I. Understanding the ways in which people are persuaded can go a long way in determining your ability to do so. Studies show how the following components of communication influence us.
- Words used – 7%
- Voice Inflection – 55%
- Body Language -38%
II. Such knowledge should greatly shape how a salesperson approaches a sales opportunity. So will an understanding of the following persuasive ingredients.
- Visuals – Basic and necessary in helping a client see the benefits of almost anything.
- Use Names – Gives people a sense of security and that you care.
- Fear of Loss Phenomenon – Most people will take the path of least resistance and are motivated more by a fear of loss than the opportunity to gain.
- Facts combined with emotional words – Tend to influence people to take action.
- Questions – Without asking open ended questions, your ability to satisfy your clients’ needs are severely hampered.
III. Other responses that persuade:
- Will you? – No Problem
- Should I? – I would
- Is that a yes? – Absolutely
“Never confuse activity with achievement” – John Wooden
The legendary UCLA basketball coach made it clear to his players that simply doing something didn’t necessarily mean that they were accomplishing anything. Honing your skills takes knowledge and productive practice. An in-depth understanding of how underlying emotions affects human behavior dramatically shapes your ability to influence and greatly impacts your power of persuasion.
What impacts your ability to persuade someone that a particular choice is in their best interest?
Are you better able to sell when you believe in what you’re selling?
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