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

How to sell more avoid these sales mistakes

 

How to sell more: There are plenty of great things about persuasion and sales training but there are also some evils that can hurt your sales process or even your ability to influence others.

 

Most people go to these courses to help their abilities and techniques and that is part of the problem but it doesn’t have anything to do with the trainers or instructors.

 

First off learning how to sell more requires a bit of patience and some trial and error. Notice that it says some trial and error.

 

Learning how to sell more means you can beat objections like I wanna think about it.

 [youtube]http://www.youtube.com/watch?v=9NE_lYsWNSc[/youtube]

Common sales mistakes from training

The first mistake that salespeople make when they learn how to sell more or get ideas from persuasion is to implement too much at one time. This biting off more than what can be chewed causes a few issues.

  • ·         Decreases confidence in abilities
  • ·         Changes up a familiar process
  • ·         Creates confusion in the buying process for both parties

 

How to make sales and persuasion training work for you

To get the most out of whatever sales training or influence courses that you take there are a few things to remember as you implement what you have learned.

  1. 1.      Keep a journal of ideas
  2. 2.      Implement slowly while on top
  3. 3.      Know when to use what you have learned

 

How to sell more with a journal

Taking notes while training is not just a good idea it’s a great idea. The best way to do so is with a real journal and not just a note pad. Now there are many thoughts out there as to how to take notes but whatever way you take the notes make sure that you can read what you write. Keep a list of ideas that can be implemented but remember to not implement all at the same time. If something doesn’t work for you after a few attempts keep the notes but stop using the new strategy, tactic or script.

 

How to sell more by implementing what you have learned

Take some time to go back through your notes and put a priority on the items from what you have learned. If at all possible figure out where you will put what you learned into use. They key here is to look at what you have learned and figure out how you can make the information work for you.

 

How to sell by knowing what to use

When you attend sales courses, read books, listen to cd’s, watch dvd’s or do anything else when it comes to sales training there is plenty to learn. Now just like a mechanic has a great deal of tools people who persuade others for their livelihood develop libraries of information and possible items that can be used to influenced others to your way of thinking. Its your job to learn when to use what you have learned and that happens with time and patience. There is only so much you can do with scripting and role play. Being live out in the field makes all of the difference.

 

Just remember know that it takes time to learn what to add to a sales presentation and doing too much can cause a catastrophe.

 

Learning the science of influence can take your sales ability to the next level, here is the best place to learn.

 

As always I would like to thank you in advance for your comments and or questions about how to sell more by avoiding these common sales mistakes.

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares how to sell more by avoiding these common sales mistakes :video credit  

Persuasive sales techniques of other salespeople

 

Persuasive sales techniques of others: So much money is spent on sales training and while some the techniques and strategies work there are salespeople who do not bother to implement what they have learned. On the other hand there are some fantastic sales lessons out there that you can benefit from.

 

Persuasive sales techniques that don’t work

Now there are times when you walk away from a salesperson whether you are in the business or not and just shake your head wondering if they ever make any money from what they do. These are the type of salespeople who think that it’s all about scripts and the “next level” sales idea that really doesn’t work. Their sales process isn’t really cool or really easy and there at tons of sales mistakes along with lack of building rapport. It may even be that the salesperson doesn’t know how to make their buyer a hero.

 

In order for you to tune up your persuasive sales techniques and abilities you will want to watch what other sales people do wrong through their sales process and then not do whatever they did wrong. If you are in sales or have people in sales you will want to be able to convey the message of what not to do in sales so take great notes.

 [youtube]http://www.youtube.com/watch?v=K3VdoTgmlMw[/youtube]

Persuasive sales techniques that work

In order to get better at influencing others there are many things that you can do:

  • ·         Takes sales courses
  • ·         Pay for personal coaching by a persuasion expert
  • ·         Spend time out in the field selling
  • ·         Read books on persuasion or influence

 

Courses on sales can only go so far for you if your job is to influence people. Many times great theory it taught but the implementation of sales strategies is not.

 

You can even find a persuasion expert and pay them a good size chunk of money to help you find enlightenment in your industry. Normally this strategy pays off

 

There is something to be said from learning how to persuade others out in the field. There is a learning curve associated with working hand in hand alongside of your clients.

 

You can even buy all of the greatest books on sales training, overcoming objections, NLP, relationship building but you once again will have a long term learning curve.

