How to talk someone into buying.

Persuasion and Influence Forum

 #1
Bulldog
How to talk someone into buying.

Isn't there a public perception that salespeople will try to talk people into buying? How would a salesperson do this? How can you talk someone into buying? What would it sound like?

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 #2
Skip Anderson
"Top Sales Expert"

Quote:
Originally Posted by Bulldog
Isn't there a public perception that salespeople will try to talk people into buying? How would a salesperson do this? How can you talk someone into buying? What would it sound like?
Great topic, Bulldog.

My two cents: Yes, there is a public perception that salespeople will try to talk people into buying.

I don't think salespeople can talk a prospect into buying.

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Skip Anderson
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 #3
jcundiff

Quote:
Originally Posted by Bulldog
How can you talk someone into buying? What would it sound like?
It would sound something like this...

Obi Wan: "These are not the droids you're looking for."

Imperial Storm Trooper: "These are not the droids we're looking for."

Obi Wan: "You may go about your business."

Imperial Storm Trooper: "You may go about your business."

Seriously, being involved in complex, competitive, high-dollar B2B sales, I don't think any salesperson talks anybody into buying anything - unless they are blessed - like Obi Wan - with the Power of the Force.

Good professional salespeople know two things.
  1. If I talk them into buying (i.e., trick or manipulate them into buying) from me, they will most likely not be a happy and repeat customer.
  2. If I can't find real needs that are addressed by the solution I am selling, they won't buy from me.
Now, emotional needs are real needs. The CEO that wants to make a mark by deploying - rightly or wrongly - the latest technology is satisfying an emotional need. If a salesperson can find and use that need to their advantage, they are good a sales person - not a Jedi Knight.

Jim Cundiff

 #4
Skip Anderson
"Top Sales Expert"

Quote:
Originally Posted by jcundiff
It would sound something like this...

Obi Wan: "These are not the droids you're looking for."

Imperial Storm Trooper: "These are not the droids we're looking for."

Obi Wan: "You may go about your business."

Imperial Storm Trooper: "You may go about your business."

Seriously, being involved in complex, competitive, high-dollar B2B sales, I don't think any salesperson talks anybody into buying anything - unless they are blessed - like Obi Wan - with the Power of the Force.

Good professional salespeople know two things.
  1. If I talk them into buying (i.e., trick or manipulate them into buying) from me, they will most likely not be a happy and repeat customer.
  2. If I can't find real needs that are addressed by the solution I am selling, they won't buy from me.
Now, emotional needs are real needs. The CEO that wants to make a mark by deploying - rightly or wrongly - the latest technology is satisfying an emotional need. If a salesperson can find and use that need to their advantage, they are good a sales person - not a Jedi Knight.

Jim Cundiff
Great post, Jim, and I appreciate your humor, too.

 #5
Joe Closer

Quote:
Originally Posted by Bulldog
Isn't there a public perception that salespeople will try to talk people into buying? How would a salesperson do this? How can you talk someone into buying? What would it sound like?
I love the way you phrase those questions. I, too, would like to know what it would sound like. I can't remember any salesperson talking me into buying anything.

I DO remember salespeople talking their way out of making a sale to me.

 #6
Joe Closer

The great sales trainer and speaker from years gone by, Fred Herman, would tell the story of the guy who walked into the car dealership, and approached a salesman with:

"Are you the fellow that sold me that car last year?"

Salesman: "Why, yes, I believe I am."

Customer: "Well, would you mind giving me that sales pitch again? I get SO discouraged!"

 #7
Frankie

Push the hot button(s) and make it easy to say yes. People do things for their own reasons. Find out what those reasons are and fan the flame.

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It's always darkest before dawn. So if you're going to steal your neighbor's newspaper, that's the time to do it.
 #8
Marcus
C'mon it'll be fun we'll have a good time. Don't be a party pooper!

Quote:
Originally Posted by Frankie
Push the hot button(s) and make it easy to say yes. People do things for their own reasons. Find out what those reasons are and fan the flame.
Fan the flame AND feel the burn.

I'm not saying you can talk someone into doing something they don't want to do. That might not be possible and it definately isn't ethical. My wife talks me into doing things all the time.

 #9
Mikey

Quote:
Originally Posted by Joe Closer
The great sales trainer and speaker from years gone by, Fred Herman, would tell the story of the guy who walked into the car dealership, and approached a salesman with:

"Are you the fellow that sold me that car last year?"

Salesman: "Why, yes, I believe I am."

Customer: "Well, would you mind giving me that sales pitch again? I get SO discouraged!"
Great story Joe.

__________________
"You're only as good as what you did yesterday, not a month ago, not a year ago."
 #10
Skip Anderson
"Top Sales Expert"

Quote:
Originally Posted by Frankie
Push the hot button(s) and make it easy to say yes. People do things for their own reasons. Find out what those reasons are and fan the flame.
I agree, Frankie.

"Hot Buttons" are:

1. Specific; and have...

2. Emotional Energy.

The only way to find out what they are is to carefully and thoroughly assess needs and desires (investigate), and listen! It's like sales magic!

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