One of the most common questions I get is "Which techniques are the easiest to use in marketing/selling?"
Some variation of this question is asked of me several times weekly at our Q and A page at Find the Answer Now!
The answer, of course, is to combine information you are already familiar with and blend in simple new ideas.
Then when you master the more basic stuff, THEN use more advanced patterns of thinking and strategic applications.
With minor alterations, the value of this particular model is great when you add a few artistic strokes to fit your situation.
There are lots of ways to influence, to sell.
Context and client will determine which model you would select.
Each tool of influence you discover in The Science of Influence CDs V. 1-60 for example, you can apply with great success in conjunction with at least one of the 10 keys in the following model of influential communication.
Before going through the 10 Critical Elements of Influence in the 21 Century Selling Model, you should be aware that some of the keys are necessarily things you've heard before. That makes for easiest and most obvious application and synthesis of new ideas.
At least that is what I'm HOPING!
I hold my breath as I skip all contextual elements (i.e. your past relationship with client, your client's expectations of you, the kind of a day you know he's had, the location of your conversation, the weather, the other people in the meeting with you) in order to give you a subcontextual framework to sell.
1) Managing Your State of Mind in All Situations
Your state of mind is one element of the sales process that you have a great deal of control over. Your state is generally considered to be made up of three elements, two of which you can control and one of which is difficult to control.
A) Your Internal Representations
There is no question that the pictures, words and emotions you experience in your mind, are in large part under your control when you leave 'life by autopilot' and attend to them.
If your internal representations are sabotaging you, then you need to take back control of your mind.
You must begin to paint new pictures for yourself. Begin to see your life as more likely to succeed. Never get cocky and be positive. Just have the knowing certainty that you do with knowing the gallon milk is in the fridge right where you left it the day before...with the realization that someone else could have used up the rest on their cereal this morning. In other words...you "know," you are "certain" but you aren't positive.
Begin to see yourself as becoming competent in understanding the behavior, actions, and thinking of other people. Realize that as you become effective in understanding the workings of others, you become more in control of yourself.
Your Internal Representations include what you say to yourself when you talk. These representations include the tone of voice when you talk to yourself. If you don't like what is going on in your brain, change it now.
Remember 90% of the time, you are on autopilot and have not chosen what is happening between the ears.
Especially when in important communication realize that you didn't have a clue why you said what you just said and that now you will consciously select what you want to think and what you need to say to your self and your client.
You can change the tone of your voice when you talk to you from one that implies, "You Dummy" to one that commands, "You ARE going to do great."
In the moment that is a nice change to experience. If you screw up you can lash yourself later.
When you experience pictures that create a sense of hopelessness, immediately change the picture to a struggle that ends with your success instead of failure. Don't use some stupid "wiggle your nose" philosophy like 'The Secret'. When I suggest to you to end with success I also mean to have played the ENTIRE MOVIE of what will happen including all the struggles, outbursts, objections, trays falling, people coming up to your table and interrupting you...everything. THEN SUCCESS. Anything short of this will CAUSE NO CHANGE.
Taking an active role in your self-management is very important to your success as a highly effective salesperson.
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