How to sell more using NLP strategies

How to sell more using NLP: learning how to sell more can take you many places to learn and develop the ability to persuade others.

 

NLP was developed as a source of therapy for individuals but just about any source of therapy training can be used for more than what was intended including sales training. The great news is you can use NLP to help with your persuasion strategy.

 

How to sell more with this NLP technique

NLP is a way that you can build better rapport with others it could be defined as understanding and developing excellence but we will not be using the technical definition here. One of the items that has come in handy from the NLP field is that people gather information in 4 different ways:

  • ·         Visual
  • ·         Auditory
  • ·         Kinesthetic
  • ·         Digital

 

How to sell more using visual cues:

Visual people learn by seeing. The words that they use describe what they view. When working with a visual man or woman you could learn how to sell more using words that use visual traits.

 

How to sell more using auditory cues:

Auditory people hear the world around them. They may say things like I hear what you are saying. When communicating to a visual man or woman you would use “hearing words to describe what is going on.

 

How to sell more using kinesthetic cues:

Kinesthetic people learn by touch or feel and may use the words do you feel that or I can grasp what is going on.

 

How to sell more using digital cues:

Digital people are more of the technical like an engineer and search for the “understanding” of a situation or “consider” what is going on and do everything that they can to “make sense of” what is going on.

 

How to sell more utilizing NLP

Now from learning that people have a modality that they have as a dominate way of learning most sales training focuses on the main modality. So if a visual person were to learn from looking the focus is on saying or using visual ideas. Now this can be a challenge for the person because they still can learn from the auditory, kinesthetic and digital patterns.

 

So now what do you do?

You would combine and weave all four together and make sense of a situation better and create an easier path to persuade using NLP.

 

How to sell more using NLP descriptions:

Learning how to sell more using NLP can be done by combining what you have learned about how men and or women process their information to paint a rich picture across all 4 learning modalities.

 

Here is an example using visual, auditory, kinesthetic and digital. The words for each category will be in parenthesis and will go in order as listed previously. Using this pattern you may be able to influence others more precisely.

 

You will love the new super widget it is shiny when you (view)(visual) it and as you (listen)(auditory) to the movement you will get a (concrete feel)(kinesthetic) for how it words, as you (consider)(digital) this product (think)(digital) about what (touches you or gives you the feel)(kinesthetic) so that the idea (sounds good)(auditory) to you and you can (picture)(visual) yourself holding the new super widget.    

 

[youtube]http://www.youtube.com/watch?v=6Mdyo4ei-Oc[/youtube]

 

NLP example of how to sell more:

The above example was looped so that there was not only one cross section of how people learn and feel but two, one forward and one back. Now you can use the NLP cues in any prder that you want just remember to paint the picture for you client and or buyer so that they can see what you have to offer, what you have to say about your product, how to get take it so that the product sits well with them so they can get a sense of what you do. Getting people involved mentally makes it easier to persuade them.

 

Learn to persuade others like it is a science:

Influence strategies when taught correctly can greatly increase your sales skills or even help you learn how to negotiate better. Learn from the best source right here.

 

As always I would like to thank you in advance for your comments and or questions about how to use NLP as a strategy to persuade others better.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 Persuasion expert Scott Sylvan Bell shares: How to sell more using NLP strategies: Video credit

Persuasive selling skill of proper names

[youtube]http://www.youtube.com/watch?v=CF1keAhE7i8[/youtube]

Persuasive selling skills: Now there are things that you can do on a daily basis that can increase your persuasive selling skills, techniques and strategies.

 

Some of your abilities to persuade others can be as simple as changing the way that you address people.

 

What do you call your boss, coworkers, design team or consultants in front of your clients can put extra weight on what they do and the type of response that your clients or potential clients get from you.

 

Here in the United States we have not really used proper names for a while. In most instances you would introduce your boss to another person as Bob Smith which isn’t bad but with a few small changes like calling him Mr. Smith the reaction from the people being introduced may change a little to your favor or maybe even a bunch.

 

Now when this is done it’s not uncommon to see the person being introduced to the Mr. react and change their stance. It gives the Mr. a little more authority and power but also makes the potential client try and guess why you are using a proper name. This does help you do a little better and hold a small parking spot of mental real estate.

