The very first obstacle that many persuaders experience is prejudging a prospect. They set up an appointment, hang up the phone and then immediately say, Oh, great. This ladys looking for a product we dont even have. Shell never buy. It could be for any number of reasons, but basically the salesperson decides, based on one scrap of information, that the lead isnt going to go anywhere before s/he has even met or spoken with the prospect. This is a common but huge selling…
The Power Behind Understanding Resistance
Do you want to know why your prospects arent buying from you? There are three Rs or three things you need to understand if people walk out that door and dont purchase from you. Most people are wearing a badge that says convince me, help me make a good decision. They need and want help. They want to be confident in making the right choice. That is what a great persuader does.
Power Pointers For Story Selling
Nothing disarms and invites an audience in more than humor. We are instantly drawn to people we think are funny. We enjoy listening to humorous individuals and hearing what they have to say. Humor grabs attention, creates rapport and makes a message more memorable. It can also relieve tension, enhance relationships and motivate people.
Psychology Of The Sales Professional
Ones attitude has a lot more to do with the level of her/his success than ones aptitude, ability, IQ, education or other factors do. Id like to get into the details of a salespersons psychology so that, when it comes to building your team and individual team members, you are equipped with the knowledge of whats really going on in there. As a holder of a management or other sort of leadership position, you may have already experienced being a salesperson yourself. However…
Social Validation Sells
For the most part, we are all conformists. We will do what the crowd does. We might not like to admit that, but it is true. Only 5 to 10 percent of the population engages in behavior contrary to the social norm.
Pacing And Leading
Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person’s thoughts so they tend to move in your direction.
Major Obstacles To Selling
One of the largest obstacles to selling is that the sales person is not living congruently with their cognitions. I have noticed many attributes that contribute to a successful sales person. I will outline good attributes to have and common areas that will cause you to lose the deal.
Negotiation Hazards
What might work wonderfully in one negotiation situation will not always be appropriate in another. The instant someone feels cheated, misled or taken advantage of, your opportunity to negotiate with her/him is over. Negotiation hazards tend to occur when you are taking a particular strategy too far.
Neuro-linguistic Programming Strategies
Ones thought patterns, beliefs and attitudes can be used to preprogram actual experiences that are yet to happen. NLP is very focused on how we think, what influences the way we think, and how we structure what we think. Subscribers to the science are encouraged to closely study and then model those individuals who do things well.
Increasing Persuasion With Humor
Many people take for granted the powerful persuading influence of humor. Humor is often tossed off as sheer entertainment or mere speech filler. The truth is, when you engage an audience with humor, you are accomplishing much more than just getting a laugh out of them.
Expect With Confidence
Often our expectations are based on the assumptions we have about people or groups of people. The same is true of us. Have you ever noticed how your expectations become reality in your personal life? Expectation is literally a self-fulfilling prophecy. We do this consciously and subconsciously. Remember the kid in grade school who was always really rowdy and disruptive? Sometimes if people already assume they are perceived a certain way, then that is indeed exactly how they w…
Face To Face Negotiation
In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Although the answer is undetermined, Face-to-face communication has been proven to have a greater possibility of alleviating miscommunication. When youre in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able to gauge what the other p…