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    How to Develop Persuasive Selling Skills
    How to Develop Persuasive Selling Skills
    How to Develop Persuasive Selling Skills
    Ebook47 pages29 minutes

    How to Develop Persuasive Selling Skills

    By Sarah Taylor

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    About this ebook

    Understanding how people think and behave is key to mastering the art of persuasion and an essential ingredient to any successful sale. In this book, author draws on the work of social psychologists and behavioral economists to provide concrete, actionable items and transferrable ideas to each stage of the sales process. To begin, learn the eight psychological concepts that you can employ throughout the sales workflow: reciprocity, liking, social proof, authority, consistency, scarcity, compare/contrast, and because. Next, learn how these concepts play a role in the early stages of the sales cycle, as well as how they can help you realize the qualities of your ideal client, deliver presentations, handle objections, negotiate, close, and ask for referrals. Lastly, learn how to grow from each sale and continuously refine your approach.

    What do you think persuasion is? The definition I hear most often from people is "to change somebody's mind." What if you want your child to clean their room? Do you want them to say, "That's a good idea? “Let me think about it?" No, you want them to clean their room. Aristotle, the famous Greek philosopher, told the world more than 2300 years ago that persuasion was the art of getting someone to do something they wouldn't normally do if you didn't ask. So how does this apply to selling? Well, selling is your attempt to convey that your product or service meets a need and is worth the price you're asking for it.

    Understanding how people think and behave, and specifically what causes them to say yes can make selling much, much easier. This is where persuasion comes in. In this book on persuasive selling, I'll share with you eight psychological concepts that can be employed throughout the sales process. These concepts will make it easier for potential clients and customers to see the value in your offering. It cannot be overstated.

    Persuasive selling is not about manipulation. It's not about pushing products or services people don't want or need. It's about helping people see their wants or needs more clearly, then communicating how your products or services satisfy those needs or wants using language that decades of research show to be most effective. Done right, persuasive selling is not just changing minds, but it's changing behaviors to create a win-win situation for both you and your customers.


    Topics include:
    1-Reaching out to prospects
    2-Developing a rapport with customers
    3-Making a good first impression
    4-Giving a successful presentation
    5-Providing the correct amount of options
    6-Handling objections
    7-Understanding the value equation
    8-Closing the sale

    LanguageEnglish
    PublisherSarah Taylor
    Release dateDec 21, 2016
    ISBN9781386393160
    How to Develop Persuasive Selling Skills
    Author

    Sarah Taylor

    Sarah Taylor has a BA in History and an MSLS. She enjoys reading and writing about history, playing piano, and going on park walks with her dog. You may find her at https://beautifuldreamerdotcom.wordpress.com and Goodreads at https://www.goodreads.com/author/show/21550493.Sarah_Taylor.

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      Book preview

      How to Develop Persuasive Selling Skills - Sarah Taylor

      Psychological concepts in sales

      What is the best thing you can hear as a salesperson? Yes. Closing a sale ends with yes. Yes to your terms, price, conditions, or anything else in your offering. But, as I'm sure you're aware, getting that yes can be tricky. To make it easier, you need to understand some basic psychology. There are eight psychological concepts that come in the to play in most sales situations. These concepts have been studied for more than seven decades and if you use them strategically throughout the sales process, your opportunity to get yes is much greater.

      So let's take a look at each. The first is reciprocity. This is the feeling of obligation we have to give back when someone first gives to us. If you think about it, we're conditioned to do this from childhood. Some of the first words children are taught are thank you in response to a kind deed. Kids learn something is expected of them after someone has done something nice for them. Reciprocity comes into play in sales because when you do something for a prospective customer, it makes it easier for them to do something for you in return.

      The next concept is liking. This tells us it's easier to say yes to friends, people we know and like. Conversely, it's easier to say no to strangers, people that we don't like. Suppose someone asked you to help them move over the weekend. If it's a friend, you'd probably agree to help. If it's a stranger, it'd be much easier for you to say no. Sometimes it's not about what's being asked, but rather about who's asking. If you've taken time to get to know your prospective customers and built some rapport, it will be much easier for them to say yes to you.

      Social proof is the concept that when people are not sure what to do, they often look to the behavior of others to know what actions they should take. You might be familiar with the term peer pressure when talking about teenagers. Well, social proof is the same concept applied to adults. As social creatures, we feel more comfortable being in sync with other people. So it's natural to go along with the crowd. When people just like your customers are using a product, it’s easier for them to consider using your product.

      Authority is a psychological concept that means we're much more comfortable when an expert or a really smart person gives us advice. In fact, we can feel so comfortable in the presence of experts, that our critical thinking is severely reduced. And that's a big reason why it's easy for us to do what experts recommend. Do your perspective clients know about your experience or expertise? Consistency, this highlights the fact that people feel internal psychological pressure as well as external social pressure to be consistent in what they and say and do.

      Most people feel bad when

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