 

And you are probably wondering why…

 

Go back to you school age. You probably had a Principal, teacher or Neighbor you had to address with the proper name. By doing so they received almost automatic respect. You would be playing off the prewired actions of a person’s youth as a way to gain compliance. Some may say this is some sort of covert hypnosis.

 

Yes you are right its sneaky but it works and it not unethical.

 

Ok so you don’t have a boss and you need to get some information from a third party. You would then fire up your persuasive selling skills and or abilities by naming the person that you have to deal with a Mr. or Mrs. Possible even comparing the third party person to a Doctor. Whatever you can do to give your third party person a little more authority.

 

Persuasive selling skill for negotiating

So you need to use a new persuasive skill or technique to work for you in a negotiation setting…

 

Of course if you are good at sales you know your limit before you give away the farm to the one client who wants everything but does not want to pay for your product or services. You would then go to this third party reference and put all of the weight on this decision.

 

Yes you may have all of the most up to date persuasive selling strategies and abilities but sometimes you need to slow down the sales process to your favor. 

 

You would address the person that you call as a Mr. or Mrs. Your job is to also note the body language and how it changes in the people that you are working with. If you are working over the phone put the person on speaker phone or if you have the ability to grab the person and bring them in the room with you do that also.

 

In most instances the people that you are working with will start addressing the person of authority by Mr. or Mrs. Also giving them instant authority.

 

Ok so you say that it’s not that big of a deal..

 

It may not be but what if it could help you close one more sale a month.

 

So you say that it sounds like what would happen on a car lot…

 

Similar but better especially if you go and get the Mr. or Mrs. and drag them in without the potential client asking for that to happen.

 

Want to give this process even more subtle power. Have the potential clients sitting when the Mr. or Mrs. with the authority and or power comes in and then they have to be cordial and stand. 

 

Most persuasive actions are simple enough but some will not give the idea credibility because it sounds too easy or simple.

 

Persuasive selling skills mistake to not make

The one thing that you can’t do is slip up and call your boss, designer or member of your team by their first name in front of your potential client or it breaks the rhythm and ability for this process to work. 

 

Learn how to gain the knowledge and power to persuade other effectively and with power.

 

As always I would like to thank you in advance for your comments and or questions for the Persuasive power of names

 

Now go implement!

 

Mr. Scott Sylvan Bell

 

Sales training video – Video credit for Persuasive power of names: Persuasion expert Scott Sylvan Bell

Persuasion expert skill of greeting

Persuasive selling skills: One of the most persuasive actions that a person can take when dealing with others is to be polite. In many instances difficult buyers may be very demanding thinking that will be the way to be overtly persuasive but that is the exact opposite of what will help them get what they want.

 

Yes a may sound simple to be a persuasive genius just by being polite but it does help more than you would imagine.

 

If you were having to help someone through a difficult situation whether personal or business would you be willing to help a person who is difficult the same amount for a person who is calm and rational but firm?

 

Now there are ways where you can play into this persuasive selling skill covertly and the powers can help you in the long run.

 

Being polite to others cause the person who is helping you to mostly be polite back. So you also ask how does that help you make more sales just rom being polite?

 

[youtube]http://www.youtube.com/watch?v=trieRPPko38[/youtube]

 

The answer lies in mental real estate + being polite.

 

Persuasive selling skill the introduction

A persuasive selling skill in action: When was the last time that someone how are you? This question happens millions of time a day.

 

And your response was fine, ok, doing good or any other response that you can give.

 

But what if there was a more persuasive way to answer that question that gets the other person to give you a little more attention would it be worth knowing.

 

Now in order for this persuasive selling skill and technique to work you will have to use some of the laws of English for your benefit.

 

The correct answer for “How are you doing”? is “well, thank you very much, and how have you been”?

 

Now this may not sound like a formula to make more sales covertly or even take over the world but there is something to this answer that gets people to pay attention to what you are about to say.

 

Ok, so you may not believe this but you will not get a persuasive sales technique homework assignment that will cost you nothing but benefit you greatly.

