Persuasion Techniques Blog

Hi, welcome to my Blog.

If you sell for a living, and I could argue we all need to sell people on our ideas, this Blog will help you keep up with the latest persuasion techniques to help you influence more people, more profoundly and more easily.

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Apr 15, 2014

Sales coaching will help you make more sales

Sales coaching can improve your success rate

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Apr 15, 2014

SPIN Plus

This is where you can buy SPIN Plus

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Apr 14, 2014

Subliminal Persuasion

Subliminal persuasion is influencing people at a level below their conscious awareness.

Continue reading "Subliminal Persuasion"

Apr 14, 2014

Telesales training and the unconscious mind

Telesales training, scripted or unscripted? What part does the unconscious mind play in telephone sales?

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Apr 14, 2014

Prospects Decisions

Your prospects decisions making process is a valuable thing to know if you are trying to make a sale.

Continue reading "Prospects Decisions"

Apr 14, 2014

How You Say It In Sales

How you say it in sales is as important as what you say.

Continue reading "How You Say It In Sales"

Apr 14, 2014

Sales and Life Purpose

Sales and life purpose shows how what we seek in life affects how we perceive a sales offer.

Continue reading "Sales and Life Purpose"

Apr 11, 2014

Anchoring In Sales

Anchoring in sales is a valuable sales skill.

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Apr 11, 2014

Back Up Plans

What are your back up plans when you walk into a sales call ?

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Apr 11, 2014

Are there Steps to a Sale

Are there steps to a sales, is there a specific sequence to follow in gaining a sale ?

Continue reading "Are there Steps to a Sale"

Apr 11, 2014

Using Contrast to Sell

In sales it's often useful to use contrast to sell your offer against some other factor like the cost of waiting or the cost of a competitor. The Contrast Principle shows how to do this.

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Apr 10, 2014

persuasion article No18

Persuasion article No17 relates the story of my first really big sale

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Apr 10, 2014

persuasion article No17

Persuasion article No17 relates the story of my first really big sale

Continue reading "persuasion article No17"

Apr 10, 2014

Selling Allergies

Selling allergies asks the question what part of the sales process are you allergic to.

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Apr 10, 2014

Convince Your Prospect

Convince your prospect to buy. How ? By knowing their Convincer Strategy

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Apr 10, 2014

Be Yourself While Selling

Be yourself while selling, three very well received salesmen I have known used their personality to improve their results.

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Apr 10, 2014

sales rapport

Sales Rapport is an often overlooked but very important aspect of persuasion and selling. It allows you to open up conversations to discover the prospect's wants and needs.

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Apr 10, 2014

Intention and Sales Outcomes

Having an intention and sales outcome focuses your attention on making the sale.

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Apr 10, 2014

Know their criteria to sell to them

Knowing a person's Criteria is invaluable in making a sale.

Continue reading "Know their criteria to sell to them"

Apr 10, 2014

Determination in Selling

Determination can make all the difference to your persuasion efforts. Without it you are likely to fail in sales.

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Apr 10, 2014

SPIN selling summary

SPIN selling is good but it's incomplete

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Apr 10, 2014

free persuasion articles

This page provides a link to the various persuasion articles I have published.

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Apr 09, 2014

Sales Follow Through

This post discusses Follow through as an after the fact persuasion technique

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Apr 09, 2014

Nonverbal Communication

Using nonverbal communication to enhance your sales results.

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Apr 09, 2014

nlp persuasion

Using NLP Persuasion to enhance YourSalesSuccess

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Apr 09, 2014

language of persuasion

Questions are a large part of the language of persuasion.

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Apr 09, 2014

Influence Tactics

What influence tactics can you use to get your prospect thinking about buying your product

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Apr 09, 2014

influence principles

An example of influence principles and how they work.

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Apr 09, 2014

Persuasion techniques and selling techniques to boost your income and influence

Better persuasion techniques and selling techniques for more sales and a better life.

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Apr 09, 2014

Hypnotic Selling

Hypnotic selling is not as hard as you might imagine and can reap big results in your sales.

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Apr 09, 2014

How to Win Friends

A summary of How to Win Friends and Influence People, a timeless classic and very relevant now

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Apr 07, 2014

how to influence people

Do you know how to influence people? Would it be valuable to know how?

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Apr 07, 2014

Friendly Persuasion

Friendly persuasion, what is it, does it exist ?

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Apr 04, 2014

confidence and sales

Confidence and sales go together, as does enthusiasm and sales.

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Apr 04, 2014

Communication Skill Training for Sales Success

How can communication skill training enhance your sales success?

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Mar 31, 2014

About me

Greg Woodley has been a salesman for 25 years.

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Jul 06, 2012

Thanks to a Great Mentor

Yesterday I received sad news. My first sales manager and sales mentor had died.

Bob was the mentor that every sales person should have and I consider myself extremely lucky to have had his guidance.

His door was always open, his advice always insightful and I was constantly amazed at what he knew about our industry (worldwide) and his worldwide contacts. He was fiercely protective of his salespeople and prepared to allow us the opportunity to back our own judgement and learn from our mistakes.

