Persuasive questioning mistakes

 

Persuasive questioning mistakes: when it comes to sales training especially the training that teaches persuasive questioning techniques there are a few items that are typically left out by the sales trainers.

 

One of the items overlooked soften is the vocal capabilities of the sales people.

 

Now this isn’t to say that this is the only item to keep an eye on but the pitch and tone does help the person that you are with to understand what you are asking or what you are saying.

 

Persuading others to your idea thoughts or beliefs is about them being comfortable not only with the idea but also with you.

 

[youtube]http://www.youtube.com/watch?v=bywzGebfXp8[/youtube]

 

One of the most uncomfortable things that you can do as a salesperson is to offend the person in front of you. There are times where the persuasive questioning becomes an interrogation and the sales call is no longer really cool really easy. The feeling in the room becomes intense and the person who is the perspective client may just shut down and decide to no longer work with the salesperson.

 

Persuasive questioning made easy

Imagine you were on the other side of the table. How would you like the questions to be asked by the salesperson, not just the questions but the tone of them. Would you want them to roll out smoothly or with aggression?

 

Now this all may sound a little silly but when sales people get frustrated or when they roll into a sales slump a common issue is how they discuss items with people and then they take what would normally be a persuasive questioning strategy or technique and turn it into something evil causing a bad reaction or total rejection to the idea.

 

Reasons to watch out for the persuasive questioning mistakes

  • ·         Slows down rejection
  • ·         Helps maintain sales numbers
  • ·         Keeps a presentation interesting

 

Sales slumps are normal and there are plenty of reasons why they can happen. Making a sales slump last longer than what is needed hurts and makes sales even tougher. Recognize what changes that you can make to your process to make your life easier and your sales increase faster.

 

Persuading others for a living can take its toll on salespeople. Another common issue is to get bored with the questions that are being asked and they seem like a pain to ask while rolling off the lips of the persuader, the potential client then feels like they are not appreciated and then they stop listening or interacting in a way that is productive to the meeting. Make sure that your presentation process is fun, informative and does its job of persuading others to your ideas or thoughts instead of pushing your potential client away because of how you ask the questions.

 

When you make it seem like you have not asked the same question a million times but also show comfort and confidence when asking the persuasive question you will have an easier chance on converting the potential client to a client.  

 

Persuading others requires that you understand the fundamentals of influence, you can learn those here:

 

As always I would like to thank you in advance for your comments and or questions about persuasive questioning mistakes!

 

Now go implement!

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the persuasive questioning mistakes video – video credit.

How to sell more using persuasive sales language

 

How to sell more: Most issues that lead to sales failure are predictable. Most of these issues that salespeople face can be in one of two categories. The first category would be those things that are obvious:

  • ·         Rushing through the sales process
  • ·         Not asking enough questions
  • ·         Being impatient and worrying about the next sale

A few of the sales issues are ones that me be so subtle that they may not be caught:

  • ·         Using concrete language
  • ·         Being confident through the sales call
  • ·         Having the right vocal patterns for persuasive language

 

The last three are very similar and will normally group together and cause sales failure for a salesperson and they would not even know what the issue is.

Is it normal and common for salespeople to lose track of their confidence and use squishy sales language:

  • ·         If you do this
  • ·         If you think that you can
  • ·         This may be a possibility if we can

The proper language that would be associated with a sale would have a different feel

  • ·         When you do this
  • ·         This is possible when
  • ·         This is a great path when

Now this may seem like something that is so small that it should not matter how the words are phrased to people who may not be in sales but the repercussions from not making the proper statements in the sales cycle will lead to the loss of the sale.

This squishy sales language can build doubt slowly in the mind of the potential buyer so much so that when a salesperson gets to the end of their presentation they will normally hear “I wanna think about it” or “I think that I need to talk to other people”. Either one of these options for a salesperson really work out to be a covert “no” wrapped in other language.  

To take the lead on a sales call and use assumptive language is something that many top salespeople do but when a salesperson lacks confidence so do their words.

 

 Now this is also where the pendulum swings too far when a salesperson is in the middle of a sales slump and they take the time to use assumptive statements overboard where the potential buyer finds the conversation awkward enough that the questions alone build sales resistance.