 

Persuasive selling skills assignment

The next time that you are in line you can practice this persuasive selling skills technique. You must pay attention to how the clerk or salesperson has treated and talked to the person in front of you while you were in line.

 

You will listen for the responses that are given when the clerk or salesperson asks “how are you”? This new information will allow you to see what you can do just by changing a few words.

 

When it is your time up at the counter or with the salesperson you response to the question “How are you”? is now to say “I am doing quite well today and how have you been”?

 

So this does not sound very earth shattering when it comes to asking a question but please do not discount the power of intentional subtle influence (ISI) when it comes to your ability to persuade.

 

If you have watched enough people answer you to “I am doing quite well” just by itself you will find that they answer you back using proper English for the most part by answering you the same exact way.

 

You may also notice that the person that you are dealing with may stand up straighter and deliver their answer with more emphasis than their conversation with you previously.

 

Persuasive selling skills expertly executed

Absolutely crazy that they will answer you back in a way that they have not been answering people all day long and chances are that when you walk away they will not answer the question the same exact way at all until someone else answers “quite well thank you very much”.

 

Now there is a second part to this that you may not have caught and that is to ask the person “How have you been”?

 

Your best bet is to just say it with confidence just like it was part of your everyday conversation. The more that you put emphasis on “how have you been”? the more that the question does not work for you it will eventually work against you.

 

Persuasive selling skill – The law of conditioned response

This one question holds more power than what you would guess or figure for a few reasons. First you must think about the Law of conditioned response. This law states then when you use the same language of a friend or relative in a relationship a stranger will do the same. In essence this reaction is a shortcut into the backdoor of their brain for trust and relationships.

 

When you ask someone “How have you been”? it implies that you have met the person before, they are a friend or they are a relative.

 

So how does this help you expertly persuade others?

 

Great question and it is perfectly normal for you to think that and a very smart one by the way…

 

When you wire your persuasive message in a way where you can break down some barriers without having to do some work you are in a position to win a little easier.

 

Just travel down this path for a second you meet with someone that you want to be able to expertly persuade but they have met with other salespeople or consultants who may have caused them to build up a resistance to your message without even meeting you.

 

You enter into the meeting and ask the person who has all of the control and the money that you want in their pocket and you must expertly persuade them to get it from them “How have you been”? Their brain now has to search to determine if you have met before. You are taking advantage of a lazy brain because it is easier for the brain of the man or woman who you are meeting to say “We have met somewhere but I am embarrassed to ask where, but I know we have met and I know I should remember so now I am going to have to try and figure all of this out before he realizes that I have no clue who he or she is”.

 

This brain hack takes the pressure off of you to give some information to the buyer or potential client and give you a persuasive sales skills that allows you to be an expert a maneuvering around some built up animosity towards sales people.

 

Persuasive sales skills that can go bad

Now it does take some time to learn how to use this persuasive sales skill. There are also people who this expert tactic will not work on and they may catch onto what you are doing but chances are they will not. In many instances this technique will not work well with more than one possibly two people so groups of people are out because you cannot ask them this question individually. You will also have to play with the timing of how you ask this question as to get it right.

 

Persuasive sales skills that can go right

You can learn how to persuade like an expert but you will have to put some effort into what you are doing from here on out. Expert persuaders know that the tactics and strategies must be done in conjunction of proper body language and enunciation for the words that are used.

 

When asking people “How have you been”? first just watch to see how people react out in a store where there is no real downside for you or in other words no harm that can come from your message. After 50- 100 attempts work this message into your sales calls. Since you really want to have success in what you do you will take the time when out shopping to use the question of “how have you been” to your advantage.    

 

Persuasive selling skill transformed

The words that you use may or may not have great weight to them when you use them. Your inflection counts, your body language counts and your overall interaction with your potential client counts and now just for fun add in your personality.

 

One of the biggest challenges that salespeople face in the persuasion process is that they become experts at their script but forget to add in their own personality. Remember that in order to persuade effectively your personality must be present.

 

Persuasive selling techniques and skills, how to learn more

Learn how to persuade others with expert abilities and confidence, your best source to learn persuasive selling skills and techniques can be done here

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

:Photo credit for Persuasion expert skill of greeting

How to sell more: learn negotiation sales skills part 1

How to sell more: When selling to others who are sophisticated buyers that may have attended negotiation or sales training your sales skills or techniques may need some supercharging to deal with their tactics. Learning how to sell more takes your knowledge to be expanded as much as possible.

