http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html The Persuasion Techniques Blog keeps you up-to-date with selling techniques as well as all the additions and changes to the sellingandpersuasiontechniques.com Web site. Subscribe here. en-us persuasion techniques Wed, 02 Jul 2008 02:19:06 GMT Wed, 02 Jul 2008 02:19:06 GMT sellingandpersuasiontechniques.com http://www.sellingandpersuasiontechniques.com/influence-tactics.html What influence tactics can you use to get your prospect thinking about buying your product Tue, 01 Jul 2008 00:45:05 GMT http://www.sellingandpersuasiontechniques.com/Sleight-of-Mouth.html Skyrocket Your Persuasion by using Sleight of Mouth to answer any objection. Wed, 25 Jun 2008 00:59:10 GMT http://www.sellingandpersuasiontechniques.com/responsive-customers.html Understand the 7 Steps to Responsive Customers Thu, 17 Apr 2008 02:53:04 GMT http://www.sellingandpersuasiontechniques.com/nlp-persuasion.html Using NLP Persuasion to enhance YourSalesSuccess Mon, 24 Mar 2008 02:23:42 GMT http://www.sellingandpersuasiontechniques.com/david-camp.html I never get objections anymore. Once you understand a customers values. Investigate how those values align with their current situation or not. Tue, 19 Feb 2008 06:33:06 GMT http://www.sellingandpersuasiontechniques.com/sales-rapport.html Sales Rapport is an often overlooked but very important aspect of persuasion and selling. Tue, 22 Jan 2008 02:03:26 GMT http://www.sellingandpersuasiontechniques.com/Secrets-of-Question-Based-Selling.html Are there any secrets ? What are the Secrets of Question Based Selling ? Tue, 22 Jan 2008 01:20:28 GMT http://www.sellingandpersuasiontechniques.com/The-25-habits-of-highly-successful-salespeople.html The 25 habits of highly successful salespeople ? Why so many ? Is this book useful ? Tue, 22 Jan 2008 01:07:05 GMT http://www.sellingandpersuasiontechniques.com/carpet-flooring-sales.html 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 " Wed, 10 Oct 2007 06:30:39 GMT http://www.sellingandpersuasiontechniques.com/not-a-first-timer.html 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 Fri, 05 Oct 2007 08:32:29 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Persuasive-Language 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. Tue, 28 Aug 2007 06:05:52 GMT http://www.sellingandpersuasiontechniques.com/Easily-Responding-to-Any-Objection.html 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. Mon, 09 Apr 2007 11:47:19 GMT http://www.sellingandpersuasiontechniques.com/overcoming-sales-objections.html 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 Mon, 26 Mar 2007 04:46:31 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Customers-and-Cats 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. Fri, 16 Mar 2007 02:36:52 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---How-Can-I-Take-Your-Money-? 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). Thu, 08 Mar 2007 03:15:05 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Prepare-for-Your-Sales-Calls 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. Tue, 06 Feb 2007 08:44:16 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Measure-Twice-and-Cut-Once 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 ! Wed, 31 Jan 2007 00:13:30 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Persuasion-is-Childsplay 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. Thu, 18 Jan 2007 19:07:44 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Positive-Attitude-Boosts-Sales-You-bet-your-life 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 ? Sun, 19 Nov 2006 12:04:46 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Australia-Loses-Two-Legends 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 ? Fri, 15 Sep 2006 08:57:09 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Positive-Phone-Tip 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. Tue, 29 Aug 2006 07:18:55 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---How-to-Win-Friends-and-Influence-People Hi, I was just rummaging through Amazon.com and this old sales classic happened to come up on a search I did. I took a peek for nostalgia sake. Do you realise that this book rates #968 on Amazon's sales list. Out of the thousands upon thousands of books at Amazon it still rates in the top 1000. It was first published in 1937 ! And it still sells well. I'd better dig out my old copy and read it again as I'm sure I missed some good stuff the first time I read it. Mon, 28 Aug 2006 01:38:32 GMT http://www.sellingandpersuasiontechniques.com/persuasion-techniques-blog.html#Persuasion-Technique---Are-You-Winging-it-? A recent study presented in Sales and Marketing Management magazine stated that 62 percent of sales people invest less than 20 minutes preparing for a sales call. What was particularly frightening is that 33 percent reported spending less than 10 minutes getting ready. I actually picked this up in an email from Kelly Robertson but what a sad state of affairs. All I can remember is the old saying, "Fail to plan and you plan to fail." Mon, 28 Aug 2006 01:22:03 GMT