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Stifling Their Inner Critics

By: Kenrick Cleveland

In persuasion, as in sales, our goal is to suspend the critical judgment of our affluent prospects by shutting down their inner critics. By doing this we get them out of their lives and show them something bigger and better.

It's lucky for us, as sales professionals, that everybody, absolutely everybody we've ever talked to, has something amazing going on in their minds. We all have an image of utopia in our minds. And as we talk to our clients and prospects, they have an image of themselves with your product or service and what it would do for them, how it will feel to have it do the very things that would equal their Utopian mindset.

When your prospect is talking to you about what you do, your products, your services, they have already created an imagine in their mind of what you have to offer and how they might interact with it and benefit by it.

Unfortunately for many sales people out there, they do themselves the huge disservice of taking their prospects away from that perfect vision. Fortunate for us, we're not most sales people and we can use this information to our advantage.

What we need to do as persuaders is connect the dots. . . help our affluent prospects and clients connect their Utopian images which they've conjured in their minds to our product or service, by encouraging them to hold these images and eliminating critical judgment. As we do this, we easily insert ourselves into the Utopian picture.

If we do that, we will have more sales than we know what to do with.

I was working as a sales rep for a health club when I was eighteen years old. I would watch over and over as my sales manager pushed the hot buttons of potential clients. Inevitably these potential clients became paying clients.

With this system, you can consistently sell, each and every time. This is one of the greatest persuasion tools I know. This is what was responsible for me starting to earn tons of money in sales as a young man.

I learned a lot of these skills therapeutically first. That was the only way that they were available. So when I would sell, I would find out what was wrong with somebody and fix it as much as I could. And in so doing, they'd buy from me.

Another name for 'finding out what's wrong with somebody' is: criteria. Eliciting their values. Creating a rapport.

I wasn't fully cognizant that this is what I was doing at the time. I just knew I was making a ton of sales and these sales were making me money and I liked money. And after giving it some thought, I realized I was actually understanding the idea of their 'hot button' only in a slightly different context. I was getting their criteria and getting it quickly and with elegance. I began also to realize that I didn't have to fix them but merely point the way to the solution of their problem with what I had to offer.

Rapport, elicitation of criteria and values, understanding the base drives of humanity and putting and presenting our product in the light of what their base drives are. That's what we do, that's what the goal is, that's how this works. Do you see rapport in action in any aspect of your life right now? How about your relationship with your significant other?

Article Source: http://www.article-voip.com

Kenrick Cleveland teaches techniques to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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