 

One of the best things that you can do to learn persuasive selling skills and techniques is to watch other sales people. If they use a question in the sales process that you can use, then write it down and figure out a way to use it in your own sales process. If they ask a question that engages you write it down and find a way to implement it.

 

Sales training doesn’t have to come from a class or a course it can come from meeting and talking to other sales people in everyday interactions where you are involved or even interactions that you overhear.

 

There are plenty of places to learn new sales skills, techniques and or abilities and they will not always come from your industry.

 

Influence is a science and it takes some time to learn one of the best place to do so is right here:

 

As always I would like to thank you in advance for your comments and or questions on the persuasive sales techniques of others.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the video of Persuasive sales techniques of other people.

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 make your client a hero

How to sell more make your client a hero: If you work for a business you are a salesperson you may have heard the term “make your client the hero”. This expression doesn’t help you if you don’t know how to help the situation.

 

Making your client the hero may be as easy as making the process or the buying situation easy for them.

 

One of the challenges for buyers of any product is that they do not want to look dumb or they do not want to do anything in the eyes of their peers that would cause them to look like they made a bad decision.

 [youtube]http://www.youtube.com/watch?v=Bf0kSboSYqw&feature=youtu.be[/youtube]

Salespeople can make their client the hero

If you are in sales one of the best ways to make your buyers look smart and ultimately look like a hero buy making your explanations easy to understand.

 

Now this idea of making your products or services easy to understand may cause you to believe that you are already doing this but chances are you are not making your explanations easy for a buyer to understand especially if you are in a technical industry.

 

The best explanations are the ones that are short and do not have a ton of technical terms. It is a good idea to remember that most people in the United States have less than a 8th grade reading and comprehension level and if you trigger the thought that makes them look dumb they may shut down and you would not even know why.

 

If you are explaining something and you lost the man or the woman they are not listening to what you are saying they are just hoping you will stop soon so that they can tell you “I wanna think about it” or “no”.  

 

Ways to make your client the hero

You can make your client the hero by practicing the ways that you explain terms or ideas for you product or service to a few people who are not in your industry, if they have questions or concerns you will need to refine the script.

 

If you have some sort of brochure you would want to do the same thing, showing people from outside your industry what you have will answer so many questions of why someone chooses you over another person or not.

 

A huge thing to remember is that you are in your industry and have heard the terms and ideas probably a million times. The person who is new may have some “silly” or “dumb” questions that you get all day long. Part of your job is to answer those “silly” or “dumb” questions like it was the first time that you heard them. If you act put off by having to answer the same question over and over again you will have to leave civilization as you know it. Even if you go to work in a drive up window you would have to ask the same question over and over again and that would be “you want to upsize your meal for a quarter more”? Ok so you want to be a Rockstar? You would have to sing the same songs over and over again.

 

Remember make everything that you do with your clients and potential clients as easy as possible and they will repay you when they don’t have to look dumb by buying your product and or services.

 

One last thought if you think this idea is too simple. Chances are your competition doesn’t even take a look at this idea look at their product or literature in the same way. Just know if it’s complicated and not easy to understand you are miles ahead. Make your process really easy and you will be good to go by making your “client the hero” and they can make a good decision.  

 

So you want to persuade and influence people better? You will need a understanding of how people think and you can get it here:

 

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

 

Scott Sylvan Bell

 

Now go implement!

 

Video credit for– How to sell more make your client a hero – Persuasion expert Scott Sylvan Bell

How to sell more using persuasive power of negotiating

 

How to sell more using persuasive power of negotiating: Most objections lead to negotiation when it comes to sales. This becomes sales tip becomes more important the longer that a person would like to be in a sales career.

 

Sure there are plenty of books that you can read and courses that you can take but what if there was an easier way to learn the art of haggling?

 

If you want to be more effective why not watch people who have had to make deals for years on just about any type of property?   The reason that most sales people do not sale more product or service is because they don’t know the next step to keep them in the deal or because they don’t know how to effectively select discounts or items to throw in or take away.

 [youtube]http://www.youtube.com/watch?v=T6Gaa1hZ5lA&feature=youtu.be[/youtube]

The skill of selling more and negotiating better does take some time to learn in real life. Yes you can go to courses or you can watch shows like:

  • ·         Pawn Stars
  • ·         Hard Core Pawn
  • ·         American Pickers

 

Any of these cable shows can help you become more effective at bargaining or haggling for the sale or even to get your counterpart talking a little.

