Don't Neglect the Power of Influence

blog cover image
25
1.3K followers

POWER OF INFLUENCE

The most important selling skill is the ability to influence, whether in face to face meetings, email, phone, website, or whatever communication method you choose and as Michael Caine used to say “ not a lot of people know that”. There are 5 absolute key foundations to this

  1. 1. Power of Values; Influence is not about tricks there must be good values behind your thinking and influence it is about understanding what is important to the customer, meeting their needs and meeting their values. The most important question you can ever ask a customer is “What is important to You?” Ask the question and then shut up and listen. Is it quality, price, speed, service and about 50 other things and when they have answered it then drill deeper with follow up questions to get their values and needs and then address these. Example car dealer, you walk in and want a Merc. Do you immediately start selling them the latest model of do you ask what’s important to the client. Safety, speed, credibility, VOC emissions, miles to the litre, or colour, or features etc etc. When you find out what exactly they are looking for you can better address their needs and find solutions.
  2. 2. Rapport; People frequently buy from people they like, and the reverse is often true as well. However, rapport has a structure which you must learn. Your subconscious mind is continually studying people looking for similarities between them and you. Its about entering their world, mirroring and matching. Its how we move, our gestures, the tone of our voices, are we confident or timid. The most effective thing you can do is to mirror (not mimic) them speak quickly or slowly like they do and act as they do. Practice and play with this for next 48 hours to see how effective this is, until it becomes second nature in all circumstances, and it works brilliantly.
  3. 3. Most communication is now NON-VERBAL:Actually, Words are now rated as only 7% of good communication with Voice 38% and Body actions 55%. We are obsessed with words and saying the right things. Now is the time to look and watch for the non-verbal stuff, the way they stand, move gesture and their facial expressions. If you’re closing and they comeback with a timid yes while looking away from you, they are not convinced.
  4. 4. Importance of overcoming Objections; For a sale to happen, you have built the rapport, and the customers, needs have been met with your solutions. What could go wrong? Well most salespeople hate objections, though the great salespeople welcome them and actually go looking for them. The golden rule is to get the objections out of the way at the ‘closing of the sale’ and they are mainly twofold, 1. Price, if that is still an issue then you have not sold all the value or the value doesn’t meet the clients needs. 2. Time,if they say they are thinking about it or will decide later then how much, do they need your solution and it is a good match for you anyway? If they are too busy working ‘in’ their business rather than ‘on’ their business, they probably need advice on how to spend their time more effectively.
  5. 5. Most important person to influence is Yourself; Your state of mind is critical when going into the selling mode. The person with the stronger intent tends to win. If you show a lack on confidence or interest it screams out as weak and unlikely to win the business. Self confidence is at the heart of all good communication and you need to portray confidence. Carefully pay attention to the internal dialogue which is taking place continually within yourself. You need to prepare yourself before going into any sales communication event and be as well prepared mentally and physically as possible. Visualization is also important and if you can visualize the successful outcome you will perform better.

Focus on these 5 absolute key foundations

Login
Create Your Free Wealthy Affiliate Account Today!
icon
4-Steps to Success Class
icon
One Profit Ready Website
icon
Market Research & Analysis Tools
icon
Millionaire Mentorship
icon
Core “Business Start Up” Training

Recent Comments

16

"YES, WA is the mastermind for internet Honesty, Internet Education, Teamwork, Positive energy, Stimulation to be a Coach, Leader, Entrepreneur, and the ability to live the life of your dreams." Tom Short.

“We all want the World to change so start with yourself and lead the way.” Tom Short.

Tom.

Good post. I remember my days of selling and training others to sell - objections are a buying signal and should be welcomed . A trial close is a good way to get to the main objective.

I think one of the biggest points to not forget is the fact that you get one shot at a first appearance, so always be at your best if you can.

Excellent tips. I use a lot of them on the phone when booking appointments. Thank you very much for sharing

Your do very welcome Lisa
Trevor

Couldn't agree more, I sell as part of my day job... Totally transferable online, although I'm not sure the shut up part works so well online though... Great article. Thanks

See more comments

Login
Create Your Free Wealthy Affiliate Account Today!
icon
4-Steps to Success Class
icon
One Profit Ready Website
icon
Market Research & Analysis Tools
icon
Millionaire Mentorship
icon
Core “Business Start Up” Training