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 persuasive body language

learn "How to sell more" with this sales tip
Knowing how to sell can multiply your income
How to sell? This is a normal question salespeople and aspiring sales people ask every single day. There are many things that can make your sales life easier while some unknown things may make your sales life harder.
For you to learn how to sell you must increase your persuasive sales techniques. Now these sales techniques may be simple or even seem simple but the truth of the matter is they take time to learn and implement correctly.
Now you may not think that one simple change in your body language or non-verbal communication skills cannot make that much of a difference but if that is what you were thinking then you would be wrong.
One of the most common sales mistakes that new and old salespeople make is that they do not understand body arrangement or blocking. To fix this common sales mistake we will take a page from the seduction world. This sales tip may not make sense at first but give it a few minutes.
The way that you stand and the direction you face while talking to a person says quite a bit about your confidence, lack of confidence, social knowledge or even persuasive sales abilities.
The phrase toe to toe pops into mind with a huge reason. When you watch a boxing match the two opponents stand toe to toe.  When you argue or have a disagreement that almost becomes physical or even becomes physical you stand toe to toe. Naturally even standing like this causes emotions in the background of your brain causing an unknown uncomfortable feeling.
As you are probably thinking standing toe to toe or directly in front of the person you are talking to does cause you to lose some points when it comes to persuasive sales skills.
There is an easy way to alleviate this sales malfunction that has been costing you sales but before it is shared with you, what do you think the fix is?
All too often most mediocre sales people just go through their life haphazardly making sales and not knowing why. Great sales people know that just the slightest change in the body communicates their message differently. Sales techniques are not always what they seem.
To answer how to sell more with some changes to your body language you would do great to slightly offset your body by 20 to 30 degrees. By not directly facing the person that you are with while you are standing when you first meet the toe to toe feeling goes away.
This covert sales technique that can show you how to sell more works with sitting or standing.
There is a caution to your new non-verbal communication skill and that is if you do not eventually turn into the other person and stand face to face it will seem like you are trying to get away.
There is a rule when it comes to body language where your feet and heart are pointed, that is where you are going in lose terms. This is not a definite or hard fast rule but it is a generalization but it should isolate a concern. (Some body language experts may tell you this rule isn’t true, so just for a few minutes pretend that it is)
The ideal time for you to shift in is when the other person relaxes a little and you can normally see this when their shoulders drop slightly or their voice shifts just a little bit. The person with you may even just crack a slight smile. You will almost feel like you just got comfortable and it will mean that you have developed better rapport. This feeling shows that they are comfortable as long as you know what to look for. This is your cue to slightly turn into the other person slowly.
To reach this rapport faster the best method is to talk at the same pace and volume as the person you are working with along with the body staging or blocking.
If you turn into the person too soon it will take a bunch of work to counteract what you have just done and may make it seem like you are desperate or aggressive.
The reason that this nonverbal communication or body language skill works so well is that it may give the person that you are working with the idea or though that you are not intense or that you do not have to make the sell, almost like you have options and could walk away at any moment.
Standing or sitting side by side gives a better message and that is it makes you seem more cooperative and friendly and less aggressive. The saying “stand by your friends” is also another shortcut into the mind of your potential client. These mental shortcuts are what help you increase your sales.
Learning how to sell takes twists and turns that come from places than other normal sales training or sales techniques.
To work on this new persuasive selling skill initiate it with friends or family first. Get comfortable with your new persuasive sales skill within your comfort zone before trying it where it can cost you money on a sales appointment.
There is an easy rhyme to remember and that is “toe to toe the sale is a no go, slightly turn away and collect your pay”.
Get new selling techniques and find out how to sell
Seduction lessons can teach you how to sell
By the way if you are single this sales tip will help you seem more comfortable with the opposite gender.
A great place to practice this if you do not want to lose too much would be at a bar that you are not used to going to. This new action takes you out of your comfort zone allowing you to increase your sales abilities.
As always I would like to thank you in advance for your comments or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Aggressive Boxing Man by photostock, Business Colleague Discussing by photostock

Persuasive selling skills and abilities: relaxing can help you persuade better

Relaxation can help with your persuasive selling skills and abilities
Persuasive selling skills and abilities require relaxation

