I find it funny when I talk to people who say things like, “Oh, I could never be in sales, that’s not my personality.” I believe this comes from the negative stigma of the “used car salesmen” type of salesperson, ignoring the fact that most business to business sales cycles today are high level and complex and require a consultative approach versus a hard sell attitude. Continue reading Everybody Sells! (whether they admit it or not) by Dan Drucker
Three key Ingredients to Boost your Perceptual Skills to the Expert Level:
We’ve all seen it first hand, that brilliant sales performance where the expert seems to nail every aspect of the selling interaction. But what exactly is that “it” in selling, the part that’s hard to put a finger on and we most often dismiss as simply having a knack or “it just comes with experience.” But when we peel back the onion a bit more, we discover the underlining intuitive actions that are actually at play. And not only can we unravel the mystery of implicit selling, thanks to science, we can now learn to repeat and improve these skills without sacrificing large amounts of selling time.
The key to successful selling is understanding a client’s buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy, and because your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion.
Stop using Features and Benefits!
How are you going to do it? Continue reading Stop Using Features and Benefits!
Both persuasion and manipulation are methods of convincing people to do something, react favorably to your ideas or change their thinking to match yours. They are based on some principles of human action and interaction. Though the two are similar to some extent, they follow different styles and their results are usually different.
Salesperson’s job is to persuade people, however careless adoption of persuasion techniques may lead to the concept of manipulation. Salespeople should understand the two concepts and try to avoid using manipulation to make sales. Here are some of the differences between them. Continue reading Persuasion and Manipulation in Sales