 

Negotiators will tell buyers that they need to do a few things to get their point across or to get the best deal. It is good to know that in negotiation classes they teach to:

  • ·         Ask for more than what is wanted or throw in ridiculous demands above and beyond what should be normal for an industry or service
  • ·         Stall with false time constraints or even seem to put off deliver, installation or even paying for a service
  • ·         Use claims of others intentions or offers
  • ·         Interrupt the sales person consistently

 

Negotiations can be dealt with and learn how to sell more
learning how to sell more through negotiation training

 

One of the first things that negotiators will teach is to ask for more than what is wanted meaning that whatever product that you have to offer will not be enough. More demands must be made in order to satisfy the ability to gain the order or the service. There may be a few things asked for above and beyond to get this “demand”:

 

  1. 1.      A faster delivery time or altered time schedule
  2. 2.      More warranty on the service or product
  3. 3.      More service from representatives, delivery personnel, technicians, installers or the help desk
  4. 4.      Customization in some way or another from the product or service
  5. 5.      More quantity or the product
  6. 6.      More discounts than normal or a list of discounts
  7. 7.      More flexible payment options
  8. 8.      Preferential treatment in some way or some fashion
  9. 9.      Act disinterested, change the subject or act bored through a presentation or after the buying question is asked
  10. 10.  Cash back or gifts (this is known as a bribe)
  11. 11.  Any combination of the list above

 

Some instructors for negotiating will call these ploys “gambits” or tricks to get the seller to give more up than normal.

 

In some instances it is taught to overwhelm the seller with so many demands or gambits that they will have to give some of them up. Within this course it is taught to not put a value or level of importance to any of the demands as to make all of them equally important thus the reason they are all there. This is a common negotiating tactic.

 

Negotiation strategies can be used as persuasive selling skills
Negotiating training can be part of how to sell more

 

There are also those who like to exploit new sales people and actually hope to get one who will bend as much as possible to get the sale. For the most part new sales people are not told about the games that some potential clients or buyers play. Going up against a professional buyer for a new salesperson may be difficult if these games are not shared or taught.

This overwhelming of demands is meant to tear the salesperson down as much as possible or demoralize them so that they cannot build momentum through the sales call or the negotiation. It is also hoped that the salesperson is desperate to make sales so that extra demands can be thrown in.

 

The is a play that people will make also and that is to be a jerk sort of speak to make them less human or difficult to deal with so that no common ground may be formed. Salespeople will find that the more difficult to build momentum or rapport in the sales call the more that it is frustrating and hard to figure out a game plan.

 

It is the belief on the part of the negotiator that the more that the buyer can throw you off, then more that you as a seller will have to give up in concessions to make the sale or to make the deal.

 

If you are prepared as a seller and know these games that buyers play you will have a greater opportunity to not be frustrated or thrown off while these negotiating tactics are being used.

 

You may have the best persuasive selling skills or tactics but if you do not know where potential clients or buyers will try to throw in a monkey wrench into your abilities you may find it difficult to make the sale.

 

In the next article we will take a look at the false constraints buyers or potential client will use.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Business Man by graur razvan ionut, Dollars by worradmu

How to sell more: A persuasive sales training lesson

How to sell: Working with salespeople every day on their persuasive selling skills leads to some powerful observations on how to sell more and what not to do on a sales call.

 

Many times salespeople use preset or canned presentations and it may include a presentation book or a book to do a quick overview for the potential client.

 

What if there were very specific things that were done in just about every case of sales failure? Some of these items can lead to a sales slump while some can lead to sales success.

 

Avoid sales failure with persuasive sales techniques
Persuasive selling presentations can be made better

 

If you use a preset presentation book as a persuasive selling technique it is important to know:

  • ·         The material in your overview or presentation book
  • ·         What each page means and how it can help
  • ·         What pages to use or to leave out

 

Notice in the list it does not include all of the words that need to be said.

