Persuasion Techniques Blog

Influence Tactics

Sat, 13 Jun 2009 08:07:16 GMT

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

how to influence people

Sat, 13 Jun 2009 07:58:12 GMT

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

Persuasion Technique - Aristotle

Thu, 04 Jun 2009 06:44:03 GMT

Read a post the other day that mentioned Aristotle in relation to selling.
Yes, the profession must be that old.
Aristotle laid out in three Greek words what must be done to sell anything: Ethos, Pathos, and Logos.

Ethos: you must first establish a trusting relationship with your prospect
Pathos: you next must establish an emotional reason for buying your product/service, and finally
Logos: you present the logical reasons why your product/service is superior.

Still seems to make sense today, doesn't it?

How to Win Friends

Thu, 14 May 2009 06:56:07 GMT

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

Secrets of Question Based Selling

Thu, 14 May 2009 06:49:19 GMT

Are there any secrets ? What are the Secrets of Question Based Selling ?

The 25 habits of highly successful salespeople

Thu, 14 May 2009 06:43:00 GMT

The 25 habits of highly successful salespeople ? Why so many ? Is this book useful ?

Words that Sell

Thu, 14 May 2009 01:27:11 GMT

Indeed it is Words that sell. What else have we got to sell with but words? Which words and how do we structure our sales language to achieve our sales goals?

Persuasion Tedchnique - Be, Do Have

Wed, 13 May 2009 13:18:40 GMT

Hi,
I'm not sure who coined this phrase but I think it may have been Zig Ziglar.

The idea is you've got to BE before you can DO and you've got to DO before you can HAVE.

So, first you have to be a good sales person, believe it, decide it, practice it, act like it. Then you can DO the process of selling. Then you'll HAVE the sales, the money and the recognition.

Sort of makes sense doesn't it ? Greg

Follow Me on Twitter

Wed, 13 May 2009 06:19:16 GMT

Follow me for all things sales and selling, like links to: blogs, articles, my posts.

persuasion words

Sun, 10 May 2009 06:35:36 GMT

Two of the most powerful persuasion words

sales rapport

Thu, 07 May 2009 09:01:43 GMT

Sales Rapport is an often overlooked but very important aspect of persuasion and selling.

Persuasion Technique - Good Advice

Thu, 07 May 2009 01:38:59 GMT

I read this comment in a newsletter today and think the words are very, very true.

Can you say the same about yourself as this daughter is saying about her father ?

My father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very successful.

Persuasion Technique - Trust & Rapport

Tue, 28 Apr 2009 15:06:58 GMT

I read an interesting comment the other day, copied it below.
"Debates are typically won by the candidate who presents the most compelling and persuasive character. If I can convince you Im an honest, straight talker, youll believe what else I say. If cant, you wont."
I think sales is the same, if they don't trust you they won't believe you and will not buy from you.
Greg

Persuasion Technique - Decision and Attitude

Tue, 24 Mar 2009 02:36:15 GMT

I read a great article today about a sales person who is succeeding wildly at the moment. Despite the "doom and gloom" in most of the media, ITS POSSIBLE !
Have a look at the article and notice the references to "Decision" and "Attitude".

Sleight of Mouth

Tue, 03 Mar 2009 00:48:09 GMT

Skyrocket Your Persuasion by using Sleight of Mouth to answer any objection.

b2b sales manager

Mon, 16 Feb 2009 05:36:14 GMT

My salesjob is b2b of branded clothing. Branded clothing is Nike, Adidas, Puma, Levis, etc etc. This is my worst objection. I have a situation

6 Qualities a B2B Sales Person Must Have

Mon, 16 Feb 2009 01:41:15 GMT

What 6 qualities do you need to make-it in B2B sales ?

You have to be able to:

Get on with people, i.e. build rapport
Listen to people, really listen
Get yourself organized
Influence and persuade
Be understanding of your clients emotional and financial needs
Roll with the punches, i.e. deal with rejection
Make things happen, do whatever it takes

How do you rate ?

