How do you feel about persuasion?

Quote:

Originally Posted by BossMan

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.

Excerpt from "Successfull Cold Call Selling" by Lee Boyan:

Quote:

"A big mental health problem today is boredom," said one psychiatrist. "It's not the routine, which most people blame, that causes the boredom. It's the endlessness of what they are doing. They just never seem to get anywhere simply because they don't know where they want to go."

I don't know if I think the use of questions is persuasion or more of control. Being in control of the sales process, i.e. the closing, is one of the greatest games in marketing and sales.

I think persuasion starts with permission. For one to persuade someone, I think that other person has to give them a door to walk through.

Example.

The salesperson is talking to a client about purchasing a certain part for company equipment. The client sets the price (usually set by competitor, superior, or another).

The salesperson has to persuade by selling value and diverting (persuading) the buy towards value instead of cost.

Just a theory.

Ed Callais

Quote:

Originally Posted by Ed Callais

I think persuasion starts with permission. For one to persuade someone, I think that other person has to give them a door to walk through.

Can you elaborate on that Ed? I read your example but I'm still a little fuzzy on what you mean.

I think the difference between selling someone and persuading them is permission.

If you are trying to convince them to do something they might not do - that is selling. But if they have the slightest interest in it, they open the door to persuasion. I know it is like a fine needle difference, but persuasion comes after the customer gives you the information that he/she MIGHT purchase - which details the job of persuading them to make your choice.

In the above example, the customer wants the product and GIVES the competitor's price. There is the door for persuasion.

Sometimes I can get a little too deep in figuring things out.

Ed Callais

Quote:

Originally Posted by Ed Callais

If you are trying to convince them to do something they might not do - that is selling. But if they have the slightest interest in it, they open the door to persuasion. I know it is like a fine needle difference, but persuasion comes after the customer gives you the information that he/she MIGHT purchase - which details the job of persuading them to make your choice.

Hmmm... that's an interesting perspective. Thanks for elaborating.

Quote:

Originally Posted by Ed Callais

If you are trying to convince them to do something they might not do - that is selling.

In your opinion, why is that? Also, how would you define "Selling"?

To me, selling the customer is trying to get him or her to buy/do something that he/she might not do already.

Persuading seems like the customer has already made up their mind partially but needs a little push.

Quote:

Originally Posted by Ed Callais

I think persuasion starts with permission. For one to persuade someone, I think that other person has to give them a door to walk through.

An excellent addition to the discussion from Ed. I have had it in my repertoire for years to use the following, particularly among prospects who had "done their homework":

Can I give you a brief overview of (widgets) as if you have never seen one before in your life?

Not only does it invite permission, it edifies my presentation, and always gets an attentive response.

Good point, Ed.

Gary and Ed, is your sequence, system, or procedures different depending on if you are "Selling" versus "Persuading"?

Yes, I would say they are slightly different, yet are both important parts of the sales process.

In the selling process, facts are dominant. Questions are geared more to "what is" and "how does".

In the persuasive process, it is more of "what do you think?" and "Is there something you like about the product?".

The natural shift (or as I refer - the turn) goes from the customer asking questions to the salesperson asking. Qualifying the customer at the same time as controling the sale. Control is the issure.

Thanks Gary. I guess my best book on sales and marketing is always going to be "The Art of War" - know and predict what your enemy will do.

How do you feel about persuasion?

Persuasion and Influence Forum