 

One of the items you will want to watch for is the body language of the buyer and the seller and even the phrases or questions that they use. Phrases in themselves are not all that magical but the words or the phrases that you pick up can keep you in the game for one more round. Frustration comes from not knowing the next step and some of the phrases used can help you in the future. If you hear or see something that you like keep a journal so that you can massage it into something you can use for your industry.

 

Remember most sales people stall out because they don’t know how to effectively implement getting to the next step. In most instances getting past the first objection is realizing that it may be time to see if the objection is about the numbers. Most sales people stop at “I wanna think about it” becasue they dont know the next step. 

 

Knowing why people tell you that they want to think about it would reveal that some people just want a better deal but are afraid to ask and they salesguy or the salesgirl who offers the discount or something else to sweeten the deal through negotiation may just get it.

 

How to sell more by learning how to negotiate better

Learning how and when to talk is an art that can’t really be learned from reading about it is something that you have to do in real life but by watching shows that can help you see how to negotiate better you will learn a few things:

  • ·         The first offer is hardly ever the best offer, this is true for most services and or industries
  • ·         It usually goes three rounds or volleys to get to the meat of the negotiation before someone says yes or no
  • ·         Once an offer is made keep quiet and let the other person answer, some people just talk too much and don’t know when to stop and it costs them.  
  • ·         Once you reach an agreement always “shake” on it, it gives an end to the negotiation and seals the deal for most people.

 

Negotiation and selling more works on hope

If you watch veteran product negotiators work with someone while they haggle they always put the seller in the hot seat when they are selling a product.

 

The question that they use is “how much were you hoping for”?

 

The word “hope” means that whatever is being asked for is not what number will be reached, it also says to the seller that they aren’t going to get what they wanted.

 

Now the question is how can you use that bit of information?

 

When someone wants a discount from you for your product or service you can ask them: “How much were you hoping for”? This is an effective line because it puts all of the pressure on them and it reveals their position.  

 

Now the best way for all of this negotiating to work if you are selling or buying is to set a commitment to the possible discount or upgrade.

 

Understand that if you were to put sales into a mathematical formula it works out to be an if then statement.

 

If I do this for you, then will you buy it?

If X then Y.

 

Once the buying or selling question is asked it is best to let the other person answer the hoping for question.  Remember to get a commitment up front before they answer. “If I can get the number to $_____ we are doing business right”? is one way that this commitment can be addressed.   

 

In all in order to persuade others to purchase your product or service you will have to learn how to work with others unless you are in an industry or have a service that doesn’t need negotiation even then it would be good for you to know the necessities to get better at working deals out.

 

In order to persuade others you must understand the science of influence:

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

How to sell more using persuasive power of negotiating video by persuasion expert Scott Sylvan Bell

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 by finding the real buyer

Persuasion and sales normally go hand in hand but there may be a few drawbacks even if you already know how to sell. There are plenty of common mistakes that’s salespeople make every day. One sales mistake that causes many problems is that of not identifying who the real decision maker is.

Buyers or potential clients do not always give up the goods when it comes to answering your questions. Many times buyers want you as a salesperson to give all of your information and they want it for free. Even worse is when the real buyer sends someone to gather the information for them and you have no real input of how the sale will go.

Persuasive sales techniques include asking the tough questions that other sales people are scared to. In order for you to learn how to sell more or even just stay ahead of the competition you must identify who the real buyer is.

Many times sales people will ask “is there anyone else who needs to be involved with making this decision” and they forget to add the hook of “So you are authorized to move forward and there will not be anyone who objects for any reason?” This will keep you from having to overcome sales objections that you didn’t need to. Even if you know all of the sales techniques sand sales strategies backwards and forwards your still have to implement them.

"How to sell" more is sometimes a persuasive sales puzzle
How to sell more can be helped with persuasive sales techniques

Tie downs in sales are common and some of them are: couldn’t you, isn’t it, wouldn’t it be, aren’t and those do work well but if you are asking a question where the answer can later on be weaseled out of you must remember to tie the answer down also. The tie down can confirm the ability to end up with a sale. This question can even go one step further “So you can make a $10,000 decision and you partner will be ok with that?” Now the number that you are using can be more or less than $10,000 you would use whatever number you need to fit your product and or service.

