Skepticism is the type of resistance you’re probably most familiar with. It’s what most training in marketing or sales teaches you to deal with. Many of the techniques below may seem familiar. With that said, understand these work best with a unique type of resistance. You need to understand where your customer is coming from to make sure you hit all areas that work best with him.
Ah yes, the subtle art of persuasion.
Persuasive techniques to get into the minds of others so you can sell them your ideas, your products, or your services.
Persuasive techniques include simple things, like a genuine smile across your face, to help you get agreement. They also involve the more complex understandings of the unconscious processes behind the groups and individuals you want to influence.
Negotiation skills are different than group presentation skills. Covert persuasion techniques used in face-to-face selling are different than persuasive writing techniques. Yet, all of them involve using persuasive language patterns, influencing skills, and psychological techniques in unique ways.
Below are articles (from most recent to oldest) on persuasive techniques to help you increase your influence skills in whatever area you’re searching.
Read around. If you don’t find something about the persuasive techniques you’re looking for, just contact me with your questions and I’ll do what I can to help.
Eliminating Buyer Resistance Part 2: ReactanceRead More
Reactance is experienced when you feel like you’re being pushed into buying. It’s a reaction evolved from the sales process. As the pressure builds and you begin requiring commitments from your customer, they begin to pull away. Something inside causes your customer to jerk away, disagree with you, raise objections, or stop reading your sales letter.
The 3 Types Of Psychological Resistance That Cause You To Lose SalesRead More
Most marketing and sales training concentrate on ways to make the product and service you’re selling more appealing. They give you ways to build your message up so your customers drool with excitement. However, they don’t address the underlying resistance customers have when approaching their buying decisions. We all have some sort of resistance when […]
Are You Dying To Make More Sales?Read More
I was talking with my good friend Dave yesterday. Dave is a great sales person and an impressive persuader. In his business he sells very small parcels of real estate. They’re about 3.5 feet by 8 feet in size. It’s a small parcel but is landscaped with beautiful green grass. He also sells unique and very expensive parties. Hopefully, when you have the party, hundreds of your friends and family will attend. Have you figured out what he’s selling?
This niche is known as the pre-need cemetery and funeral arrangements. Yes, if you didn’t know, you can actually buy your cemetery and funeral arrangements while you’re still alive. Dave is consistently a leader in total sales for his company month in and out.
Important Questions To Ask When SellingRead More
How often do you think about the questions you use in your sales process? Do you spend any time crafting questions that drive your buyer to make up their own mind and buy from you?
When you ask the right questions, you control the conversation. Questions allow you control the direction of their thoughts. Do you realize how important this is to your sales process?
When Is It Okay To Attack Your Competition?Read More
Apple appears to have pulled this off well and is making great strides into the personal computer market.
So, when is it okay to attack your competition? Is it okay?
What makes the Apple ads successful, even though they’re insulting the competition and potential buyer, while others fail miserably when trying?
