Improving Sales Success: Use the 10 P’s to Increase Your Power of Persuasion (Part 2 of 2)
In our last post, we addressed the first 5 P’s to increase your power of persuasion. If you recall, the 10 P’s are:
Let’s jump right back to the next 5 P’s to creating more persuasive power:
Average salespeople do a lot of talking. They can give you a 30-minute speech on any subject you want to name.
That’s why silence is so threatening to most salespeople. The instant a prospect pauses to take a breath, the amateur will jump in with a sales spiel, just to break the silence.
But powerful persuaders use questions to diagnose the needs and concerns of a prospect much as a skilled physician uses them to diagnose the problems of a patient.
They become masters at asking penetrating questions, and they use those questions to draw prospects into the selling process.
The most powerful word in selling is you. The emphasis on you marks the difference between manipulative and non-manipulative selling.
Manipulative selling is self-centered. It focuses on what the salesperson wants and needs. Non-manipulative selling is client-centered. It focuses on the needs and desires of the prospect.
A person who is looking at the business proposition you are offering wants to know just one thing: What’s in it for me?
If you want to add power to your persuasion, personalize every part of your presentation to meet your prospect’s own personal needs and wants. Present personalized benefits and describe how the customer will feel when using the product or service.
Powerful persuaders seek to close sales by pleasing their clients. When prospects become excited about the idea of owning what you’re selling, they become customers.
Professional salespeople know that they can’t force their prospects to buy. Their challenge is to make them want to buy. So they seek to please them in so many ways that they create the desire to buy.
Salespeople with selling savvy don’t make statements they can’t back up with facts.
And they don’t expect their clients to accept at face value everything they say. They are always prepared to prove every claim they make — to back up those claims with hard data, with test results, and with performance records.
One of the best ways to persuade by proving is to give proof statements from people who are happy with your products or services. Third-party endorsements go a long way in building credibility for your claims, and for your products.
Facts and testimonials are very persuasive. Learn to use them, and become a powerful persuader.
Call on good prospects as many times as it takes to sell them. About 80% of sales are made on the fifth call or later. Yet studies have shown that:
* 50% of America’s 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 in America.
You don’t have to become a dynamic personality to sell. You don’t have to put pressure on people, or out-talk people to sell.
The most effective thing you can do is to apply your own selling savvy to these ten ways to add strength to your persuasion. Learn how to persuade more effectively and you will boost your selling power.
If your sales leaders aren’t using the 10 P’s, then your sales team isn’t reaching its full potential. How much is that costing you in lost productivity? Can you afford to continue to underperform? Why not measure the ability of your sales leaders and sales people? Check out the link below to complete a FREE assessment of your team.