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Articles tagged "sales techniques":
138 articles found
Persuasion is, at its core, the study of human nature. Human nature is sometimes predictable, sometimes not so predictable. We are complex organisms and even if all things were equal (environment, education, parenting, nutrition, finances) there would be some of us who would achieve and some of us who would not.
Do You Need A Swift Kick In The Butt?
Ever since I can remember, starting from when I was a young boy, I've struggled with my weight. I was stuck in a body that didn't represent my mind's view of myself, but did represent a weakness I had in relation to food. It always brought to mind the Andrew Carnegie quote, "People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents." I knew that this struggle was holding me back from total mastery and it frustrated me to no end.
To Be (sneaky) Or Not To Be (sneaky)
A student of mine recently called me out on an example of presupposition I used wherein I used the relationship between a student and teacher to illustrate my point. She suggested (nicely) that maybe my use of the student/teacher relationship was a little sneaky and maybe I was trying to persuade my students.
Practical Persuasion: Ways We Learn
A student recently asked me, "Kenrick, how the heck do you keep track of all of the persuasion strategies you know? Each time we have a coaching call, it seems like you pull out some new strategy. I can't even remember the basics like using the unconscious hello. How can I remember to remember?'
Overcoming The Collective Negativity
"Luck is what happens when preparation meets opportunity." --Seneca, Roman philosopher, mid-1st century AD
Storytelling For Quick Rapport
So say you're face to face with a brand new prospect. They've heard a little bit about you, your reputation, what kind of a person you are and yet, maybe they still have some defenses which you are going to need to overcome before rapport has been established and they can feel good trusting you completely.
Organize The Clutter, Organize Your Mind
"Three Rules of Work: Out of clutter find simplicity; From discord find harmony; In the middle of difficulty lies opportunity." -Albert Einstein
Spare Parts: Segmenting Personality For Sales Persuasion
'A part of me really wants to buy your product.' What does 'a part of me' mean? When someone says, 'well, part of me wants this, but another part wants that', what is that person talking about? Well, one thing is, this is a way for us to talk about our experiences.
"All blame is a waste of time. No matter how much fault you find with another, and regardless of how much you blame him, it will not change you. The only thing blame does is to keep the focus off you when you are looking for external reasons to explain your unhappiness or frustration. You may succeed in making another feel guilty about something by blaming him, but you won't succeed in changing whatever it is about you that is making you unhappy." -Wayne Dyer
'Anyone who has never made a mistake has never tried anything new.' --Albert Einstein
"So it is said that if you know your enemies and know yourself, you will win a hundred times in a hundred battles. If you only know yourself, but not your opponent, you win one and lose the next. If you do not know yourself or your enemy, you will always lose." -Ancient Chinese Proverb
Visual Represetational Systems: See The Light
Representational systems, we all use them whether we're oriented visually, auditorily or kinesthetically. In previous articles, I've given an overview of VAK. These are the ways we view the world. There is tremendous value in gaining rapport with your affluent clients and prospects by focusing on their representational system. This article focuses our gaze on visual language.
The Dumb Leading The Blind: The Persuasive Power Of The Media
"The individual has always had to struggle to keep from being overwhelmed by the tribe. If you try it, you will be lonely often, and sometimes frightened. But no price is too high to pay for the privilege of owning yourself." -Friedrich Nietzsche
"I'd rather have a bottle in front of me than a frontal lobotomy." -Tom Waits
I've been updating my computer system (again!) lately and have been making periodic trips out to the local super computer chain store in my area for this or that. A fair amount of the time, I'm able to find what I need, get in and out, without much hoopla. But when I'm looking for a more expensive piece of equipment, I have experienced a little of what I'm calling the Attack of the Sales Zombies.
Reframing Obstacles Into Opportunities
"It still holds true that man is most uniquely human when he turns obstacles into opportunities." --Eric Hoffer
"Be miserable. Or motivate yourself. Whatever has to be done, it's always your choice." --Wayne Dyer
"The saddest thing I can imagine is to get used to luxury." --Charlie Chaplin
Here's a bit of an advanced technique. It's called future pacing and it works to remind your prospect or client of all the reasons they made the decision to buy your product or service. It transfers all of these reasons to a future point in time and triggers your prospect to remember them when an anchor is fired off.
How To Maintain Good Boundaries In Rapport
"It is the business of thought to define things, to find the boundaries; thought, indeed, is a ceaseless process of definition. It is the business of art to give things shape." -Vance Palmer