Persuasive selling skills and abilities are learned over time not overnight through experience and effort. One step in the persuasive sales process that is left out is the ability of sales people to relax.
You read that right you must get your relaxation in to sell more.
Salespeople typically think that they are machines and can keep going.
Sales call after sales call after sales call.
That is the best way to set yourself up for burnout. There are very few salespeople who can keep going on without having to turn to some sort of stimulants or bad habits to keep going. There is a time to work, there is a time to practice and there is a time to improve sales skills from taking classes or reading books on sales. There is also a time to get away and sit on the beach with the family or to the ball game or even another country.
As a salesperson your clients or potential clients pick up on what state you are in and how stressed out you are. You will have a tough time effectively persuading people if you have too much stress in your life. Vacation is supposed to help you relax and get set to do more business. This can mean just taking the day off to go away or taking a few days off to go somewhere new and reset.
On the opposite though there is a point where you can relax too much and then not get any work done.  Keeping a steady pace keeps you as a persuasive sales person consistent. Keeping consistent sales appointments helps with your persuasive selling skills to stay sharp and that helps you make more money.
When you are relaxed you can get your potential client to relax. Persuasive selling skills have much more with your beliefs than just sales techniques and overcoming objections. If you have gotten to that point where you can’t remember the last time you took vacation then you are probably due to get out of town.
Persuasive selling skills and abilities are more effective with relaxation
Learn to relax more to have better persuasive selling skills and abilities
Some top sales performers will share with you that you should take at least one week of vacation per quarter. The reasoning is that you will have the ability to relax and recharge more often than the competitor that is tired or stressed out.
Sales success happens when you can objectively identify your sales weaknesses or what will bring you sales failure.
The biggest sales tips that you can have is that in order for your persuasive sales skills to work effectively you will want to:
  • · Take vacation when you can and more often than you used to
  • · Learn to relax
  • · Know when you have worked too many hours so that you are either at burn out or close to it
  • · Know when you are stressed out and have lost the ability to persuade effectively
  • · Get enough sleep
  • · Work out more often
  • · Eat more healthy
There are plenty of ways just above to recharge or maintain persuasive sales abilities. In the end it will be up to you to implement a strategy where you can do so.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Beach Chair by Nutdanai Apikhomboonwaroot, Relax by graur razvan ionut

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

Persuasive sales skill: Knowing good and bad goals

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.

Persuaive sales skills are important but so are sales goals
Increasing your sales can come from persuaive sales skills

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.

You can make more sales if you increase your persuasive selling abilities
Persuasive selling abilities can help your sales

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

Persuasive selling skill: Knowing your sales abilities and sales strengths

Persuasive selling skills require that you know your abilities and limitations. Knowing that you can increase your sales and income is important. Knowing that it will take time for you to learn persuasive selling skills is also a must.
You can buy as many sales cd’s, sales dvd’s and go to as many sales courses or influence boot camps as possible but it imperative to know that your sales will not instantly change for the most part. Some sales people do see immediate results but that doesn’t happen often.
When you change your sales presentation you may not get the results that you want form the very beginning. It is rare to find a salesperson that can implement something new right off the bat and get results. Many times it takes mutiple hours of role play to make increasing sales happen and feel automatic. In fact after implementing something new it may just put you into a sales slump and not only is that normal it is common. That is because it is something new and untested. If you have a scripted presentation, modifications will change the dynamics of the way your presentation rolls out.
Knowing where your weaknesses are is an important ability that most people will not face the reality of, they do not want to admit weaknesses. This is one of the best things to admit to so that you can grow. One of the best actions you can take is to make a list of what you are good at, what you are ok with and what you need to work on.
Persuasive selling skills are learned over time
Strengthen your persuasive selling skills
Your sales success depends upon your ability to adapt and grow, many sales people just go along to get along or really never train to get better. If this isn’t you then you are applauded for your time and effort.
Learning how to increase your sales skills takes time and effort. If you hear or see some snake oil being peddled at least listen to the sales presentation to get what sales nuggets that you can take away and mold into your sales process. There is much to learn from other sales people good or bad, there is always something to not do or that may work well. It is a good idea to keep a journal of all of your sales nuggets that you gain from listening to sales presentations or even from other sales people.
As you learn new sales techniques or persuasive selling abilities remember that you will still have to overcome objections, push back sales failure and work just as hard to influence people. There is a magic bullet to increase your sales: it is hard and dedicated or tireless work. If any sales guru sales anything else you are in for a load of lies.
Sales training should be difficult at times, the uncomfortable moments are what make you a better sales person. If you are going to learn persuasive selling skills your comfort zone will be stretched at every chance.
Sales success comes to those who are willing to work on their abilities and sometimes that means paying money out of your own pocket for training as well as working on your sales skills while others are out having a good time. The sales formula for success requires that your attention is paid to your abilities or lack of abilities.  How dedicated are you to building your business? If you are in sales you are an entrepreneur which means you are building a business and that is important to remember.
Are there shortcuts to sales success?
That is a common question asked of many sales trainers or sales gurus. Well the answer is going to depend upon your moral and ethical beliefs and what you think belongs in a sales formula for sales success.
If you have no morals or ethics than yes there are 3 fast shortcuts to increase sales and those are:
•             Lie
•             Cheat
•             Steal
Can you make sales faster that way? Yes you can. Are the consequences worth it? No they are not. In this digital age you have very little room for making such mistakes, the mistakes will follow you unless you have access to fake ID’s and new social security numbers.
Sales success comes from learning persuasive selling skills
Increasing sales takes time even with persausive selling abilities
Now for most people those 3 bad or evil bullets are not the ways to make sales, for some that is the way of life. Hopefully if you are reading this you are appalled by those who lie, cheat and steal because they give the sales profession a bad name. Remember to get where you want to go may take longer than you would think or it can be a shorter time but hard work does pay off longer than the shortcuts that usually end with bad consequences. People usually get caught at their worst moments not their best and that normally includes a television reporter and a camera man.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Strength by Ambro,Pinocchio by africa