 

When a salesperson hits a sales slump or is on the verge of sales failure a few things consistently happen or are a cause of the sales issues

 

  1. 1.      They shorten the presentation to get to the end in the hopes that they would be able to get to the agreement faster.
  2. 2.      They do not fully understand what the common issues or objections they their potential client base has and they do not answer the needs of the person that they are with.
  3. 3.      Lastly the salesperson looks at each call too much like a chess game where they always have to be maneuvering.

 

For people to learn how to sell more or better many times it is a case of getting back to the fundamentals or basics along with actually helping the person that you are with instead of trying to tell the future and having the perfectly worded presentation?

 

This is the point where salespeople stop having fun and forget to smile or use monotone voices so that they can show just how boring that they can be.

 

In other words remember to help out the person that you are with, remember to have some fun while you are out on the road or while people come and visit you. As a huge reminder remember, that you will give the same information over and over again many times in the same day and it is not the fault of the new potential client that they were not around and hour before to see the same question answered for someone else.

 

Increasing your sales needs a systematic step by step approach that is no nonsense.

 

Here are a few steps that you can take right now to help increase your sales, take out your sales presentation or information overview:

  • ·         Write down the purpose for each page and what question that is answered for the buyer, or objection that may be taken away
  • ·         Write down as many questions per page that you can ask the person or the people that you meet with
  • ·         Write down any objections that you may have on each page or segment of the process

 

Learn how to sell more and beat sales rejection
How to sell more and easy to follow sales lesson

 

If you do not know the answers to these questions this is a great starting point for you to get involved. It may not be that you do not have cool persuasive techniques or abilities it may very well be that you do not know your sales presentation.  

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:Word Failed With Two Business Hand by arztsamui, Hand With Failure Sign by aopsan

How to sell more using easy persuasive questions

How to sell more: Many times the most basic steps in the sales process are missed and that is what caused the sale be lost. Yes it is as easy and simple as the basics. You were probably hoping that the issue would be difficult.

 

The sales rejection did not happen because the salesperson didn’t know the crazy close technique that was taught by the last sales trainer that showed up last month, it wasn’t because the salesperson didn’t have enough glossy beautiful presentation material… nope.

 

Most sales are lost because the basics sales fundamentals are not followed consistently.

 

Now one of the things that kids do very well is mimicking the sibling or friend that they want to annoy. If you use this next sales tip the wrong way you will get the same exact effect and you will still get told no. Used correctly you can get your potential client to open up to you and then answer questions so that you can know what to do to help them.

 

Persuasive selling skills building blocks
How to sell more by building your sales techniques

 

One of the basic sales techniques that you can use is to rephrase what the person is asking you in a way that shows that you are listening but also shows respect. Now this can also be used when rephrasing a question. A few examples would be:

  • ·         Just to make sure that we are on the same page here is what I understand that you are asking me is….?
  • ·         What you are looking for in this widget is to have it the special gadget…..?
  • ·         If I understand you correctly you have had these issues with your current situation….?
  • ·         You say that this feature of the widget is important to you because it will help you…..?

 

Yes you are correct this is not earth shattering news nor is it some new persuasive selling skill or technique from a world renown influence expert who charged millions of dollars to get. What this sales techniques or strategy is essentially is a good way to keep talking and moving forward while clarifying the whole way through that you and your potential client are on the same page.

 

There is a sales hazard just like with any sales technique and that is either using the questions too much or without not enough variation. If it seems like a sales tactic then there is extra resistance built into the call on the part of the potential buyer.

 

You will have to practice using this persuasive selling technique because when it is done wrong it will cost you.

 

It is better to make sure that you have designed or found something that will work for the person or the people that you are with before you roll your idea and or pricing out only to find out what you spent your time on was not what the person or the group was looking for.

 

 

Selling technique strategies for increasing sales
Fundamental sales skills and abiltties include basic questioing asking

 

Taking the time to learn how to communicate better through the sales process is what will make you a better salesperson before going and spending a ton of money on all sorts of scientifically proven ways from a sales guru. You must master all of the basics before you try the advanced stuff.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Toys 3D by Idea go, Arrange Bricks by renjith krishnan

How to sell more: learn to be coachable

How to sell more: Its tough to get told something that you don’t like when you are in sales.

