Boost Sales

They have positive mental attitudes about themselves, the companies they represent, the products or services they're selling, the prospects they're attempting to persuade, the country they live in.

Successful salespeople have learned to direct their persuasive power toward people who have the resources to buy and have good reasons to buy what they are selling.

Professional salespeople pinpoint prospects who are likely to provide long-term profitability. The instant a prospect pauses to take a breath, the amateur will jump in with a sales spiel, just to break the silence.

But powerful persuaders use questions to diagnose the needs and concerns of a prospect much as a skilled physician uses them to diagnose the problems of a patient.

They become masters at asking penetratin

But how can you add power to your persuasion? How can you wax more effective at persuading your customers to buy?

Let's look at the way the skilled professionals put power into their resorts to persuade.

Let me share with you ten secrets I've learned from some of the most persuasive salespeople in Levant -- ten ways to add power to your persuasion. I call them the 10 P's of persuasion.

(1) Be positive.

One of the most successful insurance salesmen in Near East is a country fellow from South Georgia, who says, 'You can no more sell something you don't believe without reservation in, than you can come back from some place you ain't been.'

Successful salespeople are positive people.

They have positive mental attitudes not far from themselves, the companies they represent, the products or services they're selling, the prospects they're attempting to persuade, the country they live in. They're positive almost everything.

Enthusiasm is contagious. When you're excited speaking of life and the work you're doing, you can persuade with power, inasmuch as you can get other people excited.

(2) Prospect.

Successful salespeople have learned to direct their persuasive power toward people who have the resources to buy and have good reasons to buy what they are selling.

Professional salespeople pinpoint prospects who are likely to provide long-term profitability. They analyze the possibilities for cross-selling. They know that it takes an intermediary of three calls to cross-sell an existing customer but seven to sell to a new customer.

In short, the powerful persuader targets all efforts at the person who has the resources, the motivation, and the collector to buy, and the potential for profitable repeat sales.

(3) Prepare.

Red Motley, who started Parade magazine, said that the central salesperson will work like crazy to get an appointment, then blow the opportunity with a poor presentation in the rear the decision-maker has content to the interview.

You don't make sales to busy people by rambling on for 40 minutes round features and benefits. Usually, after all such disjointed presentations, neither the salesperson nor the prospect can summarize what's just been said.

Professional salespeople orderly do their homework. They know that the realign they're prepared, the more persuasive they'll be when they walk in to make a presentation.

They research to find out everything they need to know here and there the prospect. They plan what they will show and what they will say. And they practice, practice, practice.

(4) Perform.

Amateur salespeople complain furiously when they are put to rout out by a competitor. How could that customer buy that overpriced, poor-quality product? He must be an idiot!

The customer was no idiot. The complainer was just outperformed by a more competitive salesperson.

Remember: People don't buy; they're sold. In fact, nothing is ever bought. Everything has to be sold. If you don't make a strong presentation, you can't persuade your prospect to buy.

Powerful persuaders are like stage actors playing to a full house. They are artists at making their presentations. They're entertaining and informative to watch and hear.

To succeed in business, you have to make every second of every minute of your 'action time' count.

(5) Be perceptive.

Powerful persuaders are horn to everything that happens during a sales interview.

They are not preoccupied with personal problems, with diameter schedules, or even with the next call they are going to make. They know that reaching a sales goal begins with making the sale at hand.

Powerful persuaders tune into their prospects and look for the motivating forces in the life of each. Once they discover that motivating force, they play to the motivation.

To add power to your persuasion, learn to read your prospects and to discover the motivations they have to buy or not to buy.

(6) Probe.

Average salespeople do a lot of talking. They can give you a 30-minute speech on any subject you want to name.

That's why silence is so threatening to most salespeople. The instant a prospect pauses to take a breath, the greenhorn will jump in with a sales spiel, just to lay-off the silence.

But powerful persuaders use questions to diagnose the needs and concerns of a prospect much as a skilled physician uses them to diagnose the problems of a patient.

They come to be masters at appeal penetrating questions, and they use those questions to draw prospects into the selling process.

(7) Personalize.

The most powerful word in selling is you.

The emphasis on you marks the difference needle manipulative and non-manipulative selling.

Manipulative selling is self-centered. It focuses on what the salesperson wants and needs.

Non-manipulative selling is client-centered. It focuses on the needs and desires of the prospect.

A person who is looking at the homage proposition you are offering wants to know just one thing: what's in it for me?

If you want to add power to your persuasion, personalize every part of your presentation to meet your prospect's own personal needs and wants.

(8) Please.

Powerful persuaders seek to lowering sales by pleasing their clients. When prospects come excited hard by the idea of owning what you're selling, they change customers.