This one sales tip is not a magic bullet when it comes to sales, in other words this alone will not make sales but will contribute to the ability for the potential buyer or client to say yes and move forward with your idea or proposal.

Sales slumps or even sales failure is all part of the sales cycle. Knowing what steps to take or not take may make the difference of you as a salesperson getting on with your life and making more sales again or facing moving onto another job or company just to fail all over again.

Using the assumptive sales language may be classified as persuasive selling skills or techniques and do require you as a salesperson to work with them so that they are comfortable and not used too often.

 

 Remember how often you are using the word “if” when sales are slow or in trouble and remember to change the word to “when”. This will help lead to better sales success over time even though it is a basic sales strategy.

 

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

Now go implement!

Scott Sylvan Bell

Photo credits:

How to sell more includes others

 

Persusaive selling skills are not enough to get out of a sales slump
Increase your sales with knowing what to say

How to sell: Many times when sales people are in a slump there are things that suffer in the business sense.

 

As a salesperson you have to deal with so many things:

  • ·         Internal office issues
  • ·         Competition with a lower price
  • ·         Product issues
  • ·         Service issues
  • ·         Salespeople who don’t like you from your company
  • ·         Internal mental issues

 

One of the biggest issues that you do not think about in a sales slump or when you need to make more sales is the person that you are in a relationship with.

 

So many times you as a salesperson forget that your daily issues become your nightly issues and that there are many things that you take out on the person that loves you.

 

  • ·         You may come home cranky
  • ·         You can snap at your significant other
  • ·         You can ignore the person that loves you the most

 

 

Most of all you forget to thank the person that you have a relationship with. This may mean you forget to thank the other person for the small things that add up and become valuable. Even worse many times when sales people face devastation or sales issue they forget one of the smallest but most important things and that is to to just say “Thank you for all that you have done for me” or even “I love you”

 

There is a natural progression with sales failure and that is to take an internal position where salespeople do not want to talk to others or deal with being in public. This issue does transfer to the people or persons that you have close relationships with.

 

The issues at work create a tense situation at home and then in turn the situations follow you back to work.

 

It seems like small thing to mention to your significant other you care about them or that you love them but this first step is skipped so often and overlooked as a way to help you get back into the swing of things.

 

It is almost like you need an in case of emergency list that would include:

  1. 1.      Slow down the sales process
  2. 2.      As more questions that get you to closer to yes
  3. 3.      Close your mouth more often
  4. 4.      Explain to the person who helps you the most that you care about them and thank them for that help that they give you.

 

Getting out of a sales slump is not always the easiest thing to do nor is it usually fun but if you know what you have to do to increase your sales it does make it easier.

 

Increasing sales in a slump can come from your relationship
How to increase sales and beat a sales slump

 

Not always will persuasive selling skills or abilities help you learn how to increase your sales but it doesn’t always help you know what to do when sales have issues. Just remember the person that is your significant other and give them the praise and thanks that they deserve.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell more by owning your product or service

How to sell: Salespeople have many repetitive things to go through on a daily basis. Even with the best persuasive selling skills they get asked the same questions over and over again.

 

Some of these questions that the potential clients ask can get sales people in trouble. Sometimes the potential client isn’t telling the truth, may be shopping and never would consider doing business with the person they are sitting with and sometimes the person just wants to know what the salesperson is thinking or what they would do.

 

If you have been in sales for any period of time someone has asked you “which one do you use or own”?

 

In most instances the salesperson does not use or own the products or services that they sell. This puts the salesperson in the position where they have to lie about what they do.

 

If you are in sales do you use the product or service that you sell on a daily basis? 

 

This isn’t aimed at the salesperson who sells something that huge corporation’s use or that the salesperson cannot own. This is really aimed at the salesperson who gets asked by their clients “what one do you own or do you use”?

 

It only makes sense to own or possess what you sell. You do have the real ability to speak from your own experience and then you will have more belief in what you use.

 

If you do not do sales you would be surprised how many salespeople do not own or use the product that they sell.

 

How do you expect to have persuasive selling skills about a product that except for selling you have no experience with?

 

How do you think that you can effectively persuade others when you really don’t know for sure.

 

Have you ever bought a product only to find that the salesperson who helped you out didn’t even own what you have?

 

It does help you sell more when you have the ability to speak from your won point of reference.

