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Articles tagged "sales techniques":
146 articles found
Using Superstition To Persuade: "there Are No Accidents"
'Very superstitious, writing's on the wall Very superstitious, ladders bout' to fall Thirteen month old baby, broke the lookin' glass Seven years of bad luck, the good things in your past
The Edge: Persuade Using Our Ingrained Drive To Compete
Lately I've been really dedicated to working out and recently I noticed something interesting at the gym. My gym is most definitely not a meat market. A very large percentage of the patrons are there because they care about their health and not for dating purposes or to see and be seen.
I had a student ask me recently, "Kenrick, how do you keep track of all of these persuasion strategies? Every time we have a conference call or seminar, you pull out another technique adding to the dozens and dozens of techniques we've already learned. I can't even remember to use the 'unconscious hello'."
One of my students recently asked me, 'Kenrick, how do you keep track of all of these persuasion strategies? Over the last few years we've learned dozens and dozens of them and each call we have you teach us a new technique. I can't even remember to use the unconscious hello. . .how can I remember all of them?'
An Exercise In Rapport: Trying On Someone Else's Skin
You've heard the saying; you can't know someone until you've walked a mile in their shoes. This is a technique on how to gain rapport by jumping into another person, stepping in, sliding in, moving in, being in that person, figuratively walking a mile in their shoes. Harper Lee wrote in To Kill a Mockingbird, "You never really understand a person until you consider things from his point of view...until you climb into his skin and walk around in it."
Buyer's Remorse And How To Short Circuit It
When making purchase large and small, it is human nature for us to want to make sure we've made sound and proper decisions with keen determination and an eye towards value and greatest use.
Receptivity To Our Prospect's Energy
From time-to-time I like to bring up some concepts that might be considered a little woo woo. I ask your indulgence with this and suggest that if it works, even woo woo has value.
Gut Check: Calibrating With Yourself
The Oxford English Dictionary defines intuition as "the immediate apprehension of an object by the mind without the intervention of any reasoning process".
3 Things That Keep You From Sales Success
The three things you should never do are exactly what you're told to do, so this may be shocking to you or comforting. When you do these three things you're setting yourself up for a painful path to failure. It explains why over 90% of the people entering the insurance and financial services industries fail in less than three years. The first thing you never want to do is cold call. If you've tried it you already no it's a low failure ego eroding waste of time activity.
When interacting with our affluent prospects and clients we need to exude confidence and self assuredness. We need to really show them what we're made of. There's a point, however, where confidence becomes over confident and assuredness becomes arrogance. These are not good qualities in a sales professional. Competence, self assurance, and confidence are excellent things to be full of.
Insurance Sales: Sitting In The Coffee Shop Licking Your Wounds?
A poor sales conversation can get you off tracking. Even though you may not be aware you're doing it, after a bad appointment you shut down and don't function at your best. You're calling a time out. I encourage you to take a time out. Just make sure you spend that time in a way that provides value for you.
Tangible Symbols: Talismans For Affluence
Amulet and talisman have been around since the beginning of time. These are objects that either bring luck or protect from evil. I'm very certain, though I have no proof, that the first man to walk the earth probably found a rock or shell or acorn and thought to himself, 'This is a lucky item. I'm going to carry it with me to protect me.'
Tangible Symbols: Talismans For Affluence
Amulets have been used throughout the ages to protect the holder from trouble. Talismans are objects that bring luck. Both have been around since the dawn of man. Literally. I don't have proof, but I wholeheartedly believe that the first man ever saw a rock or shell and picked it up and thought to himself, 'This is a special item which will bring me luck and protect me from evil.'
Amulets (or objects that protect a person from trouble) and talismans (objects intended to bring good luck or protection) have been around since the dawn of man. Seriously, the first man probably saw a shell or a rock, picked it up, and thought, 'Hey, this is a great rock (or shell). I'll bet it's a special rock (or shell) and will bring me good luck and protect me from evil."
Tangible Symbols: Talismans For Affluence
Amulet and talisman have been around since the beginning of time. These are objects that either bring luck or protect from evil. I'm very certain, though I have no proof, that the first man to walk the earth probably found a rock or shell or acorn and thought to himself, 'This is a lucky item. I'm going to carry it with me to protect me.'
Last year I saw a documentary about the cult leader Jim Jones called "Jonestown: The Life And Death of People's Temple". It is the history of the murder/"suicide" of 913 members of the People's Temple in Guyana through photos, clips, recordings and interviews of surviving members.
I spend a lot of time thinking about persuasion. Over the last year and a half I've spent a tremendous amount of time thinking of self-persuasion and self-mastery and as a result have noticed some phenomenal results in my life.
Public speaking is hard. I remember starting out in this business, a business which necessitates a fair amount of public speaking, and before each big seminar I'd give, I would have huge anxiety for over a week prior to the event. My family would avoid me, even the dog knew not to interrupt me. Gearing up for events was chaotic and intense and only lead to a huge let down after the event (despite the event's success) because it was a huge release of energy.
Insurance Sales: Money & Sales
When a prospect tells you they don't have any money do you accept it? How about when they tell you they want more money? Both are a sales trap that result in "no sale" for you. When a prospect tells you these things is sounds very logical. Your natural reaction is to move on or wait until the will have money if they don't have money now. In nearly all cases you're missing an opportunity, but you don't realize it.
The Intent Behind Persuasion: I'm A Believer
There's a term we like to use in our culture which seems to be relatively new and quite pop psychology (if you ask me): baggage. It seems to describe and cover the gamut from dashed hopes, to tragedies, to past relationships that went awry, to frustrating experiences or setbacks in our businesses.