The persuasion paradox

Expert persuasion advice: Persuasion experts can teach you many things that can help improve your life and or your sales career. Knowing what works and does not work or is not effective while persuading others happens when you live what you have learned.

 

Its applied knowledge that helps…

 

All too often salespeople who are learning to persuade take things too far and end up costing the outcome of the event and they lose.

 

When too many principals of persuasion are combined the person who they are used on can feel that something is wrong but they don’t quite know why.

 

New sales people live through the persuaders paradox and what that really means is that with all of the techniques and strategies that they have as tools that they can use it may not be clear to them the time when to introduce them or how many to use.

 

The persuaders paradox is not knowing what strategy or tactic to use or it may even be that what they have learned is not adapted to what they are persuading for. In essence either the sales person uses too much of their persuasive material or they do not use it the right way. It may very well be that they do both by using too much combined with not adapting it.

 

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

 

Persuasion experts understand timing

Give a rookie persuader enough time out in the field and they will develop a sense of timing for what needs to be said or even the questions that need to be asked and they also know when to do so.

 

Sometimes it isn’t even about saying something it’s about knowing when to ignore a statement or even knowing when to be quiet. Silence may be one of the best persuasion tools that the experts use because it allows the mind of the perspective client to catch up or the silence puts weight on them to answer a question.

 

New or rookie persuaders have a tough time knowing what technique or strategy to introduce and they may use something out of order and then confuse the potential client. The new persuader also has a difficult time keeping their mouth shut and knowing when to be quiet.  

 

Persuasion experts expose common mistakes

There is a time to be an overachiever and there is a time to not be one. Now for some people when they are in the learning stages of persuasion they read every book , listen to every cd, attend persuasion seminars, watch dvd’s on influence. Now it’s a cool thing to learn as much as possible but there is also a point where there is too much confusion on how what they have learned works in the real world.

 

Rolling out a persuasion strategy and or tactic may not look like what was taught by the coach or the expert persuader, it may take some modifications and some massaging to make it effective for the industry or the type of client that the salesperson or the persuader is in.  

 

Now this is where role play comes in. You would want to decide what strategy or tactic that you would use to deal with a given set of circumstances. The best way to work these issues out is to video tape them and no matter how painful it is to watch take notes and determine what you think would work and what you think would not.

 

The more that you just freestyle and relax while you role play persuasion techniques and strategies the more of what you are doing will be effective. This is the best point to let your creative juices flow. There is no wrong answer, if you feel like something is working just go with it. If you feel like something is not working keep going until you feel like you get traction and are moving in a positive direction.

 

Your videotaped session will rewarding no matter how good or bad you may have thought that you were. Many times some of the best ideas for implementation will come from the biggest train wrecks while presenting. This type of role play gets easier over time and after a while may get addictive.

 

Persuaders paradox unwrapped:

The more that you make the persuasion patterns your own the easier they are to use in real life. Role play will not be enough you will have to use what you have come up with out in the field. There are two ways to go about this:

  1. 1.      Implement everything – this is a surefire recipe for disaster
  2. 2.      Implement slowly – When you start with just one idea you will know when to use it and how it works. Best of all you have the chance to learn how to time it instead of having too much material.

 

Be patient as you learn to expertly persuade others as it is a skill that is not something you “get” overnight.

 

Learning how to persuade others can be fun and informative but you must learn the basics first:

 

As Always I would like to thank you in advance for your comments and or questions about the persuaders paradox.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell explains the persuasion paradox: Video credit

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: Learn to sell more with a sales partner

How to sell: There are many things that you can do to learn how to sell more. Some of these items for you to learn how to increase you sales come from courses, books and or training but the best thing you can do to increase your sales is to find a sales partner.

Persuasive sales skills can be learned by practice and hard work.

Having a consistent sales partner to train with will help you keep your sales consistent:

  • · Role paly for not just the presentation but also objections
  • · Try new persuasive sales techniques
  • · Ask new questions
  • · Implement new sales strategies or a new presentation

If you have a consistent person to role play with they will get a feel for the way that you are in a sales call. Over time this team mate will be able to read you and pick up on times where “something” is missing in your sales presentation.

Learn how to sell more by working with a sales partner
Persuasive sales skills can help you learn how to sell

There are planty of places for salespeople to learn persuasive sales techniques but if you do not work them out in real time and work around possible places that could create sales failure you may be shortcutting your success. Now this is different than role play. You must learn how to implement new sales strategies that you have learned. With time and effort you will be able to shorten the time that it takes to implement new ideas into your presentation.

Persuasive selling skills and learning how to sell has just as much to do with telling stories and presenting powerful facts just as much as sales requires you to ask the right questions. A role playing partner can also help you determine what types of questions to ask and where to put them in your presentation. You can learn these questions just about anywhere. A low key question you can ask when appropriate would be “Can we disagree and still be friends”?

Last of all having a consistent partner to practice sales with will help you get some new ideas just from collaboration. You will have the ability to bounce new ideas off of each other and then tap each other’s sales knowledge and abilities.

Another idea that will help you increase your sales is to invite people from outside of your industry that may have a different perspective on how you present or even possible changes that you can make to help you increase your sales. This person or people can give some valuable insight because they are not in your industry and may pick up on you using too many technical words or phrases. You may even have some sales issues that your consistent partner is not picking up on. You could then make the necessary changes that will help you increase your sales.

A few last words of caution when it comes to working with or finding a sales partner to help you increase your sales. Make sure to pick someone that you trust and know will steer you in the right direction. It is also a good idea to pick someone who has similar sales skills or someone who is better than you are. Lastly it is a good idea to work with someone who has a good work ethic and will show consistently up when you decide to meet up.

Sales acheivement happens with practice
Acheivement in sales can be learned

As always I would like to thank you 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