Persuasion Relies On Our Prospects Perceptions Of Us

Business.

Are you full of it? - when we interact with prospects, especially an affluent clientle, we need to really show them what we' re made of. Self - assurance, confidence, competency, and self - value. . . are excellent things to be full of. Over - confidence, cockiness, arrogance, braggery. . .these are NOT good things to be full of.

Persuasion relies on our prospects perceptions of us. - in past articles i' ve written about how we can overcome objections and what the biggest block is in sales, partially fueled by an old - fashioned, exaggerated parody of, slick what a sales person is. The reputation of people who sell isn' t always flattering or accurate. That is not who we are. They give features and benefits, we are above all, seeking to give our prospects and clients exactly what it is that their values and criteria desire and require in relation to our product or service. They take sales training, we are learning the art of persuasion.

Persuasion is about taking the sales process out of the negative frame and replacing it with our own frame of what we know to be true about selling. - take a step back from your work for a moment and think on the following: how do you come across to your prospects and clients? This allows us to really shine. How are you being perceived? If so, people absolutely know. Do you exaggerate the facts of your product or service?

Or they will know when the product or service is purchased and utilized by them with really underwhelming results. - overreach, give them more than they were lead to expect. An important ingredient for persuasion is to over deliver to your client or prospect. And a great way to do this is to give an overview, an outline of what exactly you' re going to do for them and then going one step further. Linguistic precision is a huge component of persuasion. Are you sabotaging yourself with sloppy, untrustworthy language? 'Honestly' , 'seriously' , 'truth be told' . . . .These diminish credibility and create incongruities and inconsistency.

Cleaning up our own language incongruities gives us a huge boost. - or do you talk badly about others to make yourself look better? Are you someone who brags about accomplishments? Unless you' re extremely careful, this is going to reflect poorly on to you. Have you ever come across someone in sales who constantly sloughs off responsibility? How about scapegoating?

Being responsible is a huge factor in people perceiving you as trustworthy. - and last, learn when not, but not least to talk. With that said, there are benefits to scapegoating if used properly and this tactic is used all the time in advertising and politics. A huge percentage of persuasion and getting what we want in life, in the world, in business in general, is about LISTENING. The other side of that is, learn to ask the right questions. Know when to keep your mouth shut.

Through practice and study these distinctions will become second nature. - in order to come across as not full of it, we need to be not full of it.