Persuasive selling skill to master, be on time part 2

Persuasive selling skills are increase over time and with effort
Increase your sales with persuasive selling skills
Persuasive selling skills start with knowing that with persuasion everything counts. For you to increase your sales it is important to know that everything you do either counts for you or against you. If you are keeping score that means: being on time, how you are dressed, how your clothes look besides how they are dressed,  what you look like, your breath, your presentation, your vocal qualities, how you treat those around you and even how you treat those you have never met.
How important is it to be on time? More than likely one of if not the most important things you can do all day.
Besides increasing your persuasive selling skills from being on time there are a few other things that will help you out.
While sitting in the waiting room observe how the gate keeper treats others and what pushes his or her buttons. There is a reason why they are the gate keeper and they do have influence over the decision maker. In a perfect sales world there would be no competition, no gate keepers or no sales objections but that would be a fantasy. Realistically it’s a good thing that you have competition and that they are not good at what they do.
How you treat those around you has repercussions more than what you would know. Everybody is watching you and your actions do have consequences. It doesn’t take any more effort to be nice to those around you as it does to be arrogant or mean. Some sales trainers have some interesting ways to teach of how to get around a gate keeper and while some of the ways with intense pressure some of them cause sales rejection issues. Some of these ways taught give you one opportunity to get into see the decision maker after that the bridge has been burned. If you sell in a small enough niche, your attitude and tactics will be known faster than you would think.
There are a few things that come from talking to the gate keeper:
  • · They can give you information that will help what you do.
  • · They will give no help at all for what you do.
  • · They will give you misinformation which is worse than no information, its good to know that this can happen.
Take what you learn and apply it how you will, if the gate keeper has given you a sales tip do what you can with it. Some offices run games to see how they can give sales people misdirection and that can lead you down the path of sales failure. In order for you to have sales success it is good to know how to detect lies or inaccuracies when dealing with others. Reading nonverbal communication is one of those ways. Some places do this misdirection so much even with the best skills you may not be able to detect their game.
Learning how to increase your sales through persuasive selling skills takes time
Sales tip: Be on time and be nice so you can make more sales
It’s tough enough in the beginning of a sales career to learn how to increase sales along with learning over time without some sort or direction.  Persuasive selling skills are acquired over time not in minutes, it doesn’t matter what sales gurus tell you, increasing your sales takes time. Being able to effectively implement new sales strategies takes planning and effort, more than what other sales people are willing to do. Even with all of the best sales abilities and training you will hear “I wanna think about it” but you will be able to know how to deal with it better and disarm it.
By learning all you can about how you work, your sales, persuasion, non-verbal communication, new  sales techniques, learning how to build trust and overcome objections, working with old sales techniques and lastly learning how to effectively keep up with you sales slump cycles your sales can be increased.
As always I would like to thank you in advance for your questions and comments.
Now go implement!
Scott Sylvan Bell
Photo credit:Customer Service Operator Woman by Ambro, Graphic3 by Danilo Rizzuti

