How do you feel about persuasion?

Quote:

Originally Posted by MagicMan

Quote by Eric Hoffer:
"The real persuaders are our appetites, our fears and above all our vanity. The skillful propagandist stirs and coaches these internal persuaders."

That one's going into the rotation. Thanks!

Quote:

Originally Posted by MagicMan

Quote by Eric Hoffer:
"The real persuaders are our appetites, our fears and above all our vanity. The skillful propagandist stirs and coaches these internal persuaders."

Isn't this what salespeople do? Isn't this the art and science of selling?

Quote:

Originally Posted by BossMan

Isn't this what salespeople do? Isn't this the art and science of selling?

That is for an individual to decide for him/herself. I think Eric Hoffer would agree with what I just said as he wrote with a caveat toward cults, "true believers, charismatic propagandists, and people influenced by charlatans.

I don't deny that his words in this quote could be framed for a discussion on selling. Personally I don't believe the quote describes the art, or the science, or the business of selling. But we all can decide for ourselves. That would please Hoffer.

Quote:

Originally Posted by Gary Boye

That is for an individual to decide for him/herself.

Sure. Free choice. I No problem.

With that said, what would the alternative be? Order Taking?

I am being serious by the way. This reminds me of a quote that went something to like of, "If someone doesn't get excited nothing is going to happen."

Quote:

Originally Posted by BossMan

With that said, what would the alternative be? Order Taking?

Please elaborate.

Quote:

Originally Posted by SalesGuy

Please elaborate.

Some people know what they want and when they see it they buy it. An "Order Taker" can handle this situation just fine.

Example: "We sell payroll services to companies like yours. Do you want this service too? Great, I'll come over this afternoon and go over the particulars."

Others, many others, don't always know what they want even when they see it. These "others" also don't always connect features to benefits and benefits to personal desires (appetites, fears, vanity). A "Salesperson" is necessary for this situation.

[quote=BossMan]Example: "We sell payroll services to companies like yours. Do you want this service too? Great, I'll come over this afternoon and go over the particulars."QUOTE]

I have personally never heard anybody use an offer like that for prospecting--from either side of the phone line.

Also, I believe most people do know what they want. When making an offer, at least a couple of features should be included so that a prospect would have a chance to match them to their wants.

Do you mean by "order taker" someone who takes no proactive steps with a prospect? If you do, does that necessarily imply that the only valid proactivity on the salesperson's part would be that of persuasion? I know people who are highly skilled in the "sorting" aspect of the sales process, who don't place a high value on persuasion, who could hardly be described as "order takers" in the negative connotation that the term is often used. They make a lot of money and are at the top of their organizations in sales production.

Quote:

Originally Posted by Gary Boye

I have personally never heard anybody use an offer like that for prospecting--from either side of the phone line.

That was an exaggeration, probably a poor one, to illustrate a point.

Quote:

Originally Posted by Gary Boye

Also, I believe most people do know what they want.

I can't agree with you there. I would take this even farther to say that most people go through every day life with only a vague sense, if that, of what they want.

Quote:

Originally Posted by Gary Boye

Do you mean by "order taker" someone who takes no proactive steps with a prospect?

What I mean is this... an "order taker" to me is someone who only takes the lay-downs.

A skilled salesperson, among other things, knows what questions to ask, how to present his service so that it stands the highest chance of being accepted, and how to help people negotiate through their resistance.

"I know people who are highly skilled in the "sorting" aspect of the sales process, who don't place a high value on persuasion, who could hardly be described as "order takers" in the negative connotation that the term is often used. They make a lot of money and are at the top of their organizations in sales production." -- Gary

There are people who would describe me in those terms, Gary. I did some sorting yesterday and as a consequence disqualified one from sitting down with me and qualified the other - both were mutual - and I don't know what the outcome will be sitting down but the decision didn't happen because of what people generally call persuasive argumentation or selling.

Of course I give people the information I need to give them to fit what they tell me they're looking for and if it's along the lines of what they're looking for a conversation continues and more information is given to validate and make precise what I offer BUT in that process I'm asking questions and finding out who the other person is and is looking for and I'm doing it to see if there's going to be a match, if I can trust that person to fulfill a commitment [not 100% accurate obviously] and to give the person the kind of information he or she needs to make a decision.

Most of the people I've met use the word persuasion to mean using every trick in the book, every power of personality and rapport, and every ounce of energy in them to make a sale whether the other person needs or wants it or not. Obviously not everyone in sales works like that but I've seen that kind of sales many times - what you reference Gary isn't exactly that.

Quote:

Originally Posted by BossMan

What I mean is this... an "order taker" to me is someone who only takes the lay-downs.

A skilled salesperson, among other things, knows what questions to ask, how to present his service so that it stands the highest chance of being accepted, and how to help people negotiate through their resistance.

That sounds about right.

	#17
Gary Boye	[quote=BossMan]Example: "We sell payroll services to companies like yours. Do you want this service too? Great, I'll come over this afternoon and go over the particulars."QUOTE] I have personally never heard anybody use an offer like that for prospecting--from either side of the phone line. Also, I believe most people do know what they want. When making an offer, at least a couple of features should be included so that a prospect would have a chance to match them to their wants. Do you mean by "order taker" someone who takes no proactive steps with a prospect? If you do, does that necessarily imply that the only valid proactivity on the salesperson's part would be that of persuasion? I know people who are highly skilled in the "sorting" aspect of the sales process, who don't place a high value on persuasion, who could hardly be described as "order takers" in the negative connotation that the term is often used. They make a lot of money and are at the top of their organizations in sales production.

	#19
MitchM	A Little Friendly Persuasion Toward Your Room? "I know people who are highly skilled in the "sorting" aspect of the sales process, who don't place a high value on persuasion, who could hardly be described as "order takers" in the negative connotation that the term is often used. They make a lot of money and are at the top of their organizations in sales production." -- Gary There are people who would describe me in those terms, Gary. I did some sorting yesterday and as a consequence disqualified one from sitting down with me and qualified the other - both were mutual - and I don't know what the outcome will be sitting down but the decision didn't happen because of what people generally call persuasive argumentation or selling. Of course I give people the information I need to give them to fit what they tell me they're looking for and if it's along the lines of what they're looking for a conversation continues and more information is given to validate and make precise what I offer BUT in that process I'm asking questions and finding out who the other person is and is looking for and I'm doing it to see if there's going to be a match, if I can trust that person to fulfill a commitment [not 100% accurate obviously] and to give the person the kind of information he or she needs to make a decision. Most of the people I've met use the word persuasion to mean using every trick in the book, every power of personality and rapport, and every ounce of energy in them to make a sale whether the other person needs or wants it or not. Obviously not everyone in sales works like that but I've seen that kind of sales many times - what you reference Gary isn't exactly that.

How do you feel about persuasion?

Persuasion and Influence