How do you feel about persuasion?

Persuasion and Influence Forum

 #31
BossMan

Quote:
Originally Posted by haggler236
Is there really a viable sales system where this (see quote below) isn't the norm?
I'm not aware of any selling system where these activities aren't taught. There might be systems here or there claiming to be based on something other than persuasion but who is fooling who? Just because you don't recognize it as persuasion doesn't mean it isn't. My conclusion is that persuasion, in one form or another, is an inevitable outcome of any communication.

 #32
Agent Smith

Quote:
Originally Posted by BossMan
My conclusion is that persuasion, in one form or another, is an inevitable outcome of any communication.
No truer words were ever spoken.

 #33
MitchM
Atypical

"Just because you don't recognize it as persuasion doesn't mean it isn't. My conclusion is that persuasion, in one form or another, is an inevitable outcome of any communication." -- quote

To equate gathering and presentating information in a neutral, detached and dispassionate way - fully engaged yet offering no resistance - obviously allows one to feel the persuasion of a certain kind of freedom not common in many sales situations - BUT I wouldn't equate that with persuasion as typically defined.

 #34
BossMan

Quote:
Originally Posted by MitchM
To equate gathering and presentating information in a neutral, detached and dispassionate way - fully engaged yet offering no resistance...
That comes across to me as, "Take it or leave it." Is that what you meant?

 #35
MitchM
Propositions of Some Kind

I wouldn't phrase it like that but it's also true that everything is a take-it-or-leave-it proposition of some kind.

 #36
BossMan

Quote:
Originally Posted by MitchM
I wouldn't phrase it like that...
I got the impression that if a prospect developed any type of resistance that this would be okay and the call would be over. Is that what you meant?

What are your thoughts on the idea that by nature of the questions you ask and the information you choose to present you are in effect persuading your prospect to adopt certain points of view?

 #37
MitchM
In Contexts

Quote:
Originally Posted by BossMan
I got the impression that if a prospect developed any type of resistance that this would be okay and the call would be over. Is that what you meant?

What are your thoughts on the idea that by nature of the questions you ask and the information you choose to present you are in effect persuading your prospect to adopt certain points of view?
If the prospect offers any type of resistance I address the resistance in a nonresistant way meaning that I ask another question and address question and as long as there is conversation that is mutual and engaged we go on - if that stops it's over and we move on.

Obviously to me the nature of the questions and information will be used by the other person who will then persuade himself or herself that what I offer is wanted - but I don't put it in a context of typical persuasion which I find to be coercive many times.

 #38
BossMan

Quote:
Originally Posted by MitchM
...but I don't put it in a context of typical persuasion which I find to be coercive many times.
Can you expand on this?

 #39
MitchM
The Grim Reaper Always Comes

Quote:
Originally Posted by BossMan
Can you expand on this?
Most of the telemarketers who call don't take NO for an answer because they've been told not to take NO for an answer so what they do is continue to ignore what I've said and give me reasons why I should want to produce a credit card - usually I hang up but sometimes I see how far they'll take it and it's usually five or six NOs later - they've got their script AND have been told to BEGIN WITH NO - then I hang up. I call that coersive - it has other names.

A guy in a business networking group I'm in writes insurance and he is a master at putting the Grim Reaper in your life, in your spouses life, in your children and grand children and unborn children's lives - he knows how to push all the fear-of-loss buttons - I also call that coersive and it has other names.

 #40
BossMan

Quote:
Originally Posted by MitchM
Most of the telemarketers who call don't take NO for an answer because they've been told not to take NO for an answer so what they do is continue to ignore what I've said and give me reasons why I should want to produce a credit card - usually I hang up but sometimes I see how far they'll take it and it's usually five or six NOs later - they've got their script AND have been told to BEGIN WITH NO - then I hang up. I call that coersive - it has other names.
That is an interesting example because that is not what I consider to be professional selling.

Quote:
Originally Posted by MitchM
A guy in a business networking group I'm in writes insurance and he is a master at putting the Grim Reaper in your life, in your spouses life, in your children and grand children and unborn children's lives - he knows how to push all the fear-of-loss buttons - I also call that coersive and it has other names.
That sounds like "scaresmanship" and I don't consider that to be professional selling either.

Are these two examples how you view professional selling in general?

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