 

Its tough to get criticism and not want to fight every bit of it when sales are down or up.

 

Its tough to not justify why you are bad at something or how you have failed especially when you are not making any money.

 

Its hard to see others be successful while you are working hard and not seeing results and it feels like success is so far away.

 

Sales success comes from the ability to hear that you have a problem with something that you are doing in your sales cycle and then change what needs to be done so that you can influence better.

 

All too often when coaching sales people the excuses come out but what is even worse is when the people who are being coached are not coachable. So here is a short guide on how to be coachable when it comes to anything but especially sales training.

 

  • ·         Listen to what your coach says
  • ·         Take good notes
  • ·         Ask many questions for clarification
  • ·         Practice and implement

 

Did you notice on that list nowhere does it say justify your bad behavior, you are right it does not.

 

One of the fastest ways to determine if someone is coachable is by listening to what is said after the person is coached on something to do.

 

Here is an example while performing some persuasive sales training and working on some communication techniques:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a simple picture like this.

 

Mike: I used to do that but people found it boring plus it takes too long so I don’t do it anymore and I do not think that anyone wants to see that.

 

That justification equals sales failure almost instantly and a loss of income. Mike may have felt like it was an attack on him and it was because he may not be the best at what he does or he could just flat out suck at his job. He was being told to do something differently and his brain was fighting off the right way or the better way to go. The ego part of the brain was really saying “I don’t want to do what you say because I know what is better for me than you do” or “I have a way that I like to do it and this is not it”.

 

The better way that leads to sales success should have gone more like this:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a picture.

 

Mike: I have tried that before but I was not able to make it effective where did I go wrong, would you mind showing me?

 

Chris: right here is where you need to slow down and ask more questions to help understand what the buyer is thinking.

 

By Mike asking the question about how to implement a new strategy he was saying that he is open to try something new but also gained insight that he did not have previously for a sales strategy.

 

Now its hard to feel like someone is telling you that whatever you did was wrong but in order to get better at what you do the coaching is necessary and must be done. There are times where it may feel like someone is attacking you for your weaknesses but would you rather hear them from a sales trainer or from a client who says “I wanna think about it”?

 

A brilliant man has said “Do it till you are done”. Many nights people have stayed up many hours doing “it” till they were done. It may have taken a toll on the person with lack of sleep but in the end they gained the skills needed to get ahead

 

Its easy to get caught up in the “reason trap” or a way to say “I couldn’t do it because…..”.

 

Now you know the insider secret of how to pick coachable salespeople vs those people who will stay mediocre at their jobs for a while.

 

If you do get the chance to work with a coach or trainer for whatever business you are in take the time to learn what they are teaching you, fight the urge to explain why you have failed and find a way to implement the process.

 

Now there will be times that you do not always agree with those around you in how something should be done but at least work through the process and you may just find a new way of doing something that you probably would not have learned before.

 

Just remember justification will equal failure almost every time you use it because it does not produce results, it’s the easy way out.

 

Getting good at what you do takes hard work and discipline and the ability to listen and then implement fast.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell more: Deal with confusion and make more sales

How to sell more: Selling is a tricky sport sort of speak. There are so many things that can go right and then again there are so many things that can go wrong.

 

Sales success or sales failure is only split between from just the right statement or question can quickly turn into a scramble to save the sell.

 

It doesn’t matter what you have learned, how many influence boot camps that you have taken, the persuasive selling skills or techniques that you have learned if you there is confusion at the end of the sale the answer will be no or possibly “I wanna think about it”.

 

Now this statement may sound as if anyone who is in sales should understand from their first day of presenting or even walking out of a sales class but the truth of the matter is almost every salesperson loses sales every week because the potential client has confusion and the sale is lost.

 

You must do a few things so that the confusion issue does not happen.

  • ·         Find out exactly what the other person or group is looking for early
  • ·         Ask very specific questions to determine what you can do or not do
  • ·         Confirm the budget or if needed price condition the potential buyer or buyers
  • ·         Get a commitment to move forward if you can meet the requirements of what the person or group is looking for.

 

To make sure that there are no unanswered questions or issues you will have to flat out ask the question “Is there anything that has been left out up until this point” or something similar.  Now is not the time to beat around the bush.

