Proven Most Effective Persuasion Techniques in Selling
Kevin Hogan
The three most common questions I get are these:
- How do you know what techniques to apply and when?
- How can I tell who will be the best salespeople? (From managers)
- If you had to rank all the laws of persuasion and techniques you teach what would the order be?
Dedicate yourself to the end of this article and I promise you will never have learned more about persuasion and influence in selling in one sitting...in your life!
The research is detailed in the upcoming Science of Influence 37-48. Here is the beginning of the actual results. I'll answer, at least in part, all three of these questions today for you. As if that isn't enough, here are four other secrets from current research in selling with influence techniques that I want to share with you.
- In this article I want to show you what the number ONE best selling persuasion technique is. I'm not saving it for later work.
- I also want to show you the 8 valences people fall into when selling and then show you WHO WILL SELL THE MOST.
- You'll also discover what sales approach is FAR AND AWAY the most profitable...and yet less than 4% of all salespeople utilize it!!!!!!!!!!!!!
- I've also got a couple of secrets for you....Read on.
There are a number of specific factors we study and have found out what works and what doesn't. First the selling environment needs to be considered.
a) Live Encounters/Retail Environments. This is anything from a Bank to a Barber Shop...when you are face to face with someone and money will ultimately be moved from account A to account B.
Your home is a retail environment when someone is invited in the front door who could do business with you. Lunch with your insurance agent is a retail environment.
b) Media. This includes an environment like a magazine, newspaper, TV, catalog or website. Anything where a human being is NOT talking to another human being.
Each of the above has several subsets as you can see but these are the fundamental two points of purchase.
For the purpose of this article we will look at the retail environment. Media is entirely different.
Next you want to break your research into whether the buyer is a man or a woman.
Then you need to look at why the person is shopping. (Just out and about? Specific Purpose?)
Finally you want to look at the style of the salesperson. (Ingratiating, Passive, client centered, etc.)
We'll begin with the last element first: (Forgive the "note taking" of this article, it is indeed culled from my notes for the CD program and not the other way around!)
8 Most Common Self Presentation Valences in Selling
(You might want to pick out which you are, so you get an idea how this works.)
- Ingratiator: Wants to be liked. Is friendly, praises buyer, is helpful, is kind and positive.
- Task Oriented: Control the customer. Get the job done and move on.
- Client Centered: Understand customer, ask questions, diagnose, respond accordingly.
- Passive: Leave customers alone, don't engage.
- Intimidator: Is seen as tough. Might use displays of anger or threats.
- Self promoter: Wants to be seen as competent, effective, successful...will try and boost credibility by trying to appear smart or talented.
- Exemplifier: Appears dedicated, committed, self sacrificing.
- Supplicator: Appears needy, helpless, in need of nurturing.
If you had to pick one or two of those that might define you best, which would they be?
Now hold onto that and let's look at some of the key PROVEN ways to generate increased revenues in selling with persuasion techniques.
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Kevin Hogan
Network 3000 Publishing
3432 Denmark #108
Eagan, MN 55123
(612) 616-0732
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