How to Be a Persuasive Salesperson
If you’re in the business world, perhaps the most challenging part of the entire experience is selling. Indeed, nothing is more nail-biting than waiting for the other party to decide whether he or she agrees with you on the merits of a certain product or not.
You will likely go through countless books and spend long hours of research on topics like negotiation training, business plans and strategies, resource management and obviously, selling. But one of the most important tools a salesperson should possess, in order to be successful in selling, is persuasion.
First, the attitude of persuasion comes from within. You have to believe and convince yourself that you can sell, and sell a lot!
You have to orient and tell yourself that you have the capacity to offer a product or service to someone else; have him need what you’re offering.
If you cannot develop that sense of persuasion in yourself, then it would be very difficult to become a persuasive salesperson. Develop the attitude and belief of being a persuasive salesperson even to the least of things. How? Persuade yourself first.
Two, you cannot sell something you do not know anything about. You can have a hundred stocks of the best and latest necessity known to man; but without knowing a thing about it, you would not be able to sell a single item. So to be a persuasive salesperson, you have to know the details. Research and study. You have to know the most intricate details of what you’re selling because people are going to be asking a lot questions about it and in many circumstances they are would want to put you down.
Even if you’re simply trying to be a persuasive food salesperson, you have to know what you’re offering. Vegans, vegetarians, ornish, and pritikin consumers are going to be asking; and you are the only one who can respond. You wouldn’t want to buy from someone who himself is doubtful over what he’s selling. If you can’t respond, then you can’t sell. You can’t sell what you know nothing about.
Finally, there’s confidence. Now that you’re equipped with the attitude and knowledge on how to be a persuasive salesperson, you can try overcoming that fear inside you to come up to that person and persuade him that he needs what you have. It’s that same fear that separates the common salesperson from the successful ones.
This is the time you should begin asking yourself the “What-Ifs”. “What if he ignores me?” “What if he’s in a hurry?” “What if he doesn’t need it?” These are the questions frequently asked by those who don’t have the other two qualities on how to be a persuasive salesperson. If you know you can sell and you know what you’re selling, confidence will materialize independently. Then you can casually come up to anyone qualified and sell successfully.
The power of persuasion is an indispensable tool and you should honour your skills within these three principles. Keep them to heart and before you know it, you’ll be earning more figures than you can ever expect.
I have adopted the points mentioned above from the book written by the expert persuaser Michael lee. His book “how to be an expert persuader” has help many people to over come their fears in selling including my self.
if you want, you can click here to view his book
How To Be A Strong Negotiator
By Michael Lee, Author of “How To Be An Expert Persuader”
Negotiation is a normal part of our lives. Everyday, we engage in negotiation when we try to convince the cab driver to drive a little faster and try to take a new route to your office, when we tell our teachers that we need another day’s extension for the term paper that was due yesterday, when we ask our parents to increase our allowance, or when we tell the police officer that we were speeding for a very good reason and should be spared from being issued a ticket.
Everything we do involve convincing of some sort – whether it’s with other people or with ourselves.
What does it mean to be an effective negotiator? Powerful negotiation means having strong persuasion skills. We must be able to successfully persuade others to take our side of a certain situation, whether verbally or subliminally.
Aside from being effective in persuasion, we must also be very good listeners. One effective way is by reading emotions through body language. After all, how else will we be able to win another person over if we don’t first listen to what he or she is trying to say? Here are five things you should consider in order to turn your negotiation skills into powerful tools for persuasion.
1. Learn to listen – If you’re doing face to face negotiations, let your interest show using body language. Lean toward the speaker and respond to the statement he or she makes to signal that you are recognizing his or her opinions. Make eye contact. Prevent yourself from being distracted by the people and happenings around you.
Ensure that the other person knows, or at least, has the impression, that you are listening intently and are interested in what he or she is discussing. If the negotiation process is done via other means (not in person), try to be direct with your questions so you don’t waste each other’s time. Be patient in waiting for your turn to speak. Listen to the words unspoken as intently as the words that are actually blurted out.
2. Know what you want and aim to get it – Before you begin negotiating, you should already have a goal in mind. What do you want to achieve from the discussion? Be honest with your objectives from the start and don’t beat around the bush. If you are direct, the other person will be encouraged to be very clear about his or her plans, too.
3. Be organized – Similar to tip number two, you should be prepared with what you’re going to say before you enter into any kind of negotiation. Write your objectives down so you don’t stray.
4. Don’t judge – Pay attention to facts and avoid letting your emotions and pride get the better of you. Remember, you and the other person are in the same boat. He or she is also trying to persuade you into taking his or her side. Be open to a compromise.
5. Ask questions – When something isn’t clear, ask. Don’t let your passion to win the negotiations rule over the need to also get the other side’s point of view clearly. And even if you already know the answers, you might not. Asking questions will ensure that the two sides are still in the same language game and are still referring to the same issues.
In sum, powerful persuasion succeeds effective negotiation. If you know how to listen and air out your points clearly, the easier it will be for you and for the other person to reach an agreement. Negotiating does not mean winning a hundred percent. It means learning to accept and work with what works comfortably for all parties involved.
About the author Micheal Lee
Persuasion Techniques to Handle Difficult Customers
Persuasion techniques are essential to apply in the field of sales and marketing, as dealing with an irrational customer is one of the toughest situations you can tackle. How do you exactly alleviate the fury of a buyer who is livid because of something you, the service or product, or your company failed to perform? This is where influence and persuasion techniques may come in handy.