 

There are times to play nice in sales and then there are times where you are going to have to lay the smack down.

 

There is a cost for you to being there at the sales call, You have acquired a specific set of skills along with learning as much about your service or product as possible and that all have a value also.

 

Many times sales people feel that they are being too forceful if they ask the difficult questions about what the potential client or buyer is looking for. Why would you not get down to business and get to the specifics?

 

To get to the point and not have to deal with confusion at the end is what will determine whether you make the sell or not.

 

Learning how to increase your sales is worth the effort but there are very specific things you must do including making sure that there is no confusion through the sales process.

  • ·         Your script must be precise
  • ·         Your questions must be to the point and yes you do have to ask the tough questions with no fear
  • ·         Deal with any hesitation or lack of commitment head on with the potential client or buyer
  • ·         Decide now that you will not be treated bad by any buyer period

 

To be great at sales you will have to deal with many situations good and bad but you must deal with any type of confusion or questions fast in order to sell the job.

 

As simple as it sounds it is definitely an issue that must be ferreted out and secured.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

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How to sell more: Stop price matching and discounts

How to sell more: Sometimes there are things that salespeople do to help create sales failure or sales rejection. Sometimes these items that create sales problems are the fault of the companies that the salespeople work for.

 

Sometimes vendors will do things as incentives to help sell product or services. In some of those instances it may be a rebate or special rebates that are supposed to “help” the sales situation and in some instances do the opposite of what they were created for. You ask how would that be?

 

Salespeople can get caught up with relying on rebates or other incentives that get them to help close the sale. Instead of being able to use the skills that they are supposed to use the reliance on free money or extended warranties.

 

This also puts buyers in a position of control when it comes to pricing on short term products. In essence they are price conditioned to get some sort of kickback when purchasing a product or service. This mentally gives them some sort of belief that whatever they are buying gets special incentives and in the end causes them to start looking for vendors or companies who can give them their next “fix” of a discount or freebie to move forward.

 

If you are in short term sales it is important to build some sort of relationship to help hold clients but that does not always guarantee that they will not shop you for a better price. All things aside you are not the person who really helps them so they do not care what happens to you. Your ability to be walked away from is one major reason to always be looking for new clients even if you have landed the dream whale client with all the products you can sell.

 

On the other end of the spectrum is the long term sale or the product that has a longer life cycle. Many sales people can track their sales when compared against times where extra incentives are offered. Instead of looking at the incentives as an influential way to help get the one client who just needs one extra push the new incentives become a crutch and cause problems when they have ended. 

 

This sales failure is common where rebates are offered every year and the salespeople know it. One step further down the path is the salesperson who may be scared of sales rejection and may tell their potential clients to hold off and not buy until the product goes on sale and “really feels for their position”. There is a huge difference between being empathetic and being a sales stooge who can’t sell.

 

Learning to use persuasive selling skills and abilities do help salespeople over time to increase their sales and overcome the common sales objections. To add as many sales tools to your knowledge may help you navigate through the common rejections that salespeople hear.

 

Just remember that rebates and extra incentives are meant to stimulate the buyers who may have just needed a little bit more to get them to move forward.

 

The next common issue with salespeople either going into sales failure is when they can use the action of price matching. It is easy for buyers to forget that all things aside not everything is the same product or service. Each company has unique abilities to deliver or produce services or products. There is always something that can differentiate one company from another. Sometimes fro some groups and services its all about the price and nothing else matters, in that instance if your services or products are better make sure to take some of your abilities out and really price match what the other company is offering.

 

Understanding the law of price equalization may help you be able to explain to this client how to deal with their pricing situation.

 

At the end of the day when it comes down to getting a signed contract your preparation is what will make the difference between and “Yes” and a “No” or even the dreaded “I wanna think about it”. Your ability to overcome sales failure though objection handling or persuasive presentation skills or techniques is a must.

 

Price matching should be used as a last resort and not to make up for bad sales skills or techniques or as a way to gain market share, in the end it creates lazy sales people who do not bring in enough revenue for a company to survive or causes sales on “price” instead of sales on skills. Sales success happens when you can overcome the common price objections.

