When most salespeople start a conversation with a client, either face to face or through text, they start out with the intention of convincing the person overtly to buy the product. This is done generally by listing benefits, features, and creating positive emotions associated with the product, and amping to the max negative emotions associated […]
This Girl Said…
Wouldn’t it be nice to walk up to somebody, and tell them exactly what you wanted them to do, and have them do it right away? Maybe if you’re a parent, and the thing you’re telling your kid to do is something they want to do anyway.. Other times, it’s not so easy. Like if […]
Imaginary Friends
Napoleon Hill, the famous author of “Think and Grow Rich,” was adamant about having a master mind group. The funny thing was, it didn’t have to be real people. In fact, he had a group of “imaginary friends” that he’d collected from history. He’d “meet” with them once a week, and discuss various aspects of […]
How Did You Do This Before?
Whenever overtly persuading somebody to do anything, there’s plenty of tricks you can use. Many of these tricks require a large degree of rapport as well as information about your client. The basic strategy is to create rapport, elicit their criteria, and then show them how their criteria can be found in the product you […]
Cause and Effect
The human brain is wired to see cause and effect relationships, even where none exist. Evolutionary biologists believe this is to save thinking time. Studies have also shown that infants tend to perceive cause and effect relationships where none exist. You can leverage this when persuading people. How? Take whatever they are doing or experiencing […]
Alternative Universe Close
Here’s another closing technique you can work into your conversations, persuasions, etc. You can use this when closing clients or getting your kids to clean up their rooms. First step is to figure out what you want them to do. Next is to come up with some objections they might come up with. Next is […]
Neutralize Objections
Everybody’s got ’em, no matter if you’re trying to get your wife of fifty years to try out a new restaurant or trying to sell somebody you just met a fifty thousand dollar car. On top of that, nobody likes to be told what to do. So when they voice their objection, and you try […]
The Time Travel Close
A great way to persuade somebody to do something is to get them imagining all the benefits from taking your suggestion. Say you’re selling some kind of widget. On the one hand, you could memorize a whole list of features and benefits, and rattle them off and hopefully hit enough hot buttons to get a […]
Getting To Yes
Whenever you’re persuading, selling or seducing anybody, you’ve got to get them in the right mindset. If you walk up to a stranger on the street, and ask them to buy a watch, they’ll call the cops. But start a conversation about the weather, compliment them on their clothes, get them talking about their watch, […]
Pain or Pleasure?
One thing that’s essential when selling anything to anybody, or persuading anybody to do anything, is understanding what’s important to them. Sure, if you walk up to every single person on the street and try to sell them a slicer dicer, you might get one or two sales out of a hundred. But you’ll also […]
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