Persuasion Techniques Blog

Jan 2, Getting things Done in 2012

Mon, 02 Jan 2012 20:48:28 GMT

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".

Sep 30, Presenting to Donald Trump

Fri, 30 Sep 2011 18:41:23 GMT

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

Sep 28, What is the #1 Sales Attribute

Wed, 28 Sep 2011 06:57:54 GMT

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.

Sep 26, answering sales objections

Mon, 26 Sep 2011 16:11:21 GMT

Answering sales objections using a neat little strategy.

Sep 25, When do you discuss price ?

Sun, 25 Sep 2011 20:39:16 GMT

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.

Sep 14, Mining the Gap

Wed, 14 Sep 2011 20:25:37 GMT

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.

Sep 13, You are the Answer

Tue, 13 Sep 2011 19:50:34 GMT

You Are the Answer By John M. Rowley I 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, Sales, it's just a Numbers Game

Sun, 11 Sep 2011 07:15:48 GMT

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.

Sep 10, Stand out from the Crowd

Sat, 10 Sep 2011 05:24:40 GMT

In this modern world the competition can be fierce. We all want people and prospects to notice us and note that what we sell or how we offer what we sell is superior to our competitors. The following article gives a useful idea about how to do just that.

Sep 9, Little Things Make a Difference is Sales

Fri, 09 Sep 2011 05:23:40 GMT

I ran across a post the other day that wrote about little things that make a difference is selling. The FACT is that little things DO make a difference. So, do yourself a favour and have a read of this post. Pay particular attention to # 1, 3, 5 & 11.

Sep 6, The 25 habits of highly successful salespeople

Tue, 06 Sep 2011 18:26:04 GMT

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

Sep 5, Words that Sell

Mon, 05 Sep 2011 21:03:06 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?

Sep 4, The #1 Factor in Selling

Sun, 04 Sep 2011 04:38:55 GMT

Here is a quote from Mark Heerema, and although I do not totally agree there is a lot in what he says. "THE most powerful gift you could ever give yourself is the skill of learning how to build and use the drivers that dictate if you win or lose the internal game, because the main ingredient in winning in sales, is first, winning the internal battle." Furthermore he gives some tips to help you with these internal decisions. "...here are 4 tips to jump start your decision making skills: Ask yourself if the activity you are currently doing is TRULY the most important behavior that will help your business at that very moment (be careful, your mind will justify why you aren’t making the prospecting calls). Know when negative emotions are pulling your choices to more non-threatening activities (IE: if an event creates disappointment, understand that yourself protection mechanisms will probably try and move you to actions that are safer until you are feeling “better.” This is the same reason why it’s so easy to make hard calls when you are kicking butt and taking names. Don’t let your emotions dictate your behavior). Understand where your strongest skill set is. Why is this important? Because you gravitate towards what you are good at. So, this is a MAJOR problem for sales people who are good at gathering information (time killer if overkill), taking care of details (another time killer if not necessary), or gifted in any area that doesn’t directly grow sales. Another MAJOR problem with this is since they are good at it they think it is a good use of their time! Identify what you are afraid of. One of the most common traps I identify when working with sales teams is that since sales people aren’t supposed to be afraid of prospecting they say they aren’t, but remember – ACTIONS ALWAYS SPEAK THE LOUDEST. How you are spending your time tells me everything I need to know. Be honest with yourself. Just because you admit a fear doesn’t mean you won’t take action. The opposite will actually occur. When you admit it, you will find yourself overcoming it more often because your mind won’t try to justify excuses." Now go out and make those correct sales decisions Greg

Sep 4, telesales techniques

Sun, 04 Sep 2011 04:30:25 GMT

Telesales techniques are critically important in just about any type of sales career

Aug 24, Want Better Customer Relationships

Wed, 24 Aug 2011 13:25:31 GMT

Customer relationships determine your profitability as a sales person so maybe it makes good sense to learn how to build better relationships.

Aug 24, Sleight of Mouth

Wed, 24 Aug 2011 13:22:26 GMT

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

Aug 23, Selling Techniques

Tue, 23 Aug 2011 12:40:01 GMT

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

Aug 22, Question to Ask First

Mon, 22 Aug 2011 15:18:42 GMT

What is the first question you should ask when you get a cold call client on the phone ? Read the post for the answer

Aug 22, Selling System

Mon, 22 Aug 2011 13:56:57 GMT

Do you follow a selling system, should you?

Aug 19, Selling in a Recession

Fri, 19 Aug 2011 10:41:59 GMT

Some advice about selling in a recession.

Aug 18, You Don’t Have An Hour and Half to Present

Thu, 18 Aug 2011 12:42:55 GMT

An old priest I used to know had a saying that he applied when he climbed into the pulpit.

"If you don't strike oil in 5 minutes stop boring"

The following article offers similar advice to sales people

Aug 18, Secrets of Question Based Selling

Thu, 18 Aug 2011 12:11:43 GMT

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

Aug 17, Selling IS relationship Management

Wed, 17 Aug 2011 12:50:38 GMT

This article goes into some more depth about relationship selling than you usually read.

Aug 17, Salesperson of the Future

Wed, 17 Aug 2011 12:03:33 GMT

What will a salesperson of the future be like ? What will they have to do differently ?

