How do you feel about persuasion?

Quote:

Originally Posted by SalesGuy

Oh, I think I've studied one or two.

Yes, I do work a system. My system is an ongoing synthesis of the best sales and behavior material I can get my hands on.

We have a company system to work within and I have a personal system - I have to look at what I do more carefully to see it more clearly - but we use an exposure to what we offer system - many of our contacts come from radio advertising other than the warm market.

For us, persuasion - if it means to use different means to get someone to want and buy [into] your goods of services is counter productive - we want people who want what we offer so I'd say we disqualify more than use persuasion.

In the past few years I've improved on that and continue to look at what I do as having to do more with my personal growth and discipline than anything else - even more than making a deal.

Quote:

Originally Posted by MitchM

For us, persuasion - if it means to use different means to get someone to want and buy [into] your goods of services is counter productive - we want people who want what we offer so I'd say we disqualify more than use persuasion.

Mitch, for a person who spent most of his working years as a teacher, and who often claims sparse knowledge of sales, you continue to amaze me with your keen grasp of what it takes to be successful in sales.

You have mentioned a few times here that you are involved with a network marketing company. In my community, I have only crossed paths with one very successful network marketer. He is with Melaleuca. He seems to share your philosophy. Although he does not use advertising and prefers a bird dog type of marketing in which small groups are invited to attend meetings, he delivers a fine, comprehensive talk on the company's products, and a brief explanation of the compensation plan. Aside from that, he does not attempt tp persuade or close. He does willingly answer questions.

Like many, I have met hundreds of network marketers--most who have made little or no money from it. Universally those who talked about their work share a belief that their job was to persuade. That is also a belief that I have observed among almost all selling novices that I have met in my life.

Certainly there must be people who are successful in sales who place a high value on persuasion, but I have rarely found evidence of that. I would guess that klozerking who posts here knows his stuff and values persuasion--but I think much of his success comes from his passion for selling, his street smarts, and his attitude. I am impressed with, and respect that, a lot.

IMHO.

"Although he does not use advertising and prefers a bird dog type of marketing in which small groups are invited to attend meetings, he delivers a fine, comprehensive talk on the company's products, and a brief explanation of the compensation plan. Aside from that, he does not attempt tp persuade or close. He does willingly answer questions." -- Gary

That's exactly what we do today [and we run radio ads] about a business opportunity. One of our cliches is that we don't hard sell, we don't soft sell, we show and tell - which is accurate. That's also how I like people to work with me.

Recently I've done some reading about big deals - big deals in sales and negotiaions involving complex holdings, complicated situations and millions and millions of dollars with all kinds of leveraged this and layered that - way beyond my little universe - but I'm in a study of that kind of thing too see what I can learn.

I'm also just beginning to think about and look at strategy, gary - looking at Sun Tzu [and other things] and I know you've spent a lifetime in that study - I'm less than a toddler in that but bring my previous learning to it - to bring previous learning yet not let it dictate impressions and new ideas is always a challenge.

Always the best to you, Gary.

Mike

Quote:

Originally Posted by Gary Boye

Certainly there must be people who are successful in sales who place a high value on persuasion, but I have rarely found evidence of that.

In my brief experience where I have relied almost solely on persuasion (hard-sell pitches), I have found an abnormally high percentage of them fall apart on the back end. This is not my idea of a forumula for a successful career if longevity is part of the plan.

We help people sell their manufactured homes. We get our clients by driving through parks and calling the FSBO's. Usually the people we meet need to be persuaded to use us instead of doing it themself.

If we got our leads from radio or bird dogs it might be different but these calls are "ice cold" and there's only so many available. Even worse, our competitors are fighting for the same clients.

Any great ideas?

Quote:

Originally Posted by Thomas

Usually the people we meet need to be persuaded to use us instead of doing it themself.

Don't tell me... if they wanted your service they would have called you right?

That's about the gist of it. They want to sell it by themself and save the commission.

Quote:

Originally Posted by Thomas

That's about the gist of it.

If you're cold calling is limited to a small number of prospects... and those prospects have already chosen a different route... then persuading them to meet with you... and then persuading them to go a different route... sounds like "selling" to me. I doubt anyone will be able to provide a better option.

How else would it be? They aren't calling me off some advertisement to ask about my service. I'm calling them "cold" to get them to reconsider their decision about selling by themselves.

Quote:

Originally Posted by Thomas

How else would it be?

Some might say that if the prospect objects then you should stop for now and call again at a later date.

How do you feel about persuasion?

Persuasion and Influence Forum