{"id":1709,"date":"2008-08-18T10:10:17","date_gmt":"2008-08-18T15:10:17","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/persuasive-tips\/"},"modified":"2008-08-18T10:08:06","modified_gmt":"2008-08-18T15:08:06","slug":"persuasive-tips","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/persuasive-tips\/","title":{"rendered":"Persuasive Tips"},"content":{"rendered":"<p>Persuasion is a key ability of any successful salespeople.\u00a0 Think of the worst car salesperson or door-to-door salesperson you have encountered and you will know why this ability is so critical to success.\u00a0 CNNMoney.com&#8217;s article &#8211; <a target=\"_blank\" href=\"http:\/\/money.cnn.com\/2008\/08\/15\/news\/economy\/persuasive.fortune\/index.htm\">How persuasive are you?<\/a> &#8211; interviews an individual who runs the Persuasion Institute who brought up this fine point:<\/p>\n<blockquote><p>Let&#8217;s take, for instance, how we handle objections, whether from a customer or some other audience, such as a boss we&#8217;re asking for a raise. Early on in life, we learn to perceive objections as opposition, so we get defensive. An unskilled persuader, often without realizing it, will show tension, uneasiness, or irritation when someone raises an objection, usually because the objection or concern stirs up the persuader&#8217;s own insecurities: &#8220;Aren&#8217;t I doing a good enough job explaining this? Didn&#8217;t I go over that already?&#8221; This way of thinking will only make matters worse.<\/p>\n<p>By contrast, great persuaders who have learned new persuasion skills know how to welcome objections. Instead of seeing them as opposition, these persuaders see objections as a natural, and valuable, part of the process. They use their audience&#8217;s concerns as a way to open a dialogue, a chance to exchange ideas and discover new areas of common ground. Truly great persuaders may cut to the chase by addressing an objection before it&#8217;s even been voiced, just to get that communications ball rolling.<\/p><\/blockquote>\n<p>I say that is a fine point in that how salespeople <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Aptitudes\/Handling_Rejection.html\">handle rejection<\/a> is key to their success.\u00a0 We often discuss what traits are most important in sales and I think I would vote for handling rejection.\u00a0 I think it is, in simple terms, the key differentiator between high-performance sales and mediocrity.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Persuasion is a key ability of any successful salespeople.\u00a0 Think of the worst car salesperson or door-to-door salesperson you have encountered and you will know why this ability is so critical to success.\u00a0 CNNMoney.com&#8217;s article &#8211; How persuasive are you? &#8211; interviews an individual who runs the Persuasion Institute who brought up this fine point: Let&#8217;s take, for instance, how we handle objections, whether from a customer or some other audience, such as a boss we&#8217;re asking for a raise. Early on in life, we learn to perceive objections as opposition, so we get defensive. An unskilled persuader, often without realizing it, will show tension, uneasiness, or irritation when someone&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/08\/persuasive-tips\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[21,6,14,9],"tags":[961,960,959,212,962,963],"class_list":["post-1709","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-assessing","category-communication","category-sales-techniques","tag-handling-rejection","tag-persuasion","tag-persuasiveness","tag-sales-ability","tag-sales-aptitude","tag-sales-trait"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-rz","jetpack-related-posts":[{"id":2006,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/04\/persuasion-through-scarcity-and-fear-of-loss\/","url_meta":{"origin":1709,"position":0},"title":"Persuasion Through Scarcity And Fear Of Loss","author":"Derrick Moe","date":"April 21, 2009","format":false,"excerpt":"I was a psych major in college which seemed to be the perfect preparation for a sales career.\u00a0 I believe it was.\u00a0 To this day I am still intrigued by the psychology of selling which could truly be described as persuasion. That background helps explain why I found this ManageSmarter.com\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":943,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/overcoming-objections\/","url_meta":{"origin":1709,"position":1},"title":"Overcoming Objections","author":"Derrick Moe","date":"May 22, 2007","format":false,"excerpt":"Objections are the common hurdle to all sales in all markets.\u00a0 As a sales manager, you need to be able to coach your salespeople through the common objections they will encounter.\u00a0 ManageSmarter.com offers this article -\u00a0Sales Objections Overruled - as a quick read for handling 5 different objections. I wouldn't\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterovercomingobjections-bc70stop-sign5.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":805,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/smoke-screen-objections\/","url_meta":{"origin":1709,"position":2},"title":"Smoke Screen Objections","author":"Derrick Moe","date":"April 6, 2007","format":false,"excerpt":"Smoke screens are moves prospects use on salespeople that appear to be reasons for not moving forward with a deal. Many times these smoke screens sound something like this: We're going to take a look at all options. We need 3 quotes before deciding. We need to think it over.\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":226,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/what-we-cannot-have\/","url_meta":{"origin":1709,"position":3},"title":"What We Cannot Have","author":"Derrick Moe","date":"August 10, 2006","format":false,"excerpt":"Dan Tudor has a great post on his Landing the Deal blog - \"The Takeaway Close\". The takeaway close is a powerful tool for a salesperson when used properly. I used to work for a sales trainer who taught this technique and it is most effective. Here is the gist\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1125,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/manage-the-leading-sales-indicators\/","url_meta":{"origin":1709,"position":4},"title":"Manage The Leading Sales Indicators","author":"Derrick Moe","date":"August 10, 2007","format":false,"excerpt":"I've been talking to numerous prospects and existing customers this week about onramping salespeople.\u00a0 This topic is germane to every company that employs salespeople. The discussions I had this week have all involved a common thread - managing the trailing indicators.\u00a0 Revenue, customers, pipeline, etc.\u00a0 The sales managers in these\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/08\/windowslivewritermanagetheleadingsalesindicators-a244speedometer.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":586,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/sales-traits-series-persuading-others\/","url_meta":{"origin":1709,"position":5},"title":"Sales Traits Series &#8211; Persuading Others","author":"Derrick Moe","date":"January 18, 2007","format":false,"excerpt":"Sales is the art of convincing other people to change their behavior. Obviously, this ability relies upon the following sales trait. Persuading Others This is the capacity to convince others - to present one's viewpoint in such a way that it is accepted by others. A salesperson with strength in\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1709","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1709"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1709\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1709"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1709"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1709"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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