Persuasion Technique _ I'm Back

Mon, 16 Feb 2009 01:24:20 GMT

Hi,
my return to active duty is a bit later this year. Normally I have our summer off to attend to my other small business that gets very busy at that time of year. This year I have had some computer and ISP problems that has delayed me a couple of extra weeks.
Question for you all.
How are you sales going ?
How much has the downturn in the US economy affected you ?
If your results are down what are you going to DO about it ?
All the best, Greg

Just a Woman

Thu, 12 Feb 2009 02:42:28 GMT

Persuasion Technique - An optimistic view

Thu, 13 Nov 2008 00:17:59 GMT

Hi, you may have noted elsewhere on my website that my worst ever results in 22 years of direct sales was 94 of budgeted sales with 99 of budgeted profit.
Is this result due to the fact I was a brilliant salesman ? I don't know ?
I'll tell you what I did notice in those times when the economy was not in full swing and my results were affected.
Yes, I lost business but it was usually the marginal business, you know the business you worked really hard to get but was probably the business with the LEAST profit. Hence my profit results were better than my sales.
Might be worth keeping that in mind?

Persuasion Article No58

Sun, 02 Nov 2008 13:07:09 GMT

Persuasion Article no58 is about selling during tough times.

Persuasion Technique - Opportunity

Wed, 22 Oct 2008 06:45:53 GMT

Many people are worried about the current economic state in their market.
Thought I'd let you in on something an old sales manager of mine once told me,(I believed him), bear in mind we were in the importing business.
I was told that the Chinese character for crisis/catastrophe was a combination of two other Chinese characters. One being opportunity and the other character being profit.
So, in a time of crisis there was an opportunity for profit.
You may want to keep that in mind.

selling techniques

Thu, 25 Sep 2008 02:06:26 GMT

What selling techniques do you employ to make the sale and do you vary those techniques depending on the customer ?

Persuasion Technique - Customer Relationships

Wed, 24 Sep 2008 00:35:47 GMT

Although not really a persuasion technique the relationship you have with your customers is critical to your sales success.
Listen to what I have to say here

Persuasion Technique - Being Prepared

Fri, 19 Sep 2008 21:46:13 GMT

A valuable persuasion technique is to be like a boy scout. It's amazing the benefits from being prepared. On quite a few occasions I have been in a position of "must make the sale". Usually, it's been a case of having the business but being under immense competitive pressure and the business being critical to my company dominating that market segment. On those occasions I have prepared to the nth degree. Practised, role played, committed all my facts and figures to memory, researched my competitors and what their offers might be, had think tanks with fellow reps about what objections might come up, you name it I did it. And what is really amazing is that on 80 of those calls the customers just gave me the order. I was dumbfounded ! It's like the universe sends out a message, don't mess with this guy, he's prepared.

Persuasion Technique - Great Quote from SPIN author

Wed, 17 Sep 2008 05:47:18 GMT

Hi, I just read a great quote from Neil Rackham, (the author of SPIN Selling) that seemed very relevant, TODAY.
"In hard times, people make the mistake of trying to sell to more people at less intensity,but what actually works is selling to fewer people in more depth."

Persuasion Technique - Taking Notes

Tue, 16 Sep 2008 01:54:18 GMT

This applies more to B-2-B sellers. One of my major customers once asked me, "Why do you take notes during our meetings, you have a memory like an elephant. You remember discussions we had 3 years ago!" I thought about it for a moment and replied, "Maybe it's because I take notes that I remember?"

7 Steps to Responsive Customers

Sun, 07 Sep 2008 21:06:23 GMT

Understand the 7 Steps to Responsive Customers

Persuasion Technique - Never Give Up

Tue, 02 Sep 2008 21:29:47 GMT

Well the summer holidays are ending in the northern hemisphere. There's talk around about recession. Ignore it. Get on with making sales. Now is the time you earn your money, unless you are just an order taker, that is. Use the persuasion techniques on this site. Take inspiration from the Olympics and all those unknown athletes who now wear medals around their neck. No-one thought they could win, no-one except them. Remember, never give up, they didn't.

