Some people call this the law of association. You improve your chances by making the prospect feel good to start with. ![]() I wrote earlier that people buy when they feel good about the decision. Consequently she is the most successful, highest-paid salesperson in this industry in Australia and constantly headhunted by overseas companies. She is impeccably dressed, always prompt and efficient and nobody in her industry knows the industry, the players in the industry, the regulations and the products as well she does. I know a salesperson here in Australia who is the leading salesperson in her industry. So if you want to be more believable and make more sales you need to focus your attention on helping the prospect rather than making dollars for yourself. Your motives also shine through readily as you present your offer. Know your product well, learn the benefits it offers to its users and that will show through subliminally in your sales presentation. There are many aspects of non-verbal communication There are important lessons for salespeople in the above comments. There is a lack of congruence in the message being sent. For example, a salesperson standing in front of a prospect saying in a weak voice somewhat meekly and with a questioning tone that this product would be of use to the prospect is not very convincing. That is to say your non-verbal message backs up what you speak. When you present your product and its benefits you need to appear congruent. Likewise, if you don't know your product well your prospect is likely to doubt much of what you say. You could be the most competent salesperson in the world but if your prospect suspects that your only motive is to make money from them you are unlikely to make a sale. ![]() Your prospects are evaluating your confidence, competence and your motives during the sales call. An appropriately dressed salesperson shows respect for the prospect they are visiting and gives the impression that they care about how they look and perform this instills in the prospects confidence in their message. You need to know what works for you and especially make the connection from what you are selling, the industry that you are in and what you should be wearing to gain maximum effect from the people around you. There are other subliminal factors that influence believability.įor instance how you dress. I have written about this in my e-book, " Sales Rapport". The most effective rapport building techniques are subliminal persuasion. Since your primary function at the beginning of a sales call is to help a prospect feel comfortable about talking to you and believe what you say you need to be establishing rapport and trust. In that respect doubt is the enemy of persuasion. To begin any effective sales interaction your prospect needs to be open to the conversation and have some trust in what you say. Did you know you can have a non-verbal influence on your prospect's mood and state of mind? As a salesperson you provide your prospect's unconscious mind with feelings of comfort and enthusiasm about buying while at the same time providing logical reasoning so the conscious mind can rationalise that choice. Since we are dealing with feelings there is a subconscious element to persuasion. Dave Lakhani who has written a number of books about persuasion and influence has said, "Persuasion that looks like persuasion isn't persuasive anymore." A prospect buys when they feel good about the decision to buy. ![]() They help you gain an advantage in a market with tough competition and keep you ahead of the game. So, why not communicate an effective sales message both verbally and non-verbally? In fact, in this modern world, subliminal persuasion techniques are your weapons. Every time you communicate with words you are sending other messages non-verbally whether you are aware of them or not. Perhaps the highest level examples of this are hypnotic language and NLP persuasion (Covert language is covered towards the end of this page) It makes use of the plain word's normal message in combination with a lower level of conscious cognition to effectively influence a person's decision-making or line of thinking. It is the power of what lies behind or beneath the language. It is influencing people with more than just words. So, subliminal persuasion is simply influencing people at a level below their conscious recognition. ![]() The word subliminal means below consciousness.
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