looks like a commodity in the minds of the buyer, they say the same things as their competition and really just throw technical information.

 

Infomercials and sales training, how to package the message

When the producers set up the infomercial they know and understand how to make the story line flow. If there are people interacting the whole conversation is really cool and really easy. The people will seem like friends.

 

One of the best infomercials that does this really well is one of the first 30 minute sets for the magic bullet. In the series for this blender there are friends who get up in the morning and talk slightly about their hangovers from the night before. The interaction almost feels real and as a viewer it is really easy to get sucked in to what the conversation is because for the most part most people can relate.

If you can make your buyer or perspective client relate to the situation it will make it easier for them to take your recommendations of what to buy.

 

How to sell more, show them how they could use it

One of the things that the infomercials do is that they give plenty of examples of how the viewer can use the product and while some of the ideas that are presented may sound ridiculous it starts to set the stage that there is versatility and you as the buyer may start thinking to yourself “yes I really do need this product”.

 

This is where the infomercial gets the perspective client engaged with so many ideas.

 

Next up is the money…

 

How much would you expect to pay for this item… and the number is really high and you are thinking “there is no way I would pay this much for this product”

 

…and then they say well it would not be x amount, y amount or even z amount its this much money but it gets better we can separate it out into 3 easy payments of…

 

… and we can even rush ship it to you….

 

Once again you think who would want this rush shipped what am I missing out on.

 

Priming and selling more

When the infomercial starts raising the price on the object they are starting with a high umber so that when they say the lower number your brain says to itself “its really not that much compared to the super huge number that they used earlier” this number game helps prepare your mind for what you will really pay.

 

When the amount is broken down into smaller payments you get the effect once again.

 

The rush shipping is set up for social proof that other people want this product now no matter how strange it may be.

 

Then the added step…

 

If operators are busy please call back…

 

This is one more layer of social proof. It may very well be that there is only one person answering the phone calls.

How to sell more with infomercials and your products

Now you must take what you have learned about the infomercials and then implement the ideas into your industry or service.

 

One last item is stacking the cool. This is a term that Frank Kern uses to explain that you add more bonus items to the project or service to give the feeling of more…

 

…. Maybe an extended warranty

 

….. a few hours of coaching

 

….. an evaluation of a product or service

 

….. 6 months of help desk

 

People love free stuff just go somewhere where even junk items are being handed out and there will be a near riot to get the product that really has no value.

 

You job when stacking the cool is to give an item(s) away that is really cool.

 

Infomercials and making more money through sales:

Whatever infomercial that you watch to learn how to make more sales jot down some ideas as the show is going then go back later and figure out how to make the idea work for you. You may even want to have a brainstorming session with your sales team and watch the show together you may just come up with some new ideas of how to sell more product using some principals of persuasion that you have learned.

 

There are plenty of places to learn about persuasion, this CD set will give you the foundation of what you need to know when it comes to the Science of influence.

 

As Always I would like to thank you for your comments and or questions about How to sell more using infomercials:

 

 

Now go implement!

 

 

 

Scott Sylvan Bell

 

 

Persuasion expert Scott Sylvan Bell explains how to sell more using infomercials: Video credit