Because the field of sales is not a walk in the park, there will be times when you will be shouted at, and even hurled harsh words by clients who are not satisfied. Don’t be alarmed. This is a normal situation. And being so, there are ways to rise above them so that you don’t break down, too.
First, find out what the client is angry about. Is he complaining about your service? Is he unclear about certain points in the agreement or the product? Did the problem come from you or did it spring out of his frustration over something he misunderstood? What are his sentiments exactly?
You can find this out by being calm with the client, no matter how irritable he is. Ask politely what the problem is and request that he explain it to you. Don’t interrupt and try to defend yourself or correct him while he explains. Wait for him to finish and then enumerate all your responses to his problems.
Often, the customer does not really want to know exactly what you are doing to rectify the situation, only that you tell him that steps are being undertaken to correct it, and when precisely this is expected to be solved. One thing clients hate most is continuously waiting for solutions that are not certain to happen.
When you have figured out what he needs, level with him. Building rapport with your client is one of the best ways to get into a straight conversation with him without the flare-ups. This means adopting his current mood. If he is angry, let him know that you understand his feelings. If he is frustrated, empathize. Clients appreciate people who they know feel their pain. When you have succeeded in this, you can expect to have a much calmer discussion right after.
Don’t say something like “I’m sorry for that. I’m already on it.” Instead, say something like “I understand that you are angry now. I will feel the same if I were you. Rest assured that I will do everything in my power to correct this matter as soon as possible. I will constantly update you of the developments as I progress.”
Handling an irate customer is not so difficult if you know how to level with people. Think of it this way. If you were in his shoes, you would be feeling the same way, right? How would you want the other person to face you then? That should always be your guiding strategy. Build rapport with the use of proper persuasion techniques and, together, seek solutions. No issue has ever been solved by an argument.
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Persuasion Strategies of a Good Leader
The persuasion strategies of a good leader consist of the drive to succeed, preservation of the group, and attainment of a common goal. As a good leader, persuasion is vital to meet the group’s goal or objective. You must have the instinct of incessantly finding yourself seeking fulfillment through directing others to success.
Qualities of an influential leader
Thus, you have to influence others to follow in order to meet the team’s need of achievement. You also have to make quick decisions regarding the group to protect their best interests. Some members may not understand your nature or may even feel it unnecessary or simply wrong; but through persuasion, your followers will heed.
Persuasive leadership strategies
Persuasion strategies also leads the group to attain a common goal as you may try to show the process, the end results, and the rewards of accomplishment to encourage them that their efforts will not be in vain.
These persuasion strategies used to accomplish the following stated above are strengthened by repetition and done through different methods varying with every leader.
But it is you, being a good leader, that defines the appropriate ways to do so, selfless and team-concerned. You must neither use coercion nor persuasive force, but gentle kindness. There is no such thing as willful submission with the use of force. If there is, it is bound to fail or short-lived.
Be open and honest with the consequences at hand and do not give false promises just to make your group comply. You must be the type who steps into the battlefield first and leaves last. Through your own selfless example, the group will be persuaded that their best interests are served; thus allowing them to willfully follow. Some may even give up their own best interests for the sake of the group’s well being.
To learn the effective persuasion strategies of a good leader, recognize your members’ needs and learn how you can work together to attain them. Convince them that there is joy in the sense of fulfillment, preservation of the group itself, and the rewards of an accomplished goal.
It is only in the beginning that persuading members is rather difficult; but as you and your team grow and they see that you are progressing towards a common interest, they will follow. Also, establish rapport and build a trusting environment so that the group’s future pursuits are ensured with unquestioning faith.
Strengthening Your Persuasion Strategy Through Repetition
Once is enough for the wise man, they say. But in the world of sales and trade, there is no such thing as an arrangement being confirmed just once. In order for you to finally close that deal, you will have to exercise a number of sales techniques and persuasion strategies, and one of the most effective is repetition.
The more you repeat the benefits of the product or service you are selling, the more it becomes natural to you and your prospect. It is this feeling of naturalness that you want to accomplish; because when an idea becomes second nature, it won’t appear as if you’re trying to sell; but instead, you’ll just be highlighting the obvious.
After watching a certain advertisement on television, notice how we find ourselves humming the ad’s catchy jingle even while we’re doing something else. That’s repetition in action. In fact, it operates on several levels.
Repetition is necessary to retain a certain piece of information to memory. For example, if you need to learn a certain poem, you keep repeating it to yourself, even in your sleep, so you could commit it to memory. This method is also needed to promote a better understanding of a certain idea or issue. Thus, if you want to convince your prospect that your product is the best in its industry, then you will have to keep repeating its benefits and the awards (if ever) it received to persuade him.
Repetition also breeds familiarity. The more often you reiterate the merits of your product, the more likely your target buyer will feel and think that what you’re saying is the one and only truth. There might be other brands in the industry; but if your prospect is most familiar with yours because of your advertising strategies, then he is likely to buy what you are offering.
Of course, repetition should not be overdone as familiarity can also breed contempt, as the saying goes. If you bombard the buyer too much, you will appear desperate, your campaign will look forced, and your approach will seem irritating. You want to win your client over to your side, not drive him away by being too pushy.
There is a method to successful repetition, and that is moderation. As with anything else in this world, too much is too much. If you start annoying your client with your aggressiveness, you’re not likely to get any positive response from him or his network (who he will most probably tell) now or any time in the future.