 

Ok so you cant buy the product that you offer but if possible you can go out and do the same type of research that your clients and or potential clients have to go through. You may find that there are holes in the information that is given on websites or from the competitions presentations.

You can learn a ton from having to put yourself in other peoples shoes. If you are in a competitive industry you can learn how salespeople act, new lines that others use that may help you become more effective at your own job or even things that you would not do with your own perspective clients.

 

Some top salespeople feel that they should know everything about their industry and what they can do to get better. Some mediocre salespeople do whatever they can just to get along or they do the bare minimum to get a sale.

 

The more that you know about your industry and how things are sold the more power or sales leverage you have to persuade others to your way of thinking. Persuasive sales skills and techniques are only as good as the person who has learned how to use them to their own benefit.

 

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: Believe in your product or service

How to sell: One of the normal issues that salespeople have is something that stops them from reaching their sales potential. It does not matter their sales skills or their ability to overcome objections there are just some salespeople born with a plague that eventually hurts them.

 

It may seem strange that a salesperson would not think that what they have to offer is worth what they are charging but it does happen quite often. For some strange reason salespeople feel that they are charging too much for the service or the product that they offer.

 

For some salespeople the feeling that the product or service is just too much may possibly mean that they are in the wrong line or service. Many times salespeople will sell how they buy and this does create a problem or challenge. This may even mean that they should not be in sales.

 

In some instances sales people will discount the product to feel better about what they sell to get it closer to the competitors prices. This doesn’t do well for their sales or for the company that they work. This also means that they as a salesperson do not believe in what they do.

 

You are right this doesn’t make any sense that a salesperson would not believe in the service or the product that they sell.

 

One of the things that will help you is to write down:

  • ·         All of the reasons why you work were you do
  • ·         What your company really does differently than what the competition sells.
  • ·         Why people should buy from you

 

Every sales person has a down day and it doesn’t matter the industry or even the product or service that they sell.

 

There are so many reasons that sales people fail and not recognizing what they do or what they sell is one of them.

 

Another offshoot of this destructive selling process or spiral to sales failure happens when the salesperson pushes what they would buy instead of helping their potential client with what they really need. This salesperson may think that they are helping out sometimes by just selling whatever product is the least amount. This keeps their sales up on paper but in all realities they are just spinning their wheels.

 

This period may be the breaking point for a salesperson and hopefully they can find a person or a coach that is willing to teach them how to sell with persuasive selling skills or techniques. If you are in a sales situation and the above describes you, there is still time to fix your sales failure problems it just takes time and it is not an immediate process.

Whatever you do sell has a value to it and so does what you know. Sales slumps are like the seasons they come and go.

 

Just remember to take your time and slow down, typically when salespeople hit a slump they speed up.

 

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 every day

How to sell: Salespeople who have great skills at persuasion also have a few things that work against them over time. These few destructive tendencies can talk great salespeople and turn them into less than average salespeople.

 

This salesperson may have:

  • ·         The best abilities to overcome objection
  • ·         Close at a high rate
  • ·         Have the best nonverbal communication skills
  • ·         Have sold many products and or services in the past

 

It doesn’t matter how much they have done they still seem to hold back a little like something is missing.

 

It would seem that if a salesperson has previously had the ability to sell at great levels and knowledge in persuasive sales skills or abilities that they should be consistent at closing.

 

Sadly it isn’t the case for most salespeople. Many times they fall down and really it isn’t their fault sort of speak it is their subconscious mind that plays tricks on them and causes them to do other things that are not productive.

 

Ok so the blame game doesn’t work for you either, in all realities it is their fault and it does take some training to get over the lack of sales issue.

 

The 2 greatest enemies to salespeople who have learned how to sell or even have the best persuasive sales techniques are:

  1. 1.      Laziness
  2. 2.      Complacency

 

There really is a mental trick the pays with the brain once a salesperson has the ability to sell. This little switch can flip on and the salesperson can now get what they want and when they need it. It happens when they get comfortable and just need x amount of dollars to live on. This is why some employers will share with their salespeople that they should get into debt. The debt cycle makes them sell or they lose what they bought. This can be a dangerous cycle if the shopping gets out of control.

