How Sales People and Managers use Bullsh*t to persuade you.

Seminar

 

There is barely as day that goes by when you are not trying to convince someone of something. You might not even think about it. It could be as small as where you want to go eat to trying to close a million dollar deal or even interviewing for a job. Here are the tactics of weak salespeople, bullies and dingbats.

1 Overwhelming facts

The weakest strategy for convincing someone is facts and logic. If facts and logic were persuasive there would be no need for sales people. There would be no need for advertising.

I hear it all the time. “They just don’t understand the benefits”.

The truth is that facts and logic are how most people justify a decision they have already made. They are not how people decide.

When trying to convince someone they are not going to make a logical decision. The first thing they are going to do is decide if they trust you. The second is they are going to have a feeling about the subject you are trying to convince them of. THEN…. they will use facts and logic to support those feelings.

Yeah I know there are tons of sales tactics out there but the bottom line is there is no amount of information that will overpower how someone feels about you, your product or how it fits their needs.

You need to use emotion and strategy to get them into the states that open the door to your logic and information. That is done bu learning how to anchor the right state and then fire the trigger at the right time to have emotional impact. Once that door is open with the right emotional key you have an incredible amount of leverage and influence.

2- Intimidation

Persuasion by intimidation will always shoot you in the foot in the long run. I am sure you have seen it.

Kim went in to join a gym and the sales guy gave her the tour and then took her to an office to begin slamming her into buying today. If you have met Kim you might understand what this was a bad idea from the start.

The proceeded to try and push the contract down her throat by force. His final tactic was at the end when he tried to intimidate her by saying she must not really want to get in shape…. She agreed with him and left. Not exactly what he had planned…

I had one sales guy tell me that when he did was not getting the sale he would dominate the prospect by ‘teaching’ them why they were wrong and did not understand the offer. This attitude comes off as arrogant not helpful.

I have seen managers and business owners try and do the same thing. The get people to do things through fear scarcity and punishment. That is not how you get a great customer or employee. What you have is someone who is complying until they find a better choice. Once they find that choice you are gone and they will never come back.

Weak sales people and managers use intimidation to make up for their incompetence. They try to overpower the other person’s resistance by making them feel weak and stupid.

What you need it no establish connection that creates LOYALTY not fear. A loyal customer will stay with you forever. A loyal employee will work far harder that someone under duress. One way of doing that is eliciting states of agreement and loyalty and using those states when you want a client or employee to reach their full potential.

3-Excitement

When crappy sales people, marketers and managers run out of ideas the next thing they try and do is GET YOU EXCITED!!!!!!!!!

Amazing super spectacular one time only limited availability get rich now get all the sex you desire and become the most powerful person in the universe…. WITH NO REAL EFFORT!!!

The problem with trying to be persuasive using excitement is that the feeling of excitement fades pretty quickly. It is a leak state and all peak states are impossible to maintain for longer than about a minute… if that long. You have to keep exciting someone with bigger and bigger claims or promises.

BUT WAIT THERE IS MORE

Well there has to be because they have to keep throwing fuel on the fire because the fire goes out quickly. They keep stoking that fire until they get to the point they ask you to BUY NOW!!!

You know what… for a one time sale in just might work…. or after the excitement fades they feel ripped off and return the item or rebel against the manager.

The other thing is that using constant excitement is exhausting.

WHAT IS THE ANSWER???

If you understand how the brain works and how it creates powerful associations then you can quickly find the perfect state that someone goes into in order to follow directions, buy, agree or disagree. Then you can set trigger on those specific feelings in order to have invisible influence that lasts. The trigger will work forever if you don’t violate the feeling by not doing what you promise or delivering quality.

Doing this by using the best position of influence at the same time becomes an essential tools for all areas of your life. This one tool should be taught in every school there is before someone enters the workforce.

This is why you need to learn real world anchoring skills. When you anchor someone you have an instant button that you can push anytime you want in order to get them to feel the emotion you want then to feel? Then you can use that emotion to punctuate certain parts of your presentation so that their brain associates that emotion with what you are saying or showing them.

As an example, I received this question the other day

“”is this possible to Anchor accountability in someone else?” as I heard from Kim & Tom, we should anchor emotions (trust, friendship, likability), what should be the strategy? because in my work it’s very critical to get the people meeting their promise.”

OK so here would be my strategy”

One by one I would anchor every team member to something that is very important to them.

There are several ways of getting that but for simplicity let’s just focus on what you would anchor.

Then when I ask them to do something I would fire the anchor as I ask or tell them to do it.

The important feeling gets attached to the thing you ask them to do.

For instance. ” I need you to do X ( Fire anchor) Then when you have that done I will need you to let me know ( Fire anchor)

This puts the state of important on doing what you ask and then letting you know.”

Want to learn this… Come to our seminar In London or Clearwater

http://www.persuasioncodes.com/

Get the money you want. Get the relationships you want. Get the life you want.