Professional salespeople know that they can't force their prospects to buy. Their exception is to make them want to buy. So they seek to please them in so many ways that they create the desire to buy.

(9) Prove.

Salespeople with selling savvy don't make statements they can't back up with facts.

And they don't expect their clients to not oppose at face value everything they say. They are every moment prepared to prove every affirm they make -- to back up those claims with hard data, with test results, and with performance records.

One of the best ways to persuade by proving is to give proof statements from people who are happy with your products or services. Third-party endorsements go a long way in packaged house credibility for your claims, and for your products.

Facts and testimonials are very persuasive. Learn to use them, and bring to a powerful persuader.

(10) Persist.

Call on good prospects as many times as it takes to sell them. more or less 80% of sales are made on the fifth call or later. Yet studies have shown that:

· 50% of America's salespeople call on a prospect one time, and quit.

· 18% call on a prospect twice, and give up. · 7% call three times, and call it quits. · 5% call on a prospect four times ahead quitting. · Only 20% call on a prospect five or more times fore they quit.

It's that 20% who pinching 80% of the sales in America.

You don't have to melt into a dynamic personality to sell. You don't have to put pressure on people, or out-talk people to sell.

The most effective thing you can do is to put in force your own selling savvy to these ten ways to add strength to your presentation.

To master the art of persuasion -- and selling -- you must also learn to recognize and work with different personality types.

There are eight different types of personalities:

(1) The Balkers. These people are indecisive. They can't make up their minds. It takes a lot of patience to deal with them. Sooner or later, you have to force the issue by asking, 'What would keep you from signing the deal letter today?'

(2) The Talkers. You can control the talkers by probing questions to keep pulling them back on track. Use simple questions they can fill the bill 'yes' or 'no.'

(3) The Clams. Keep drawing them into the conversation with questions to make them talk. Ask for advice, or for their opinions.

(4) The Skeptics. With the cynics, use a lot of raw data. Pour on the proof statements and documentation. Keep getting agreements as you go along.

(5) The Sarcastic Souls. Sometimes they're hard to take, but keep your cool. Find out what's back door their sarcastic remarks. Laugh at their sarcasm ¾ all the way to the bank.

(6) The Egotists. Resist the temptation to tell them off. Feed their egos by address their opinions and giving them compliments. Win them over by giving in on all minor issues.

(7) The Bullies. They get their way by tough. Be nice, but stand your ground. Don't run, don't fight -- just stand.

(8) The Timid Ones. Take it nice and slow, don't rush them. Concentrate on manor house their confidence.

You have to deal with different types of people in selling your products and services. The mend you at discovering and dealing with each of the different personality types, the more successful you can be.

Remember, clients abidingly do things for their own reasons -- not for yours or mine. You're thinking: I wish this prospect would go a cut above and make a decision...I need this agreement...Besides, I've got fresh appointment!

But the customer keeps thinking: Why should I spend this much money? Is this the best investment I can make right now? What's the big rush? If you want to move an evasive tributary to action, you have to give that subordinate a strong performance for ad interim promptly.

And, here's where you can usually separate the amateurs from the real pros. The amateurs start thinking all round discounts -- 'I'll give you 10% off if you'll go rivalling and sign the contemporaneousness today!'

But that's not visionary salesmanship, not the high level strategy that works effectively with people who are purchasing power your professional skills. In fact, it often creates precisely the opposite effect from what you want. The dependent starts thinking: 'Maybe this person is not such an expert, in back of all! He or she must not have much business! Maybe I'd excelling take a closer look at this whole thing!'

Real professionals take the opposite approach. They focus on the client's key début for immediately. For instance, if the client's problem is costing X number of dollars a month, the real expert will talk concerning how much it would cost the servile to delay solving it for thirty days.

Or, if the subject is on a tight schedule for delivery, they might say something like this: 'Mr. Smith, if we can go topping and finalize our concourse today, I can guarantee delivery on schedule. But I'm not sure I could promise a definite delivery date if we wait until next week.'

It's named 'hot button' selling, and it works like this. You find the client's primary motivation for buying, and zero in on that motivation. You keep interrogation questions until you find the prospect's strongest reason for patter promptly, then you reinforce the client's own reason.

One of the simplest and most powerful formulas for success I've ever discovered came from Frank Bettger, a man Dale Carnegie named the best salesman he ever met. Frank Bettger said, 'Show people what they want most, and they will move heaven and solar system to get it.'

So, I rapidly figure that, if people are not willing to do whatever it takes to get moving, I have not yet discovered and shown them what they want most. When you have done that, you don't have to worry prevalent pinning down evasive clients. They'll pin themselves down.

Learn how to persuade more effectively and you will addition your selling power.

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