How do you feel about persuasion?

Quote:

Originally Posted by BossMan

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 agree with that, also. Well put.

Quote:

Originally Posted by BossMan

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.

Where does "persuasion" fit into this?

Quote:

Originally Posted by haggler236

Where does "persuasion" fit into this?

When the salesperson uses questions to focus attention and stir the emotions of the prospect, that is persuasion.

When the salesperson customizes his presentation to appeal to the prospects appetites, fears, vanity, etc., that is persuasion.

When the salesperson offers the prospect a different point of view, one that aligns with the prospect's appetites, fears, vanity, etc., in response to resistance, that is persuasion.

Quote:

Originally Posted by BossMan

When the salesperson uses questions to focus attention and stir the emotions of the prospect, that is persuasion.

When the salesperson customizes his presentation to appeal to the prospects appetites, fears, vanity, etc., that is persuasion.

When the salesperson offers the prospect a different point of view, one that aligns with the prospect's appetites, fears, vanity, etc., in response to resistance, that is persuasion.

I agree with your point of view. Thank you for the response.

Quote:

Originally Posted by haggler236

I agree with your point of view. Thank you for the response.

I agree with BossMan's descriptions but I'm not sure he has clarified his point of view. I would guess that the descriptions would be supportive of a point of view that persuasion should be a primary focus in selling. I think most people believe that. But--it's not fair for me to put words in anybody's mouth.

So, BossMan--am I right in that assumption that you share the majority viewpoint? That's just an honest question--not a prelude to a follow-up or counterpoint.

And Haggler--the same question to you.

06:27 PM

Quote:

Originally Posted by Gary Boye

I would guess that the descriptions would be supportive of a point of view that persuasion should be a primary focus in selling.

I would not say that "persuasion" is the "primary" focus in selling.

However I would say that the activities I've describe [post #18] and how those activities are conducted [post #23] are the foundation of personal selling.

My position on "persusasion" is that persuasion is neither good nor bad but thinking makes it so.

Quote:

Originally Posted by Gary Boye

And Haggler--the same question to you.

I think it's what you make of it.

What is the majority viewpoint specifically?

Quote:

Originally Posted by haggler236

I think it's what you make of it.

What is the majority viewpoint specifically?

Based on my own observations of countless salespeople, commentary by others in and out of selling, and most expository and instructional writing on the subject (with few notable exceptions), I conclude that selling is largely viewed as an activity focused on persuasion.

Quote:

Originally Posted by Gary Boye

...I conclude that selling is largely viewed as an activity focused on persuasion.

I believe the posts I provided [Posts; #18, #23] are examples of material found in most selling systems.

Would you please provide an example of a non-persuasive selling system's activities and how these activities are conducted.

A contrast betwen these two approaches would be very informative and a great topic for further discussion.

Quote:

Originally Posted by BossMan

A contrast betwen these two approaches would be very informative and a great topic for further discussion.

Is there really a viable sales system where this (see quote below) isn't the norm?

Quote:

Originally Posted by BossMan

When the salesperson uses questions to focus attention and stir the emotions of the prospect, that is persuasion.

When the salesperson customizes his presentation to appeal to the prospects appetites, fears, vanity, etc., that is persuasion.

When the salesperson offers the prospect a different point of view, one that aligns with the prospect's appetites, fears, vanity, etc., in response to resistance, that is persuasion.

How do you feel about persuasion?

Persuasion and Influence