Persuasion Technique - Old Fashioned Ways

Thu, 28 Aug 2008 07:38:20 GMT

Early books about sales techniques wrote about things like ethics, service, relationships, hard work, doing the best job possible, and loyalty to your company rather than about persuasion techniques. Do you think they are any less important today ?

customer centered selling rob jolles

Wed, 27 Aug 2008 10:39:51 GMT

spin on

Think

Thu, 21 Aug 2008 06:08:06 GMT

How do I handle I want to think about it ? Hi Pete, Greg here. This is a very common objection. Actually, it's really a stall. That dreaded enemy

David Camp

Thu, 21 Aug 2008 05:56:29 GMT

I never get objections anymore. Once you understand a customers values. Investigate how those values align with their current situation or not.

Friendly Persuasion

Tue, 19 Aug 2008 01:06:50 GMT

Friendly persuasion, what is it, does it exist ?

nlp persuasion

Mon, 18 Aug 2008 08:34:56 GMT

Using NLP Persuasion to enhance YourSalesSuccess

Persuasion Technique - Skipping Steps

Sun, 17 Aug 2008 20:25:54 GMT

If you are selling you will no doubt be following a sales process that involves steps. You will be tempted to skip steps and that can be dangerous. A customer may just start out with, "I want to buy "X"". You need to be able to check the prior steps have been covered without putting the buyer off. If you just say have you looked at our other offerings you'll could get a response like, "I told YOU what I WANT! Don't you want to sell it to me!" Your persuasion technique needs to be subtle. "What is it about our "X" that makes it the product for you?", and that starts a conversation.

Persuasion Technique - Respect Their Time

Fri, 15 Aug 2008 21:44:54 GMT

I hear a lot these days about voice mail and customers not returning calls, often the tone of the salesperson is irate. They think the customer is not respecting their time. Well I wonder how many sales people respect their customer's time ? When you get a customer on the line do you ask "Is it a good time to talk ?" Respecting their time is a valuable persuasion technique.

Carpet, flooring sales

Wed, 10 Oct 2007 06:30:39 GMT

My customers always compare our price to a competitors lower grade product and thinks that our price is too high for them... SO most off I will get "

Not a first timer

Fri, 05 Oct 2007 08:32:29 GMT

I never buy anything on the first day, I always think things over before making a decision. Comment from Greg Thanks for the comment Danny. It's good

Persuasion Technique - Persuasive Language

Tue, 28 Aug 2007 06:05:52 GMT

What is it about persuasive language, would you recognise it when you heard it ? You are not likely to notice it because you would be engaged in the experience. Persuasive language would be full of stories and artfully vague language. It would use something called presuppositions to assume the end result the persuader desired. It would be full of questions asking you to recall a past experience of your own that was similar to the situation being used to persuade you. Persuasive language is just that because it is engaging. Search the free articles on this site for articles about language, I'm sure you'll find them useful.

Persuasion Technique - Celebrate when you get Objections

Mon, 09 Apr 2007 11:47:19 GMT

How surprised would you be to discover that the most influential people perceive concerns & objections as a good thing? Why? Because when someone raises a concern with what you're proposing, it's because they're imagining doing it, using it or owning it. And that is what you want because if they imagine using your product or service enough times they'll actually buy it. How do you get them to keep thinking about using your offering ? Hang in there and learn to handle objections. Click the attached link for a FREE 7 part email course on handling objections.

Persuasion Technique - Handling Objections Magically

Mon, 26 Mar 2007 04:46:31 GMT

As salespeople Im sure you all face Objections every day. Those of you who are new to selling may find that quite daunting. Those of us who have been in the game for a while respond to objections as though its second nature to us because weve heard it all before. If you are new to sales you may like to consider coming up with answers to objections you are likely to get BEFORE you make your first sales call AND actually LEARNING your responses. If you have no idea of likely objections ask senior salespeople in your company, they should know. If you are having trouble wording responses to objections I have a FREE eCourse to help, and it should be available by the first week of April. Stay tuned. Meanwhile, you can find a lot of good advice at the link below

Persuasion Technique - Customers and Cats

Fri, 16 Mar 2007 02:36:52 GMT

What ? Let me explain. My wife and I have a cat, Miska. Like most cats she just about runs the house. Also, like most cats she tends to adopt a certain habit for a while then changes it. For example, she sleeps in a certain spot for a few weeks then finds another favourite spot. Recently, I had noticed she was only eating half the sachet of food we put out for her. Not being a person who wastes things I put out half a sachet of food. Miska just sat in front of the bowl and looked at me (Persians hardly ever meow). I tried all the usual ploys to get her to eat. No effect. Finally, I decided to put out the rest of the food sachet. She started eating immediately, then walked away leaving half the sachet on the plate. You know, some of your clients are just like cats. They may be wasteful, they may be illogical but THEY WANT WHAT THEY WANT. If you want to get an order, better off giving it to them.

