How do you feel about persuasion?

Originally Posted by MitchM Then I wouldn't have to apply persuasion - I'd only have meet their conditions of satisfaction and visa versa.

You wouldn't have to persuade the person about your product or service, since they already know that they want that type of product or service, but there is more to a sale than that.

Originally Posted by Agent Smith You wouldn't have to persuade the person about your product or service, since they already know that they want that type of product or service, but there is more to a sale than that.

I tell people what I do, what opportunity and products I have, and ask if they want to know more about it or if it's something they want - when they say NO done. When they say YES we go from there but persuasion isn't part of it - getting information from them and giving it back is what comes next - at any point they can say NO or so can we - at the end of a conversation or two - sometimes more - if neither has said NO we conclude with either a sale or someone starting a business with our company.

That's what we do but it begins with someone who alrready wants to look at what we offer.

Originally Posted by Milton IMO, if someone says they want something that doesn't necessarily mean they are going to; Buy it Now From you I would ask questions such as; [Pain/Pleasure] Why do you want to buy a new car? [Need Development] What happens if you don't buy a new car? [Commitment] If I show you the car that meets your requirements what will you do?

Those are exactly some of the questions that we ask.
However, we do not ask with the intention of persuading the prospect to buy. We ask in order to determine whether we should disqualify the prospect or continue the sales process. That difference in intention results in higher closing averages.

People who are locked into the concept of selling as persuasion, are usually into enhancing their ego and perceptions of power or control, at the cost of their income. Of course, that does not necessarily apply to anyone here.

Originally Posted by JacquesWerth [/list]Those are exactly some of the questions that we ask. However, we do not ask with the intention of persuading the prospect to buy. We ask in order to determine whether we should disqualify the prospect or continue the sales process. That difference in intention results in higher closing averages.

I'm sensing that there might be a gap in communication between us. What does "ask with the intention of persuading the prospect to buy mean to you?"

Originally Posted by Milton [Pain/Pleasure] Why do you want to buy a new car? [Need Development] What happens if you don't buy a new car? [Commitment] If I show you the car that meets your requirements what will you do?

When you ask questions intended to arouse a Pain or Pleasure response, or a Need Development response, that Rhetorical persuasion.

If the intention is to get information about what the prospect wants or what he/she will act on, such as a Commitment question, then it is not persuasion.

If you have read Dr. David Hawkins "Power vs. Force”, you understand that your intentions, no matter how subtly worded are transparent. Almost all forms of persuasion, such as Rhetoric are manipulative. Almost all people react to manipulation with resistance.

Almost all of the posts on these forums are persuasive, including mine. That is one of the reasons that they tend arouse a lot of resistance.

Originally Posted by JacquesWerth When you ask questions intended to arouse a Pain or Pleasure response, or a Need Development response, that Rhetorical persuasion. If the intention is to get information about what the prospect wants or what he/she will act on, such as a Commitment question, then it is not persuasion. If you have read Dr. David Hawkins "Power vs. Force”, you understand that your intentions, no matter how subtly worded are transparent. Almost all forms of persuasion, such as Rhetoric are manipulative. Almost all people react to manipulation with resistance. Almost all of the posts on these forums are persuasive, including mine. That is one of the reasons that they tend arouse a lot of resistance.

I've never taken Mr. Werth's course - I have read his book four times, I can't say I do what he teaches perfectly but doing the best I can to do what he teaches has transformed how I feel about what I do - as he has said - relaxed me, taken out struggle, and my business is doing much better than in the past.

My biggest enemy is still me not in reverting back to rhetorical persuasion but being more motivated to prospect more than I do - I enjoy my lifestyle and presently am not trying to set any records - but I do want to grow my business.

My experience using High Probability Selling technology has been very valuable to selling and all other communication aspects of my life.

MitchM

I would probably ask the same questions that Milton posted not to persuade someone to buy, which I'm still not sure I understand what you mean by that, but because these are important pieces of information yet all the while knowing the effect (influence) they will have on the prospects emotions.

I'll take a look at the book you recommended, thanks.

Originally Posted by JacquesWerth If the intention is to get information about what the prospect wants or what he/she will act on, such as a Commitment question, then it is not persuasion.

The way I view it, principles of persuasion/influence work regardless of "intention".

Originally Posted by Milton The way I view it, principles of persuasion/influence work regardless of "intention".

I used to believe that when I first started selling and I did "fairly well." However, I was not satisfied with doing fairly well.

Then, I watched the top one percent of salespeople in 23 different industries sell, most of whom did it differently. So, I tried selling with no intention to persuade and I became one of those top salespeople.

I am always willing to test my beliefs against performance stats and replace them with something that works better. That is why the High Probability Selling process is constantly being improved based on innovations that our graduates develop in the field.

Originally Posted by JacquesWerth I am always willing to test my beliefs against performance stats and replace them with something that works better.

I work the same way. :sm