Being persuasive is perhaps what makes or breaks a salesperson. To be good at it, master these 10 “P’s”.
POSITIVE attitude. Successful salespeople are positive people. They have a good attitude about themselves, the companies they represent, the products and services they sell, the prospects they’re attempting to persuade, the country they live in. They’re positive about everything.
Enthusiasm is contagious. Salespeople who are excited about life and the work they do persuade with power by getting prospects excited.
PROSPECTING. Successful salespeople direct their persuasive power toward people who can buy and who have good reason to buy their products or services.
An obvious mark of amateur sellers is that they waste time trying to persuade people who have no authority to buy. The powerful persuader targets their efforts at the person who has the resources, the positive motivation and the authority to buy.
PREPARATION. Professional salespeople do their homework, they know their persuasive power is directly related to how prepared they are. They find out what they need to know about a prospect they plan what they’ll show and say. and they practice, practice, practice,
PERFORMANCE, Powerful persuaders are like stage actors playing to a full house. They’re artists at making their presentations. They’re entertaining and informative. When they’ve finished a presentation, customers know all they need to know to make a decision to buy and are motivated to do what the salesperson wants.
PERCEPTION. The powerful persuaders are alert to everything that happens during a sales interview. They’re not preoccupied with personal problems. Schedules or the next call they’re going to make. They know that reaching a sales goal begins with making this sale.
PROBING. The art of asking questions is an important and useful skill for master persuaders. Questions help salespeople discover important information that can lead to a successful close. You might discover your prospect’s key concerns. Through probing, you discover hidden objections or hidden motivations.
PERSONALISING. The most powerful word for selling is the three letter word YOU. A person looking at the proposition you’re offering wants to know just one thing: “What’s in it for me?” To add power to your presentation, personalize every part of it to meet your prospect’s unique needs and wants.
PLEASING. Powerful persuaders close sales by pleasing their customers. When prospects are happy about the idea of owning what you’re selling, they’ll become customers. Professional salespeople know they can’t force prospects to buy. They please them in so many ways they know they’ll create a desire to buy.
PROVING. Don’t make statements you can’t back up. Don’t expect prospects to accept everything you say at face value. Be prepared to prove every claim you make with tests, case studies and performance records. One of the best ways to prove your validity is to offer prospects testimonials from customers happy with the product or service they purchased from you. Facts are persuasive. Use them.
PERSISTENCE. Call on prospects as many times as you feel is warranted. One study indicates
· 50% of salespeople call on a prospect one time, and quit.
· 18% call on a prospect twice, and give up.
· 7% call three times, and call it quits.
· 5% call on a prospect four times before quitting.
· Only 20% call on a prospect five or more times before they quit.
It’s that 20% who close 80% of the sales.
Based on article by Nido Qubein
Brought to you by:
Continuity Programs Australia