How do you feel about persuasion?

Quote:

Originally Posted by BossMan

That is an interesting example because that is not what I consider to be professional selling.

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?

Neither one is professional - I've not been in professional sales - I was a high school teacher - so my experience is limited. In the BNI group I'm with many people are people I'd call "professional" meaning informative, friendly, attentive and looking out for my interest and not just a sale to make a sale.

In general I don't have a world view of selling as my experience is too limited to hav one with any degree of representation.

MitchM, I have found our chat to be quite informative and I thank you for such open and honest replies.

I think the "salespeople" that you illustrate in your two examples (telemarketing/scaresmanship) fuel the negative stereotype about salespeople.

For me, when I'm talking about "selling" or "salespeople" I am not referring to individuals like those in your example any more than I'm referring to coercion when I'm talking about persuasion.

I hope that shines light on my views and posts.

Quote:

Originally Posted by BossMan

MitchM, I have found our chat to be quite informative and I thank you for such open and honest replies.

I think the "salespeople" that you illustrate in your two examples (telemarketing/scaresmanship) fuel the negative stereotype about salespeople.

For me, when I'm talking about "selling" or "salespeople" I am not referring to individuals like those in your example any more than I'm referring to coercion when I'm talking about persuasion.

I hope that shines light on my views and posts.

I understand! I was a high school teacher - I'm with a network marketing company today I've been with nine years - so I don't have a history of experience working in sales or with sales people. The ones who've telemarketed me or I've met - some in network marketing - fit that negative sterotype - but like I said, I can't generalize from that with any kind of representation.

I believe persuasion has both kinds - the coercive and the noncoercive sellers - and they are not the same.

I just ended a second prospecting call and the door is still open, the conversation continues. I gave the woman lots of information and we had a good conversation about her needs, her background and history. At the end I suggested we keep the door open and she agreed - we have another appointment Monday or Tuesday on the phone.

My persuasion was to remind her of why she originally called me as other issues were blocking that out - she agreed. Another persuasive thing I did - you might say - was to assure her that whatever decision she makes regarding our products or business opportunity would be respected.

The qualities of our conversation were: personal, engaged without argumentation toward an immediate decision, friendly and candid, concerned about a relationship rather than a sale, and attentive to one another.

[quote=BossMan] Would you please provide an example of a non-persuasive selling system's activities and how these activities are conducted.
QUOTE]
No--for this reason. There have been several thousand posts on this forum and many, many references to persuasion--and--frequent uses of the word "system". I have yet to see one contributor describe in any detail his/her selling system which would be based on persuasion. I have seen a few techniques and tactics described--and I have volunteered some myself--as has klozerking and a few others. On the topic, most posts have been largely affirmations and affirmations of affirmations.

One system that has been discussed and partially described with examples has been High Probability Selling, viewed by the author as non-persuasive. I have no desire to go down that road again in light of experience on those threads.

Mitch has done more than myself when it comes to sharing his experience with a non-persuasive methodology. I think he is trying and succeeding in being helpful. My first thought upon reading his post above is certainly not to quickly pin a label to his method as "take it or leave it". Frankly, Mitch is a professional whether he wants to describe himself that way or not. My first thought is that here is a guy that has become successful in an industry where the failure rate is enormous--he just might be somebody we can pay attention to and maybe learn from.

I'll go on record by repeating again that I am not a proponent of persuasion focused methodology in selling. But I'm all eyes and ears if anybody else wants to describe such a system which they use.

Quote:

Originally Posted by MitchM

I believe persuasion has both kinds - the coercive and the noncoercive sellers - and they are not the same.

I support that belief.

Quote:

Originally Posted by MitchM

My persuasion was to remind her of why she originally called me as other issues were blocking that out - she agreed. Another persuasive thing I did - you might say - was to assure her that whatever decision she makes regarding our products or business opportunity would be respected.

Those are great examples of typical persuasion.

Quote:

Originally Posted by MitchM

The qualities of our conversation were: personal, engaged without argumentation toward an immediate decision, friendly and candid, concerned about a relationship rather than a sale, and attentive to one another.

That sounds very professional and productive.

