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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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Persuasion article No27 suggest that success comes in cans..all the things you can do.
Persuasion article No26 relates a story from my sales career about an irate customer and how I dealt with it.
Sales mistakes my opinion of 10 biggest mistakes you can make in selling.
Sales coaching can improve your success rate
This is where you can buy SPIN Plus
Subliminal persuasion is influencing people at a level below their conscious awareness.
Telesales training, scripted or unscripted? What part does the unconscious mind play in telephone sales?
Your prospects decisions making process is a valuable thing to know if you are trying to make a sale.
How you say it in sales is as important as what you say.
Sales and life purpose shows how what we seek in life affects how we perceive a sales offer.
Anchoring in sales is a valuable sales skill.
What are your back up plans when you walk into a sales call ?
Are there steps to a sales, is there a specific sequence to follow in gaining a sale ?
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.
Persuasion article No17 relates the story of my first really big sale
Persuasion article No17 relates the story of my first really big sale
Selling allergies asks the question what part of the sales process are you allergic to.
Convince your prospect to buy. How ? By knowing their Convincer Strategy
Be yourself while selling, three very well received salesmen I have known used their personality to improve their results.
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.
Having an intention and sales outcome focuses your attention on making the sale.
Knowing a person's Criteria is invaluable in making a sale.
Determination can make all the difference to your persuasion efforts. Without it you are likely to fail in sales.
SPIN selling is good but it's incomplete
This page provides a link to the various persuasion articles I have published.
This post discusses Follow through as an after the fact persuasion technique
Using nonverbal communication to enhance your sales results.
Using NLP Persuasion to enhance YourSalesSuccess
Questions are a large part of the language of persuasion.
What influence tactics can you use to get your prospect thinking about buying your product
An example of influence principles and how they work.
Better persuasion techniques and selling techniques for more sales and a better life.
Hypnotic selling is not as hard as you might imagine and can reap big results in your sales.
A summary of How to Win Friends and Influence People, a timeless classic and very relevant now
Do you know how to influence people? Would it be valuable to know how?
Friendly persuasion, what is it, does it exist ?
Confidence and sales go together, as does enthusiasm and sales.
How can communication skill training enhance your sales success?
Greg Woodley has been a salesman for 25 years.
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.
A summary of Dr Cialdini's Influence principles
Little Red Book of Selling, worth reading or just colorful ?
A review of the excellent sales book, Integrity Selling by Ron Willingham.
Remove those obstacles to your sales succes by overcoming sales objections
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".
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
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.
Answering sales objections using a neat little strategy.
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.