Stories and questions of a persuasion expert

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

 

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

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

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

 

Persuasive questions

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

 

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

 

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

 

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

 

A fact question would be:

 

How many widgets did you ship last month?

 

A persuasive question may fall along the lines of:

 

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

 

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

 

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

 

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

 

Persuasive power of stories:

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

 

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

 

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

 

Persuasive story with emotions and vocal power

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

 

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

 

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

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

 

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

 

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

 

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

 

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

 

Practice persuasive questions

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

 

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

 

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

 

 

 

Now go implement!

 

 

 

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

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

How to sell more with this persuasive question technique

How to sell: When it comes to sales and sales training one of the most overlooked processes is that of asking questions. Persuasive sales skills and abilities are based on questions and stories. Sure all sorts of people train for closing but think of it this way if the sales job was done up front do you really think that you would have to close so hard at the end.

 

Many of you may agree that from the previous example maybe something else should be taught. If you are in a position where you constantly have to beat people over the head to get the job more than likely you are working at your job the wrong way. Think of it this way: It is entirely possible to use a screw driver as a handle but that isn’t really what the tools were designed for.

 

One possible sales too for your to add to your persuasive sales tool kit would be that of the alternative choice double bind.

 

Now the cool thing is the alternative choice double bind sounds like something from a science fair and it just very may well be one of the coolest thinks that Dr. Eric Knowles researched when he was at the University of Arkansas before he retired.

 

How to increase sales with questioning abilities
Persuasive selling techniques use questioning skills

 

The question is worked in a way where the person answering really only has two choices but you have to frame the sales question the right way.:

 

Would you like to have corn or peas with your dinner?

 

Do you want to wear black pants or grey pants today?

 

This series of abilities to ask questions can work very well for you as a salesperson and is a really cool tool to add to your persuasive selling techniques.

 

What if you are in a situation where people in your industry get all sorts of bids?

 

You can ask something along the lines of: Where you looking for quality or were you looking for cheap?

 

Learn how to ask better questions to increase your sales.
Persuasive questioning techniques are required to increase sales.

 

In a sense this is a trap for the person answering the question. They only have 2 answers to pick from. You do have the ability to sort out what the person is looking for. Now if the potential client starts to be evasive and says “I am looking for something in the middle” you know that you have some work that needs to be done. Maybe they do not trust you just yet or maybe you asked the question too soon and the potential buyer is not comfortable answering your questions yet. In an NLP term you have not reached rapport or you have a buyer that want to play games and not answer your questions.

 

The alternative choice double bind can be used in just about any type of sales that you do. It doesn’t matter the type of person or group that you meet with this line of questioning can give you an upper hand and may just help you get the sale.

 

So are you going to use this sales questioning technique or will you leave it alone and not ever use it? The choice is going to be up to you.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:A Man Marked On Box by tungphoto, Voting by digitalart

How to sell more with persuasive expertise

How to sell: When it comes to persuasive sales skills or abilities there are few powerful things that have influence over you or your income. Many times these items are overlooked even though they are the building blocks of persuasive selling techniques. Even worse many times they are taught incorrectly and cause sales people harm because 60 year old sales strategies and tactics are used.

 

What worked 10 years ago in sales does not really work anymore without a ton of unneeded effort and frustration.

 

persuasive questions can help you sell more
Selling more with persuasive selling skills and techniques

 

The most powerful influencers of your income when it comes to sales:

  • ·         You ability to ask powerful questions
  • ·         Your ability to answer powerful questions
  • ·         Your ability to tell persuasive stories wrapped in facts

 

Many times weak salespeople do not understand that their lack of ability when it comes to asking questions hurt them. In most instances sales people think that they are asking powerful questions but in all realities they are asking all of the same questions that their competition is asking.

 

This means that a potential client is hearing the same thing from you as they are hearing from every other guy or girl that enters into the business or service. This is a bad sales formula where the potential client says “I wanna think about it” and then no sale is made. Even worse the salesperson in this situation has to discount in order to make the sale.

 

Now there are many circumstances where your potential client is using persuasive selling techniques or abilities against you. In instances where you are in a bid situation and the potential client sees salespeople all day long every day. This person has built up the ability to deal with sales people and has heard many “stories” and seen many selling techniques. This potential client for sure is going to have the ability to put a sales person in the corner with the questions that they can ask.

 

If you are meeting with a person who is not so savvy when it comes to buying may ask the same question of you that you have heard over and over and in this instances it is more of how you answer the question as if you had just heard it for the first time more than if it sounds like you have recited it 1000 times. Here is where you may want to make it seem as if the person is asking a powerful question to help along with the influence process.

 

Persuasive stories can help you sell more
Increase your sales with persuasive stories

 

Now lastly stories are where most salespeople slip up right behind question asking and answering. Most people cannot tell a story even though they think they can. Just for a second how many people do you know that can tell a good story? That’s right not many you more than likely can count on a few fingers the people who can get their point across without you or the audience falling asleep. Now throw in that they are trying to make the story funny and you defiantly have a sure loser.

 

The best stories are those that are planned out. The story should have a point and just be long enough to cover the subject.  This is where the facts also have to be planned out. In a sense this could be in the catagory as covert hypnosis for the way that the stories are told.

 

These stories need to be used at the appropriate time. If there were a sales formula that worked it would be along the lines of:

  • ·         Questions
  • ·         Answers
  • ·         Story
  • ·         Checking questions
  • ·         Questions
  • ·         Answers
  • ·         Story
  • ·         Checking questions
  • ·         Trial close
  • ·         Questions
  • ·         Story
  • ·         Close

 

Where most sales people go wrong is:

  • ·         Bad story
  • ·         Bad story
  • ·         Questions
  • ·         Bad story
  • ·         Bad story
  • ·         Then closing technique
  • ·         Price drop
  • ·         Possibly sold or “I wanna think about it”

 

This bad sales situation is known as a show up and throw up or pump and dump.

 

Taking the time to write down the most powerful questions you have heard or learned in a sales journal is a good way to keep track of these sales gems when you need them. You may even put the questions on flash cards to look through when needed.  

 

Persuasive sales skills or abilities are learned over time and require effort. This is said many times for a reason. There really isn’t a shortcut out there when it comes to sales without being unethical or a thief.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit:Pile Of Books by Felixco, Inc., Questions Man by Danilo Rizzuti