[quote=Gary Boye]

Quote:

Originally Posted by BossMan

Would you please provide an example of a non-persuasive selling system's activities and how these activities are conducted.
QUOTE]
No--for this reason. There have been several thousand posts on this forum and many, many references to persuasion--and--frequent uses of the word "system". I have yet to see one contributor describe in any detail his/her selling system which would be based on persuasion. I have seen a few techniques and tactics described--and I have volunteered some myself--as has klozerking and a few others. On the topic, most posts have been largely affirmations and affirmations of affirmations.

One system that has been discussed and partially described with examples has been High Probability Selling, viewed by the author as non-persuasive. I have no desire to go down that road again in light of experience on those threads.

Mitch has done more than myself when it comes to sharing his experience with a non-persuasive methodology. I think he is trying and succeeding in being helpful. My first thought upon reading his post above is certainly not to quickly pin a label to his method as "take it or leave it". Frankly, Mitch is a professional whether he wants to describe himself that way or not. My first thought is that here is a guy that has become successful in an industry where the failure rate is enormous--he just might be somebody we can pay attention to and maybe learn from.

I'll go on record by repeating again that I am not a proponent of persuasion focused methodology in selling. But I'm all eyes and ears if anybody else wants to describe such a system which they use.

I appreciate the kind words, Gary.

You've often talked about strategies or strategy in sales. Since you're not a proponent of persuasion focused methodology in selling, would you say something about what strategy means to you in selling? Your posts having to do with strategy continue to fascinate and instruct me.

Quote:

Originally Posted by Gary Boye

No--for this reason. There have been several thousand posts on this forum and many, many references to persuasion--and--frequent uses of the word "system". I have yet to see one contributor describe in any detail his/her selling system which would be based on persuasion.

I can tell you what I do. Actually I already have. See post #18 and #23. It might not be much of a system but it works and works quite well.

For what it's worth, the reason I asked about a "Non-persuasive" selling system is because I can't for the life of me imagine a skilled salesperson doing something different than what I described. I too am all ears. If someone has a system that is different than the one I use.

Quote:

Originally Posted by Gary Boye

My first thought upon reading his post above is certainly not to quickly pin a label to his method as "take it or leave it". Frankly, Mitch is a professional whether he wants to describe himself that way or not. My first thought is that here is a guy that has become successful in an industry where the failure rate is enormous--he just might be somebody we can pay attention to and maybe learn from.

Did my post offend you or seem like a slam against Mitch?

[quote=MitchM]

Quote:

Originally Posted by Gary Boye

I appreciate the kind words, Gary.

You've often talked about strategies or strategy in sales. Since you're not a proponent of persuasion focused methodology in selling, would you say something about what strategy means to you in selling? Your posts having to do with strategy continue to fascinate and instruct me.

That would be off topic for this thread, Mitch. If you have any questions about strategy where you think my knowledge or interpretations would be helpful, why not post your specific interest on another thread. By the way, the only other forum I visit is one on strategy--but I mostly lurk and seldom post. It is generally accepted over the last three centuries that the definitive work on strategy is Sun Tzu's writings from around 500 B.C. I find it very adaptive to sales and much of life in general.

Quote:

Originally Posted by BossMan

I can tell you what I do. Actually I already have. See post #18 and #23. It might not be much of a system but it works and works quite well.

For what it's worth, the reason I asked about a "Non-persuasive" selling system is because I can't for the life of me imagine a skilled salesperson doing something different than what I described. I too am all ears. If someone has a system that is different than the one I use.

Did my post offend you or seem like a slam against Mitch?

No--not at all. I value your posts and insights. We're sort of into semantics and I think your above mentioned posts (#18 and #23) were well thought out and instructive--and well received.

I say semantics regarding the use of the word "system". To me selling systems are somewhat comprehensive and require both detail and well-defined premises for explanations. What I might be able to do is take your posts and apply a different slant and attempt to demonstate a contrasting perception that would support a different and still effective methodology. There is no one system.

But I'm tired today and can't do it right now.

Quote:

Originally Posted by Gary Boye

To me selling systems are somewhat comprehensive and require both detail and well-defined premises for explanations.

I understand. My use of the word "selling" was pretty loose. Thanks for the response.

How do you feel about persuasion?

Persuasion and Influence Forum