Confirming and defining who the decision maker(s) can do a few things for you:

  • · Stops you from wasting time and resources with people who cannot move forward or even give you a decision.
  • · Does give you a little control by not giving up the goods to someone who isn’t able to help you.
  • · Gets you in front of the decision maker so you can get a “yes” or “no” and ultimately that will end up making you more money.

Sometimes these persuasive selling questions are not comfortable to ask at first but over time they do get easier. For you to learn how to sell more it is imperative that you understand who the real decision maker is. Many times being bold with statements and questions will get people to understand that you are there for business and not a professional visitor or a sales chump to give out free information.

"persuasive sales techniques" show how to sell
Not all sales trainers can teach how to sell more

Identifying the real decision maker is not always easy to do but it can make sales easier over time. Persuasive selling abilities do not make the sales, you do. For you to learn how to sell more it will challenge your patience and sales abilities, be patient.

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

Now go implement!

Scott Sylvan Bell

Photo credits:Man Around Puzzles by renjith krishnan, 100 Dollar Bills by Boaz Yiftach

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

Persuasive sales skill: Knowing what sales rules to follow

Persuasive selling skills start with rules. Yes as a salesperson you should have some rules when it comes to dealing with potential clients. Some salespeople are walked all over by people who want to buy products either because they do not care or they do not know.

There are a few sales rules to have for persuasive selling skills:

  • · Get a budget
  • · Get some sort of buy in by asking if the person or group is interested in the product and or service
  • · Get commitments from the buyer

Without the above three there is way too much wiggle room in the sales process and for sure you will hear “I wanna think about it” or “Thanks for your time we will get back to you”. Then the sales person will use old and outdated sales techniques to try overcome the sales objections to close the sale. This is the beginning of sales failure.

Asking questions are part of the persuasive sales process
persuasive sales skills require the right questions

Now for every sales process there are different ways to get to rules fulfilled and that will also depend upon the salesperson. The problem with salespeople is when they have too many rules to follow when dealing with a potential client. More specifically sales people who are in a sales slump who won’t make sales because their rules will not allow it.

It is amazing how many sales people will not make their sales because it’s below them or the artificial rules they have built up. These rules over time are difficult for them to change and become a really bad habit until there is a change or the salesperson is asked to leave.

Many sales gurus will tell salespeople to follow strict rules about how to treat people but there is a huge difference; hopefully the guru has money in the bank, the salesperson in the slump usually doesn’t have the money needed to be able to walk away from a sale. So they are told to get tough and not take any BS no not that type BS as in belief system. This isn’t to say get walked on by the potential client but it also doesn’t mean that it is ok to become a sales jerk. Firm and in control but not a jerk.

Many times the sales rules are needed and are a huge part of the sales process but they can also get in the way of rapport. Rapport becomes important while building trust but sales people who are in a slump usually take the extreme a few steps too far. Sometimes when people get too roughed up by the rules too soon they get turned off by the sales person. For someone who does not know how to deal with this situation they will lose the sale.

  • · Sales people in a slump usually take ideas or extremes too far either direction and they end up losing sales and then do not understand why.

There is a fine line between the emotional roller coaster needed to persuade people and the direct polarization where the sale will not ever be made. Some of the influence comes from the persona and confidence of the sales person but there becomes a fine line between the confidence needed to match the salespersons persona and perceived arrogance on the part of the buyer.

There is another trap when it comes to rapport and confidence. It is entirely possible to build too much rapport. When a sales person crosses the line of persuasive sales skills and too much confidence the sale is in danger of being lost. Too much rapport makes you too much of a friend and that makes it easier to be told no. There does have to be a little bit of an edge between the potential client and the salesperson.

So you may not think that it is possible to build too much rapport? More than likely this has happened to you where you thought you had the sale and at the last second the potential client stalled on you or told you “no”. Its ok this is a common sales mistake when in sales slump or when your sales are on fire. The rule should be that your buyer should be talking about 70-80% of the time and you are listening. In a sales slump sales people typically invert that rule and talk too much and then build too much rapport.

Having sales rules in the persuasive selling process meane more sales
Sales rules can help you make more sales

Knowing the rules for your sales process is important, having a real understanding of your skills and abilities is just as important.