 

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

 

Scott Sylvan Bell

 

Now go implement!

 

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How to sell more using the laws of persuasion

How to sell more using persuasion: In the world of persuasion and influence there are many things that you can do to show your ability to persuade but none may be as important as something that you have created and other people use.

 

 

Persuasion expert Scott Sylvan Bell explains the laws of persusion
Persuasion and how to learn the laws of persuading

Think for a second how people may take some information that you have built and then use it in a way where you get credit for it most of the time.

  • ·         A book
  • ·         An article
  • ·         Some outtakes from a speech
  • ·         A noteworthy opinion  or belief

 

The last one is probably the one that is focused on the least probably because it is not thought of very often.

 

If you were to go to a physics class one of the first things you would learn would probably be Newton’s 3 laws.  

 

If you were to take more physics classes you would learn about Albert Einstein’s Theory of relativity.

 

So how does this help you learn how to persuade or influence others in the long run?

 

It is important for you to have your own Laws and Theories in your industry that at some point may get referenced and help you with some notoriety.

 

Take for example the Law of price equalization or even the law of purchasing justification. The first place you would see either of those 2 laws would be on Scottbellconsultant.com and nowhere else.

 

So how does the law given on this specific website ever make it to the mainstream? Your answer would include effort and imagination.

Persuade like an expert

First: You would have to take the time and have a well thought out theory that makes sense to the people in your industry or group.

 

Second: You must take the time to put up some sort of consistent information so that you can be found and that search engines find you for whatever you niche may be. If your niche was sales training or teaching persuasion either the law of purchasing justification or the law of price equalization would fit.

 

Third: You would have to write an article that would explain your point and help people understand why it is a justified position pointing out both the good and the bad that comes from the law.  

 

Fourth: Now you need traffic or to let the information sit so that someone finds it when searching for more information.

 

Now just because you devise a law for your beliefs does not mean that you will get interviews all over the place or people to buy you dinner in public all’s it is for you is a place marker where someone can give you credit in the footnotes somewhere and that justifies your position as an expert.

 Persuasion expert ideas for strategies

This act or persuasion is done as a chess move for the future not for fame and fortune today if that is the case stop now whatever you are doing for the most part is not that groundbreaking so that people will instantly follow you.

 

In essence your theory or law is for someone to find later on down the road and get so interested that they call you or want you to be on a show so that once again you get to be the persuasive expert. Yes it is a talking point.

 

So how would this work for another subject?

 

How about a nonverbal communication example? Take the term “Bell bubble” or “Lobster claw hand deception” either one of those names would be used to get people to talk about a unique name and then question what the heck does it mean? Your job is to get an expert in that field to use your term and give it validity.

 

Your goal is to get people to type your laws name into Google at some point and have it auto compile. If someone is typing your law into Google you will have to produce plenty of places where it can be found and explained fully.

 Expert persuasion idea – Mental real estate

Another example may be “mental real estate” where as you as a persuader want to hold as much ground in someone’s mind that it is essentially real estate in the brain or that they think of you when your industry product or service is talked about. In this example the blog on the website could be considered mental real estate if you think that the information here is valuable so that you pass it on to a friend when they ask about sales resources or information on influence.

 

Persuasion expert Scott Sylvan Bell shows you how to sell more and be more persuasive
Expert persuasive selling skills to influence others to be more effective

 

Just like any other task or persuasive selling skill or technique this action takes time for you to implement and you will have to follow a blueprint of sorts to make it work. Just coming up with a law or theory is not persuasive without plenty of other data to back it up.

 

 Influencing others or becoming an influencer takes time, effort and consistency. Your ability to grow your mental real estate in your industry isn’t going to happen overnight and there will be some things that you will have to give up to get to a point where you are recognized.

 

Your hard work will mean that while your friends go out you work on articles, videos, reviews on books or products and possibly even speeches. Your benefit doesn’t happen *right now* it happens over time and is a chess move for the future.

 

As always I would like to thank you in advance for your comments and or questions about using the laws of persuasion to infleunce others and learn how to sell more.

 

Now go implement!

 

Scott Sylvan Bell

 

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Persuasion expert Scott Sylvan Bell