6 Solid Tips for Becoming More Persuasive

Sales is all about the art of persuasion.

Benjamin Franklin once said “If you are going to persuade, appeal to interest.” Which is exactly what you will need to do to become good at persuasion and therefore, closing sales.

The author of the book Riveted, Jim Davies is well aware of this common principle, and gives six solid tips inside for understanding the interests of the human brain. If you’re into sales and know this, you will certainly have an advantage over the rest.

1.) We are interested in stories about other humans

Info tells, stories sell. If you can tell great stories that capture people’s attention, well, that’s not all you may be capturing that day…

2.) We pay close attention to things that we hope or fear are true

Accidents, houses burning down, terrorist attacks, etc. Think about the last time your attention caught one of these and became riveted.

3.) We delight in finding patterns

We like being able to identify things that we easily recognize, and like to receive confirmations that “we are right about something we believe in.”

4.) We are attracted to incongruity, apparent contraindications, novelty and puzzles

We like some things that can challenge us, learn grow, etc.

5.) The nature of our bodies – that of our eyes and other sense organs – affects what kinds of things we are drawn to

You may not know it, but something on a biological level may be what makes you attracted to that certain type of person, color, etc.

6.) We have certain psychological traits – many of which have evolved – that make us like and dislike, believe and disbelieve, and so on

We have engrained beliefs about certain things, which can affect whether or not we like things, dislike them, or even believe them to be true or not.


Learning to incorporate these characteristics of the human brain into your sales skills can be just the thing you need to excel; without having to use gimmicks or tricks, but just good ole’ fashioned human psychology.

5 Common Sales Objections That Everyone in Sales Should Know

If you are now or ever have been in sales of any kind, you are probably all too aware of some of the objections that people will come up with. Depending on how well you are able to combat these is what will ultimately determine what kind of success you see in the sale industry, no matter what it is that you are selling.

Despite the many excuses you may have heard in your time, there seem to be five that reign supreme, and show no sign of disappearing any time soon. Get to know them well and sooner or later they will come natural to you.

1.) Time

One of the biggest excuses for people backing out of or avoiding a sale is related to time; not having enough time to go over the details about the product/service being sold, not enough time to use it, or even hey, it will take too much time to put this into use.

2.) Money

Another monster of an objection I hear the most pertains to money. Some people simply have trouble letting go of their hard earned cash, and who can blame them? Others will simply think prices can be too high or even too low.

3.) Lack of Information

While some people know what they want, others will believe that they need more information before making a buying decision. Usually they have enough info and the problem may lie somewhere else but still, if people don’t think they have the right information then they will have a lot harder of time buying.

4.) Partner/Spousal Approval

It can be common courtesy to fill a spouse or business partner in when it comes to making a buying decision, but this alone can sometimes be the biggest barrier to making a sale. Especially since the buyer is more often than not attached emotionally to these people in some way, making the decision even harder in some ways.

5.) Trust

The key to getting more customers in any field is to get them to know, like and trust you. Many people have an ingrained bias towards salespeople at it is, so trust can be a common problem during a sale.

If people don’t have a reason to trust you then they will flat out not buy from you, or it will take some more time to do so.

 

Image credit: www.jobslayer.net

Why Do ‘Sales’ Have a Bad Stigma Attached At the Hip?

sales

People love to buy but they hate being sold to – why do you think that is?

Rather than give you a boring introduction, let’s just dive right into the investigation.

Take a second to think about it though.

If someone is trying to sell somebody something they didn’t want in the first place, the may become resentful of that whether it’s at the time of buying or later on when they have had time to think about it more.

It’s wasn’t really their decision that made them buy whatever it was in the first place that they bought, but rather some one else persuading them.

This happens all the time.

Think about a time when you went to a car dealership with a specific set of options laid out beforehand, and a salesman tried to take you attention in a whole other direction. Car salesmen alone are one of the big reason the sales industry has such a bad reputation, and it’s been that way for decades. Luckily, buying cars online is slowly breaking this stereotypes down more and more.

On the other hand though, when people feel in control over their purchases, they are a lot less likely to form the opinion that sales is bad.

What’s the Point?

It’s taken a long-winded response to explain myself, but my point is that sales having a negative perception is greatly influenced by the mindset of the person that is saying it.

Being in control of yourself and your decisions generally gives one a more positive mindset than a negative one that usually causes a person to not have as much control, and feel more likely to have been taken advantage of by a salesperson.

Of course this is all just my own person theory, but it is based on the books I read and other materials I am constantly studying on the subjects on sales, business, psychology, how the human brain function and why, and so many more.

I will be back in the near future with more advice, perspectives, and tips on all of these subjects, and welcome you to come back and see what I’ve got to share.