“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” ““ Dale Carnegie                                                                  

The more a salesperson sells me, the more I don’t want to buy. A good way to think of this is the push/pull philosophy. The more you push the more a prospect pulls away! Remember people are selfish, if you have a clear understanding of a prospects goal and the emotional triggers of reaching those goals, you’ll be far more successful at sales.

The more someone tries to win a prospect of their way of thinking, the more resistant they become. People never buy anything they are talked into, they make purchases on how the certain items will make their lives better! As a salesperson you must forget you’re in sales and become more of a counselor and uncover your prospects pain. The more time you invest understanding the pain of your prospect the better you can provide your product or service to correct the issue and make life better.

We’re being sold something constantly through advertising, popup ads, search, billboards and those around us. The truly great advertising is advertising that is emotional. In jewelry they shouldn’t sell gems and trinkets, what should be advertised is the moment that she’ll kiss you like you’ve never been kissed before! In car sales it isn’t about price, it’s about trust. The most successful car dealerships sell security, they back their words with guarantees! The most successful advertising campaigns are long running and emotional.

So here is the secret to getting someone to listen to you. Talk about them not you! Uncover their story, their pain, their problems and control the conversation by listening and asking brilliant questions. You were born with two ears and one mouth, use proportionately, the best sales professionals listen twice as much as they talk. They don’t care what they have to sell, they care about how their product will perform:

  • Solving a clients problems
  • Making a clients life better
  • Reaching a clients goals

They do this by listening and they go for the kill when they understand how to incorporate their product and service into the best possible widget the client could ever buy. Remember you must first have a complete understanding of your product and service before you can reach this level of sales.

Listening and not talking is the key to getting people to opt in on what you have to say, or what you think. Listening is so hard.  It seems to be against everything we’re taught in life.  To pursue what we want and do it vigorously. Ironically, the secret to influencing others is to be skilled at sincerely listening to them.

Here are 7 ways to persuade and influence others from Steve Bressert, PhD:

  • People are more willing to comply with requests (for favors, services, information, and concessions) from those who have provided such things first. Be informative provide research on how to better the prospects life!
  • People are more willing to be moved in a particular direction if they see it as consistent with an existing or recently-made commitment which is why when shopping for a car you are asked “What qualities are you looking for in a car?” What do you do for a living? How are you going to use this vehicle? Do you have family plans? Who’s driving this vehicle? Do you travel long miles?
  • People are more willing to follow the directions or recommendations of someone they view as an authority. Be that authority!
  • People are more willing to take a recommended step if they see evidence that many others, especially similar others are taking or buying or using it. What are your client’s success stories for the company you represent? Gather them!
  • People find objects and opportunities more attractive to the degree that they are scarce, rare, or dwindling in availability. The more specific the better! Example when Chrysler was faced with the threat of closure during the rough economy, the public was told they were selling them cheap and eventually there would be no more Chryslers!

People prefer to say yes to those they know and like. Get to know your clients before you go for the close! Make the process fun, educational and entertaining!  Tell stories, children always want to hear a story and that doesn’t change as adults!