Occasionally, he would launch into a tirade, not at someone for making a mistake but when someone was putting forward a principle or course of action that he vehemently opposed. Yet he was a big enough to come and see you later with an apology and say he was wrong to have opposed your course of action (he never had to apologise for his principles) and that you should peruse it and learn from what happens.

On several occasions he put me on the spot. Once when I was in my twenties I was called in front of 2 Board members of the company we worked for (a large international company) to answer a complaint that had been registered to the Board about something I had done. The complaint was read to me by the vice Chairman of the Board. I began to answer the complaint and then Bob and the Board members burst out laughing. When Bob had been notified of the complaint he could have dealt with it himself but he organised the confrontation with the Board to see how I responded. He put me to the test.

He used to say, "you have two ears and one mouth… use them in that ratio". He refused to allow the use of the word "recession" in our office. No-one in our office could be referred to by their surname, it was all on a first name basis.

Bob was unique. His dress was often a bit way out. He laughed a lot. He worked hard and played hard. His favourite hobby was finding cheap restaurants that served excellent food. He used to say, "we are in business for fun and profit…if you are not getting both you are in the wrong business"

If only there were more like him in the world. There would be many more happy and wealthy salespeople.

I procrastinated in writing this post. Because I really wanted to get it right and because I had delayed catching up with Bob and left it too late to see him one more time and thank him for the influence he had been on my life.

To Robert J Willis, the world was a better place for you having lived in it. You brought a smile to many faces of your friends all over the world. You lived YOUR life, YOUR way. Personally, I thank you for all that you taught me. It was a pleasure to have known you.

Jul 01, 2012

Influence, a summary of Cialdini's Influence principles

A summary of Dr Cialdini's Influence principles

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Jun 27, 2012

Little Red Book of Selling

Little Red Book of Selling, worth reading or just colorful ?

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Jun 27, 2012

Integrity Selling

A review of the excellent sales book, Integrity Selling by Ron Willingham.

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Jun 26, 2012

Overcoming Sales Objections

Remove those obstacles to your sales succes by overcoming sales objections

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Jan 02, 2012

Getting things Done in 2012

This is a post from S. ANTHONY IANNARINO, many of you will look at it and say "I know this" the real question is though "Do You Do It".

Continue reading "Getting things Done in 2012"

Sep 30, 2011

Presenting to Donald Trump

Could you present to Donald Trump ?

"My presentation was on slides. As I started to set up my projector, he immediately objected.

Undaunted, I told him it would only take a few minutes and would fully explain the opportunity I’d come to show him.

Once the presentation began he interrupted me..."

To finish the story click the link

Continue reading "Presenting to Donald Trump"

Sep 28, 2011

What is the #1 Sales Attribute

I think the #1 sales attribute is know by all but avoided by many.It's impossible to succeed at sales without it but it's not a sexy new technique.If you want to read about it click the link for an article that tells you what it is.

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Sep 26, 2011

answering sales objections

Answering sales objections using a neat little strategy.

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Sep 25, 2011

When do you discuss price ?

Interesting discussion at the following link.

Personally, I almost always discussed price later but I can see there could be reasons to discuss price up-front.

Continue reading "When do you discuss price ?"

Sep 14, 2011

Mining the Gap

This article from Tibor is right on the mark and well worth a read.

Mining the Gap involves a series of follow through questions aimed at getting the buyer engaged and thinking more deeply about the issue. By getting them to think about it, they will take on the issue.

Continue reading "Mining the Gap"

Sep 13, 2011

You are the Answer

You Are the Answer

By John M. RowleyI read this post today and wholeheartedly agree with what it says. I have condensed it below.

Everyone seems to be looking for answers to the economy somewhere out in the distance. A strong national economy starts with a strong personal economy, which requires energy, focus, creativity and discipline.

I don’t think it is a coincidence that one of the worst economies is accompanied by one of the worst health crises in history. Obesity is out of control and is wreaking havoc on people’s health and our economy. ...

When you are not at your best physically everything suffers. You don’t have the energy to produce what you should. You aren’t as creative as you could be. You take longer to do tasks than it should take.

President Kennedy said that “Physical fitness is not only the key to a healthy body, but the basis of dynamic and creative intellectual activity.”

The fact is, the same blood that flows through your body also flows through your mind.

Want a strong economy?

Then start by taking care of yourself and being the best you you can be.

If each of us would take personal responsibility for ourselves it would change us as a nation.

Sep 11, 2011

Sales, it's just a Numbers Game

Sales, is a numbers game, yeah right, so is "Russian Roulette" but the stakes are just about as high sometimes.

This garbage about sales being a numbers game has irked me for many years.

It is about getting out and seeing people, yes. BUT it's not JUST about that.

Everybody knows that typically sales people get better as they get more experienced. Do you think that is because they see moe people as they get more experienced ? Or could it be that they get better at converting people into customers as they get more experienced ?

Spend time getting appointment by all means. Prospecting is critical as is activity. But spend the time to "sharpen your saw", that is , to improve your sales technique and understanding of how and why your prospects buy then you'll get better results and learn to love this wonderful game called selling.

Continue reading "Sales, it's just a Numbers Game"