Aug24
Get What You Want With Persuasion Techniques
Posted by Nick in Industry specific sales training, Sales Training To Improve Sales Results | 0 Comments
File under Persuasion, sales skills, Sales Training, techniques
By Nick Moreno
Persuasion skills are a powerful set of tools that top sales professionals master and use to earn a living. They use persuasion techniques to influence others and change attitudes and beliefs about products and services. Yes, persuasion techniques are quite powerful and should not be taken lightly. But, what exactly is the power behind the skills of persuasion?
As someone involved with salesmanship, I deal with persuasion techniques every day. In my work with salespeople, I show them how to influence prospects through the art of persuasion and how to use those skills to change a “no” to a “yes”. That’s so powerful that one would think the practice of persuasion techniques should almost be controlled and regulated.
Persuasion Techniques
Salespeople are not the only ones that posses persuasion techniques and practice the art of persuasion. Diplomats, lawyers, counselors and a host of other professionals rely on persuasion techniques to influence others. Their ability to practice the skills of persuasion could be the difference between career success and failure. It makes me wonder why “Persuasion Techniques 101″ isn’t a required college course. All can benefit from solid sales training.
Salespeople know that the practice of persuasion techniques involves a communications skill known as the “sales process”. The sales process is a persuasion process that consists of a series of well-defined steps. Salespeople use these persuasion techniques to influence the purchasing behavior of potential clients. Top sales reps know all about building rapport with sales prospects and overcoming sales objections. Yes, they are the masters at persuasion techniques. They use open ended questions to uncover what’s on their prospect’s mind.
The Art of Persuasion Techniques
As a persuasion technique, the sales process is very structured and quite powerful. It begins by getting a prospect responsive to and interested in the salesperson’s message. Eventually, the prospect is convinced that the benefits of a product or service are well worth the cost. There are nine steps in the sales process.
Persuasion techniques, as practiced by top sales professionals, never cross the line and become some form of manipulation. The sales process has nothing to do with tricks or manipulation. Anyone that thinks differently has a poor understanding of professional salesmanship. Any salesperson that thinks they can use persuasion skills to trick someone into giving them an order will not last long and should consider a new career.
PERSUASION TRAINING VIDEO
LEARN MORE ABOUT THE SALES PROCESS
Persuasion Techniques And Strategies
Top sales professionals know that at the end of the day, they must deliver all they promised. Orders need to “stick” and not be canceled. For many salespeople, repeat business is the difference between success and failure. A salesperson needs a list of customers they can use as references. Salespeople need clients to refer them to new prospects. None of these things will happen to a “salesperson” that can’t deliver all that they promised. That’s why the top sales professionals always under promise and over deliver.
Persuasion skills are quite powerful and the proper use of persuasion techniques requires sales strategies and training. If you are interested in learning more about the art of persuasion, I recommend you get some sales training on the steps involved in the sales process. You’ll find these persuasion skills and techniques in “The Progressive Sales Process”.
Nick
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