Persuasion Technique - How Can I Take Your Money ?

Thu, 08 Mar 2007 03:15:05 GMT

Hows that for a sales question ? This question was put to me a number of times in Bazaars in my recent holiday to Egypt. Do you think its a good question ? I dont. It certainly addresses the needs of the seller and not the buyer. It may work in a contrived situation with tourists wandering through a bazaar, then again I have to even question if it works there. After all, I purchased a couple of small items for Egyptian Pounds 20 (US$4) the bartering for which started at Egyptian Pounds 200 (US$40).

Persuasion Technique - Prepare for Your Sales Calls

Tue, 06 Feb 2007 08:44:16 GMT

I can remember on occasions in my sales career having to obtain (or retain) a major contract that was critical to my company. Strangely, whenever I prepared a response for every possible objection in my pre-call preparation the customers never raised an objection! It was as if they could sense I wasnt to be messed with. Conversely, with smaller deals where I may not have prepared so thoroughly there always seemed to be a nagging objection or two. I guess its not surprising that eventually I spent more time preparing for all my sales calls and less time dealing with objections.

Persuasion Technique - Measure Twice and Cut Once

Wed, 31 Jan 2007 00:13:30 GMT

This is the old carpenter's motto but it also applies to sales. When you are talking to a prospect make sure, double sure, you know what they want before you make any sort of offer. It doesn't do any good to just send out a scattergun of benefits. The benefits have to be relevant to what the person wants. Then you can cut yourself a deal, once !

Persuasion Technique - Persuasion is Childsplay

Thu, 18 Jan 2007 19:07:44 GMT

The other day I was working with a client of mine and she lamented that her son was having difficulty at school. Apparently, some children he was playing with would desert him as soon as some other boys appeared. When her son would try and join another group they would not let him play with them. Rather than asking, can I play with you? I suggested her son approach the other group rubbing his hands together and ask, What are we playing today. My client tells me it worked like a charm and her son is now happily playing in a number of different groups.

Persuasion Technique - Positive Attitude Boosts Sales You bet your life

Sun, 19 Nov 2006 12:04:46 GMT

I guess, as sales people we have all been told at some time to maintain a positive attitude otherwise the sales will not happen. Many of you may have been sceptical about this. Well, recently I had lunch with another Greg who was given 3 weeks to live some 5 years ago. The doctors had given him up as a lost cause. He credits his survival to a positive mental attitude and a vegan diet. He said to me during lunch that he never allows a negative thought to stay in his head. If positive thought can influence your health, how much can they impact on your sales results ?

Australia Loses Two Legends

Fri, 15 Sep 2006 08:57:09 GMT

Last week Australia lost two of our favourite sons. Many of you overseas people knew Steve Irwin, "The Crocodile Hunter", (a protector of wildlife) less of you would have know Peter Brock, alais "Peter Perfect" a racing car driver that epitomized the word "smooth". One of the things that made both of these men so special was their passion for and love of their profession. Do you Love the Game of Selling ? Does your Passion show through ?

Persuasion Technique - Positive Phone Tip

Tue, 29 Aug 2006 07:18:55 GMT

When I phone a prospect, I don't say "Is this a bad time?" (your suggestion), which has a negative connotation, and makes it easy for them to say "yes it is". I always say " Hi Mr. Smith, this is Greg. I hope I've found you at a good time." If the prospect is truly busy, s/he will tell you right away, but usually I get a laugh, and then "Well there's never a good time. What do you want?" Then you need that strong opening line to get their attention and start the relationship.