Aug 16, Closing Deals

Tue, 16 Aug 2011 12:42:59 GMT

Some good advice in here and some I do not agree with.

Aug 15, an iPad on a Sales Call

Mon, 15 Aug 2011 13:40:15 GMT

Do you have an iPad ? Do you use it on sales calls ? Here are some tips to make sure you are using it well.

Aug 15, sales reframing

Mon, 15 Aug 2011 12:29:20 GMT

Sales reframing can help you turn objections into reasons to buy and helps you turn your own rejections into learning experiences.

Aug 12, Successful Prospecting

Fri, 12 Aug 2011 12:00:25 GMT

How well is your prospecting going ? If it could stand some improvement then the following article might offer some useful advice

Aug 12, sales questions

Fri, 12 Aug 2011 11:35:58 GMT

Sales questions form the basis of any sales methodology.

Aug 11, sales objections

Thu, 11 Aug 2011 11:07:46 GMT

What are sales objections, why do they occur ?

Aug 10, VP

Wed, 10 Aug 2011 11:44:35 GMT

shorten the sales cycle Hi PJ, is it really the best thing to shorten the sales cycle. I ran across this post in one of my LinkedIn groups this week.

Aug 10, Sales Language

Wed, 10 Aug 2011 11:17:37 GMT

Sales Language is critical if you are going to be successful at selling and persuasion.

Aug 9, Rapport

Tue, 09 Aug 2011 12:45:35 GMT

Building Rapport can build your sales results.

Aug 8, Sales "Cluelessness" Is Still Rampant

Mon, 08 Aug 2011 12:29:24 GMT

Sales Coaching Tip: Relationship selling involves being personally connected to your potential customer. So, why would any reasonable person place an obstacle within this budding and growing forward relationship? Yet every day, hundreds of sales professionals do just this by....

Aug 8, The Psychology of Persuasion

Mon, 08 Aug 2011 12:14:05 GMT

The Psychology of Persuasion is about preparing yourself to sell and adjusting how you sell based on your prospects perceptions and thinking patterns.

Aug 5, Overcome the Price Objection

Fri, 05 Aug 2011 13:21:21 GMT

This post by Francisco is targeted to MLM sales objections but what it says is just as relevant to other sales areas. To read the post click the link below

Aug 5, Professional Selling Skills, The Top Ten

Fri, 05 Aug 2011 13:11:08 GMT

What are the top ten professional selling skills you need to succeed as a salesperson ?

Aug 4, What should you be doing that you aren’t?

Thu, 04 Aug 2011 10:52:40 GMT

What is the price that you will eventually pay for having not done what needs to be done? What are the temptations you should remove from your life and replace with iron disciplines? How much better would your results be if you didn’t do what you could do and instead did what must be done?

Aug 4, power words

Thu, 04 Aug 2011 10:49:22 GMT

Power words turn normal language into persuasive language.

Aug 3, Competing with the Big Boys

Wed, 03 Aug 2011 10:43:54 GMT

During my time in B2B sales I was competing against much bigger companies for quite a while. Frankly, the bigger companies made it easy. Read the attached post to give you some ides of how they managed that unenviable task.

Aug 3, persuasion words

Wed, 03 Aug 2011 10:38:50 GMT

Two of the most powerful persuasion words

Aug 2, Four Basic Cold calling Mistakes

Tue, 02 Aug 2011 12:15:28 GMT

Short but good post by "stepper" on overcoming sales objections. "Most conventional sales packages spend numerous time focusing on overcoming objections. However these techniques solely put extra sales pressure in your prospect, which triggers resistance." To read about a better way click on the link below.

Aug 2, persuasion article No8

Tue, 02 Aug 2011 12:07:50 GMT

Persuasion article No8 discusses how having an intention and a clear outcome focuses your attention on making the sale.

Aug 1, Are you a SMART salesperson ?

Mon, 01 Aug 2011 12:13:33 GMT

Whilst others are working hard from 7-20 scrapping along with 1 sale a week, these salesmen make 3 sales a day and only work 9-5.

Aug 1, persuasion article No7

Mon, 01 Aug 2011 12:09:38 GMT

Persuasion article No7 introduces Criteria as a sales tool.

Jul 29, Sales rapport is a Fundamental

Fri, 29 Jul 2011 11:52:54 GMT

Recently I commented on a LinkedIn post that asked,
"If the prospect refuses to answer any questions about their needs, is that a reason to disqualify them?"
my response was
"No, it's a reason to learn how to build rapport"
The author of the article below agrees.

Jul 29, persuasion article No6

Fri, 29 Jul 2011 11:48:25 GMT

This persuasion article offers the perspective that all the best persuasion techniques in the world can still fall short if not applied with determination.

Jul 28, Are You Proud to be a SalesPerson ?

Thu, 28 Jul 2011 12:41:55 GMT

Are you proud to be a salesman or saleswoman ? When someone at a social function asks, “what do you do?”
How do you respond ?

Jul 28, Persuasion Article No58

Thu, 28 Jul 2011 12:16:08 GMT

Persuasion Article no58 is about selling during tough times.

Jul 27, Persuasion Article No55

Wed, 27 Jul 2011 11:40:09 GMT

Persuasion Article no55 is a story about my dealings with a notoroiusly tough buyer.