 

This is where the lazy factor comes into play. When it comes to being lazy the salesperson just does not to have to work. They know that they can work harder and make more sales they just to not do what they need to.

 

On the other hand with complacency they may have reached a level where they are comfortable and really do not care to get any further with what goals they have obtained.

 

These two factors can take a superstar salesperson and drop them to the levels of despair.

 

It doesn’t make any sense at all that a salesperson has all of the abilities to do the job they are supposed to do and just stop short of what they need to do but it does happen. These salespeople go on their calls and just go through the motions and then do not make the sale. It is almost like they have no wind in their sails sort of speak. What is worse is that the salesperson is ok with going on the call and not doing all the work and then walking away with nothing.

 

In order for salespeople to get past this point they must visit their goals consistently. They can use the post it note trick and leave one or two goals in site or even use a goal buddy to talk about where they are going with sales and the reason why. This may only take a few moments every morning either live or on a phone call just as a reminder of what needs to be done for the day.

 

Talking out loud about your goals and visiting them as often as possible keeps the focus strong.

 

Learn that laziness and complacency can destroy a sales career and do everything possible to not fall into this trap that leads to sales failure.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit:

Persuasive selling skills include silence

Persuasive selling skills can come in many forms. One of the sales skills used for persuasion that you must learn is that of silence and being comfortable with silence.

Now you may not think of salience as a persuasive selling technique but it is. One of the biggest complaints about salespeople is that they do not know when to stop talking which means that they are not listening. Sure you can just talk over people but after a while the client or potential client gets turned off and then you have to deal with overcoming objections that you didn’t need to.

Silence can be a persuasive sales skill
persuasive selling techniques include silence

“Silence is golden” and when applied correctly it puts pressure on the client or potential client. You can also uses silence to give a person time to think. You have probably heard the saying in sales “He who talks first loses”. Sometimes sales is a game of playing chicken and it is correct in this situation that he who talks first loses. This is because they give up their power either the person who talks has to ask a question or give a statement. If you were to envision it like a ping pong match their statement or question is served towards you but you are in a position of power where you can serve it back no matter where it goes.

Persuasive selling skills are not always some sort of mystical question asking or the ability to use covert hypnosis sometimes they are just a simple well-conditioned response or lack of response.

In order for you to get good or phenomenal at this skill there are a few things that you can do to get better so that you can further increase your sales or the ability to persuade:

  • · Just take a few extra seconds to answer questions with your friends when in normal conversation.
  • · You can also not answer questions from people that you have never met before and will never see again.
  • · Practice with a friend or coworker having a staring contest

Learning persuasive sales techniques does nto always take the course of acting or behaiving normal in the eyes of other people. Taking a few extra seconds to answer questions may be slightly uncomfortable if you are not used to it.

When meeting new people that you will never see again it may seem strange to be silent for an extra second or two but look at it as a game and your job is to find at what point in their manners, vocal patterns or even body language where they become uncomfortable because you cannot role paly this. Your friends no matter how great they are cannot make this happen in real life. You can do this at bars in parts of a city you typically do not go. Just remember if you aeem too weird you may have to fight people so tone it down a little and remember not to drink for the nigh while out working. Just get used to the uncomfortable silence.

Persuasive selling techniques may be silent
Silence can be used as a persuasive selling skill

Lastly you can practice with some friends using the second grade game of a staring contest. Yes this is unconventional when it comes to sales training but what you are looking for isn’t the same old worn out advice that sometimes works. You need the persuasive selling skills that work. Your sales abilities should grow over time and if you let your skills become stagnant you sales numbers will do the same. Sales success is sometimes unconventional and needs unusual sales strategies.

Now this persuasive sales skill will not instantly make you overcome sales objections or get people to stop saying “I wanna think about it” but it will put you in a better position to deal with people and some of the games that they play when it comes to sales people.

All new sales skills take time to learn, there will be some trial and error and yes there will be some times where you will have to be uncomfortable. Just remember that the biggest sales secret out there is to learn to be uncomfortable not some crazy close. Go out and learn how to use the persuasive selling skill of silence so that you can increase your sales for the long term.

These persuasive selling skills may not keep you out of a sales slump but they can make ad wont turn in sales shorter.

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

Now go implement

Photo credit:Woman In Quiet Gesture by Michal Marcol, Business Training by jscreationzs