I know that is a bit of of a bold statement but after years of teaching persuasion and observing what is out there I have to conclude that 90% of what people think of and amazing persuasion techniques actually have little or no impact at all. Some may give you a 1%-5% advantage but really… it that enough?
No
Then why is it that so many people go on the quest for the Holy Grail for the magic sales technique that will finally make them millions?
Simple… that is what they have been sold! It is BS. OK so her is a short list of things that sound like great advice but are complete BS. Desperate salespeople are the biggest suckers on the planet. They will buy just about anything. One client had shelves and boxes FULL of tapes, books, audios DVDs and ‘special reports’. He bought everything.
1 Get the best script/ presentation- I have one guy who spends days writing out scripts using all kinds of persuasive language. He writes them over and over again until it perfectly fits what he wants to present. Sounds smart huh? It is a complete waste of time because no one magic presentation is going to fit everyone you are talking to. It is not going to fit your personality. It is not going to create a connection. In other words it sounds like a script and that is irritating to people.
2 Get them to like you with rapport- That is great advice if you are trying to make friends but it is not great selling advice. It just gets people really comfortable at saying NO. People with a problem to be solved do not need someone who is just like them. They need someone who can solve their problem. When you use rapport to get people to like you the real effect is that they feel you are just as lost as they are.
3 Educating your client- Nothing irritates someone more than having a salesperson treat you like you are stupid. I have one salesperson who keep falling into the trap of teaching clients about what they do and what they offer. Any sentence that starts with “Let me explain why we do X” should never happen. Yes it sounds like a good idea but frankly you just sound like a jerk. Every salesperson I know who does this seems to have to work twice as hard as those who know other skills.
4 ABC… Always Be Closing- Yes that is a sales meme that has been around for decades and it is complete BS. If you are always pushing for the close then you are no longer selling. When people do this to me it just irritates me. I feel like I am not being listened to. Yes you can use this and bully people into buying but… They will not buy from you twice and you can forget referrals.
5 A stack of objection answers that you think gets rid of the objection- Everyone knows that objection are just really excuses. Those excuses have an emotional basis for showing up. Your logical answers have NO IMPACT on emotional objections. When you focus on the objection… I need to talk to my spouse… with the classic answers like: Great get her on the phone and I will be happy to talk to her… You are not handling the objection, you are trying to herd cats. The excuse is not the objection.
The worst part of this BS is that it gives the sales person an artificial sense of having sales skills. When they don’t work they blame themselves not the BS. Then they go out and search for more BS that will finally get them the sales they need.
What is the answer?
Allow me to offer you a thought that some salespeople hate to hear.. Every sale is an EMOTIONAL decision.
In 1994, neuroscientist Antonio Damasio conducted research that has become the basis of ongoing discoveries in this area. He uncovered that people who did not have a fully functioning emotion center of the brain were unable to make decisions even when presented with simple decisions as choosing what food to eat.
READ THAT AGAIN!
What does that mean to you as the salesperson.. Easy.
The MORE logic and reasoning you use into your sales presentation the LONGER it takes people to make a decision.
The problem is the most salespeople try and use logic and statistics to sell without engaging the emotional part of the brain first. When someone has made an emotional decision they THEN will use logical information to justify that decision.
Research has shown that 80%-90% of the buying decision is made EMOTIONALLY
The only question you should be having at this point is…. what is the best way to get people to feel what they need to feel in order for them to make that emotional decision?
You could talk them into it
You could give them enough facts until they have a happy reaction
You could wait until they are in a good mood to sell to them
These may work but may not…. and they take a LOT of time.
The easiest and fastest way to get someone to make an emotional decision is to learn how to instantaneously get someone to feel the PERFECT feeling they have to feel in order to make the decision. Then how to attach that feeling to the decision you want them to make.
This applies to:
Selling
Managing people
Interviewing for a job
Getting a raise
Raising children
Even asking for a DATE!
There is only one way to learn to do this that is instantaneous, effective and easy to use on a daily basis.
Come to our seminar and learn to use Anchoring for Persuasion and Influence. We are the BEST in the world at this particular skill.
Our next one is in London in July… I have to be honest here we have been really scaling back overseas seminars. I am not sure when or IF we will be back in Europe. That is no BS. If you miss out on this you will have to travel to the US to get these skills.
Here is what you can do right now. Pop over to this page and read it. See what we are doing and how it can fit into your life then ask yourself…. Would this be useful and help get me the life I am working towards?
BTW That client that had the shelves full of books,tapes, and ect…. After he learned this he THREW THEM ALL AWAY or sold them on Ebay to desperate salespeople 🙂
http://www.persuasioncodes.com/home/london-2016-anchoring-masters-boot-camp/
We will also be holding this seminar in Clearwater Florida in late August
http://www.essential-skills.com/clearwater-2016-anchoring-mastery/
You can also join our Facebook group https://www.facebook.com/groups/persuasioncodes/ to ask questions and find out more