The 8 Objections Objections are a requirement to a successful sales day. In fact, without them, you’re likely not engaging your prospects and customers. It’s the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. When companies and individuals have an objection to making a purchase, it’s one or some combination of the following eight. Review them. Understanding the true objection(s) will help you get one step closer to where you need to be – whether it’s to the next stage with your current prospect or investing your time elsewhere. The 8 Objections (understand what’s at the root of all objections) Lack of perceived value in the product or serviceLack of perceived urgency in purchasing the offering To see all of this article instantly, please sign up for free below. Sign-Up or Login…(Join over 105,000 people)
Jedi Mind Tricks: 17 Lesser Known Ways to Persuade People 571inShareinShare Want to know how to persuade people online and get what you want? The power of influence is usually all that separates the successful from everyone else. These are some tactics, discovered through psychological research, that you have probably not yet heard about, but have the potential to increase your persuasive abilities. I’m not going to cover reciprocity, scarcity or social proof and all those widely known persuasion principles. You already know all about those (in case you don’t, stop everything and read this book by Cialdini). 1. The best way to persuade audiences that are not inclined to agree with you, is to talk fast. Want to boost persuasive power? Don Moore from Carnegie Mellon’s Center for Behavioral Decision Research has published research showing that confidence even trumps past accuracy in earning the trust of others. We prefer advice from a confident source, even to the point that we are willing to forgive a poor track record. 2. Light swearing, that is.
9 Actionable Presentation Tips That’ll Make You Stand Out Chances are your presentations are designed to generate leads, produce sales, convey ideas, educate people, or get them to make a decision. But whatever your goal is, you’ll never succeed at reaching it if you can’t create effective presentations that have clear objectives and create value for your audience. To show you how you can create great PowerPoint presentations, this infographic by PPTPOP breaks down all the steps you need to follow. [Click here for full size version] Embed This Image On Your Site (copy code below): <div style="clear:both"><a href=" src=" title="9 Actionable Presentation Tips That’ll Make You Stand Out" alt="9 Actionable Presentation Tips That’ll Make You Stand Out" border="0" /></a></div><div>Courtesy of: <a href=" Journal</a></div>
Sales Process Defined Sales is rocket science. And just as rocket science is built from a foundation of physical and mathematical laws and principles, sales can be distilled to its very simple laws and principles. While branded selling “systems” and “approaches” serve several purposes (they help differentiate sales books and training material in order to sell them better as well as assist in articulating a message so it’s easily learned and/ or implemented) the simple laws and principles underlying them all have remained relatively unchanged since the beginning of time. Here’s the bottom line for your records – fluff removed. Use it as a guide for the in-house sales development of your team or for your personal sales skill development (you do work on your most valuable asset, don’t you?) The Sales Process 101 (the 7 steps broken down– a useful development tool) ProspectInterviewAnalyze needs To see all of this article instantly, please sign up for free below. Sign-Up or Login…(Join over 105,000 people)
Cialdini's Six Principles of Influence - Communication Skills Training from MindTools Convincing Others to Say "Yes" (Also known as the Six Weapons of Influence) How do you influence others? © iStockphoto/blackred You've come up with a fantastic idea for a new product. However, you haven't had much success with this in the past. Influencing others is challenging, which is why it's worth understanding the psychological principles behind the influencing process. This is where it's useful to know about Cialdini's Six Principles of Influence. In this article, we'll examine these principles, and we'll look at how you can apply them to influence others. About the Six Principles The Six Principles of Influence (also known as the Six Weapons of Influence) were created by Robert Cialdini, Regents' Professor Emeritus of Psychology and Marketing at Arizona State University. The six principles are as follows: 1. As humans, we generally aim to return favors, pay back debts, and treat others as they treat us. 2. Cialdini says that we have a deep desire to be consistent. 3. 4. 5. 6. Warning:
10-practical-uses-for-psychological People love to give each other advice. The web is full to bursting with all types of pseudo-psychological advice about life. The problem is, how much of this is based on real scientific evidence? Well, here on PsyBlog we’ve got the scientific evidence. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
Opening Statements Nothing is more important to prospecting (other than actually doing it) than the quality of your opening statement. In person or over the phone, windows of attention are typically slammed shut in less than 10 seconds. This means you have to maximize the impact of every word, syllable, and pause in your lead off statements. They need to be works of art – compelling to the extreme degree. To minimize the importance of preparing a solid opening statement is to potentially short circuit your entire sales effort. Fortunately, opening statements can be prepared and practiced before a sales opportunity is ever pursued. Remember, it’s likely the people you’re trying to reach are also being approached by many others each day (competitors of yours and not). If you like this tool, you might also like the author’s message on commitment called Cross The Line. Your opening statement (how to build one, what to avoid and samples of good ones) What do I sell? Answer this using as few words as possible.
Brain-Washing and Psychopolitics - Brain-Washing: A Synthesis of the Russian Textbook of Psychopolitics Kenneth Goff PSYCHOPOLITICS - the art and science of asserting and maintaining dominion over the thoughts and loyalties of individuals, officers, bureaus, and masses, and the effecting of the conquest of enemy nations through "mental healing." From May 2nd 1936, to October 10th 1939, I was a dues-paying member of the Communist Party, operating under my own name, Kenneth Goff, and also the alias John Keats. In 1939, I voluntarily appeared before the Un-American Activities Committee in Washington, D.C., which was chairmanned at that time by Martin Dies, and my testimony can be found in Volume 9 of that year's Congressional Report. During the period that I was a member of the Communist Party, I attended their school which was located at 113 E. During the past few years, I have noted with horror the increase of psychopolitical warfare upon the American public. This book was used in underground schools, and contains the address of Beria to the American students in the Lenin University prior to 1936.