Verkopen

Zie hieronder voor meer uitleg

Sales

How to lead sales conversation, influence your prospects to want to buy, buy from you, buy a complete solution, and pay the full price for it, confounds many people. But it doesn’t have to. There are key principals that you can follow to lead masterful sales conversations, building rapport and set the foundation for trust and strong relationships. What do we need?

1       Be genuine

2       Show interest

3       Allow time for small talk

4       Balance advocacy and inquiry

5       Listen actively

When  you build genuine rapport with buyers, you may find that the process moves quickly, that you’re able to uncover a deeper set of needs, and that more buyers end up choosing you.

Now, let’s take it from another angle. Let’s look it as a Hidden Persuaders in sales.

Have you ever wondered why some people are more persuasive than others?

The ability to persuade and influence others to see our point of view, or take some action, is a vital skill and can help us in all areas of our life. Indeed the ability to persuade is a common characteristic of all successful people. It also helps us to negotiate more effectively in business.

Influencing is no accident today.

There has been a great deal of research done on the psychology of persuasion over the last 10 to 15 years by the advertising industry in particular. They now use these findings to influence us buy ideas, products and services, through radio, television, print media and the internet.

So what makes some sales people and negotiators so persuasive?

In many cases people have been unconsciously competent. That is, they do certain things which work for them, and they don’t even realize that they are doing these things. Nor do they understand why the things they do work for them. The problem with being unconsciously competent, is a lack of consistency. We hold workshop using Neuro Linguistic Programming and behavioral Modeling Technology to help sales people to move from being. In our workshop on “The Psychology Of Persuasion” we teach sales people how to move from being unconsciously competent to being consciously competent.

They then produce the outcomes they desire on a more consistent basis. This is because they now understand what it is that they are doing to produce the outcomes they want, and more importantly why it works for them.

Tremendous power and dramatically better outcomes come with a shift to conscious competence.

In our workshop we will identify some if not most of the powerful techniques that persuasive sales people use to influence others. Let’s name a few:

1       Law of Psychological Reciprocity, this is a powerful “natural” law of human communication and basically it says, “What you put out, you get back”! While the concept is basic, it can be used in very sophisticated ways to influence others, if you know what you are doing.

2       Law of Rapport, it’s often said that with high rapport almost anything is possible, and without rapport, influencing others is almost impossible. Again at first this may see a very basic concept. Many people think that getting into rapport with someone is getting that person to like you. It can be, but rapport is much more than this. You can actually have someone in rapport with you even if they don’t like you, even if they are angry with you.

3       The Law of Context, this is a very sophisticated method of influencing others. In a nutshell, this law says, “The CONTEXT in which a request is made, is often more important and can influence the outcome much more, than the CONTENT of the request itself.” In other words, HOW we ask, and seek to influence others is often more important than WHAT we ask.

The power to influence and persuade others is an awesome power when it is fully developed. We do help people to develop this power, however how it is used is up to every individual to decide. It can be used with integrity to create win/win outcomes and strong long-term relationships. Or it can be used to take advantage of people. Using it in this manner however is a very short-term view.

Today’s most successful people take a long-term view and develop on-going relationships with integrity and genuine caring, where customers and people with whom they do business, are happy to do business with them over and over again.