Persuasive selling skill to master, be on time

Persuasive selling skills are acquired over time but this first sales strategy or sales technique is to be on time. There is nothing worse for you as a sales person to be late to your appointments. It just says to your potential client that you are lazy, even if you are not. It also says that you cannot be reliable. There are many successful business people that will not keep an appointment with a late salesperson or company and they have good reason. First off being late is disrespectful.
It doesn’t matter the excuse, many times sales people are late because they just hope things work out. Hope is a sales strategy that further down the road leads to sales failure.
persuasive selling ability, being on time is a must to learn
Persuasive selling skill - being on time
If you are a salesperson who is consistently late everywhere your competition does not have to work as hard. Who knows maybe the reason that you heard “I wanna think about it” had nothing to do with your product or presentation but everything to do with you being on time.
Now you may think that something like this would not have to be said but it does. John Wooden the famous college basketball coach on the first basketball practice of every year would teach the entering freshmen how to tie their shoes. Should tying shoes been taught as a basic fundamental? Yes, it is an important basic fundamental, but what if nobody ever showed them how and he just assumed that they knew how to perform such an easy task. What if nobody told you to be on time for your sales calls?
The same goes for sales. As Anthony Robbins says “There are only so many fundamentals”. This is the same for sales and sales training. For you to learn persuasive selling skills you must master the basics first. Many times sales people hit sales slumps because they take new ideas over basic sales strategies or sales tactics that have in the past worked as a nice sales formula and tried to skip the process.
If you are going to master how to increase sales it only makes sense to master the basic building block of sales.  Being on time and showing respect not only to your potential client but also the company that you work for is an absolute must. Building trust in sales holds that you must follow the basics and if you are going to have sales success the basics of sales must be followed.
Sales failure happens when you are not on time
Sales success comes from being on time
When sales people hit a sales slump many bad sales habits become magnified as to what they have been doing wrong or have to potential to do wrong. As a struggling sales person they do not want to go to the sales call because they may be told “No” so they straggle in late and then get told no because they were lacking in confidence and their persona showed it along with being late. You may have to become great at overcoming sales objections in your career but you should be able to read a watch.
For you to increase your sales there is a certain level of commitment that you must have. There is also a list of things that you must commit to doing and being on time must be one of those top priorities. If you are going to be seen as great at what you do or even want to become a sales guru you may find that this element of sales is a great one to master.
The persuasive selling skill of being on time may sound too small but it is usually the small things that make or break the sale for you. To influence others you must have the self-discipline to make that happen.
Persuasive selling abilities are not just something most people are born with they are learned and fine-tuned over time.
As always I would like to thank you in advance for your questions or comments.
Now go implement!
Scott Sylvan Bell
Photo credit:Nine O’Clock by graur razvan ionut, Business Graph by renjith krishnan

Persuasive selling skill: the ability to adapt to new skills to persuade with

Persuasive selling skills come in all shapes and sizes. One of the best ways to persuade others is to learn how to think on your feet. As a salesperson there will be times when thoughts or objections will be thrown at you with no idea of where they are going.
Increase your persuasive selling skills
Selling skills that are persuasive can increase your sales
To gain new sales skills you may have to look in places you probably have never thought before. Learning comedy improve makes you learn how to think on your feet and be creative. As a caveat it must be said that you shouldn’t make things up to your potential clients, this would be wrong and eventually lead you down the path of sales failure.
Humor is a great trait to increase but this isn’t to say that you should try to be funny on a sales call. What is funny to you may not translate well or be appropriate for the people that you are working with. One bad or offensive joke and you have just thrown away any of the persuasion selling skills you have learned.
There are a few places to go and learn improve. If you Google improve for you area of zip code you will more than likely get something as a class close to you.
This persuasion skill comes in handy when negotiating, having to deal with an interruption that was unexpected or even when a presentation is going wrong.
From learning improve you will or can learn:
  • · Better timing not just for jokes but also for questions and telling stories
  • · How to deal with uncomfortable pauses
  • · How to manipulate and lead a conversation to where you need it to go for the right reasons (manipulation is only bad when you are using it for the wrong reasons)
  • learning stage presence in front of a group or crowd
This form of persuasion training is better known as sales improve.
If you are going to learn how to increase your sales you will find that not all the same sales training works with everyone. You may find that you did not like being put on the spot of that you have the ability to be funny and that is ok. At least you stepped out of your comfort zone and tried something new to get past sales rejection and increase your persuasion or influence skills.
Increase your persuasive selling skills
Selling skills increased through persuasion training
Who knows maybe at some point you may find that sales success isn’t what you are after but instead a life of comedy so you can walk away from the “I wanna think about it”.
To increase sales or get out of a sales slump your sales training will have to be more than just the typical role playing or reading a book on persuasive sells skills. Train like your career depends on it because it will. The sales skills that you learn now will serve you for the rest of not just your sales life but life in general. Take this sales tip and turn it into a new sales skill that most sales gurus will say nothing about ever.
Building trust just isn’t for your clients it is also for you, that means you must build trust in yourself and your abilities.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo Credit:Microphone by renjith krishnan, Leading Idea by jscreationzs