Simple ways to create awesome ideas

Expect it to be fun. 

This small change in your mindset can make a big difference. Expecting it will be fun makes it much easier for you to find the fun side of practically anything..

Be constantly curious

Whenever you deal with a topic, create questions in your mind. Find answers and then raise new questions. Questions keep your mind engaged. They can change your learning process from something dull to a treasure hunt.

Create a challenge

By creating a challenge, you will want to prove to yourself (and perhaps to others) that you can make it. One good way to do that is by creating a project. Build something real out of what you learn. Another way is to create a contest with your friends to find out who can do something faster or better.

Connect to what you already know

Things will be more exciting if you can connect what you’re learning to what you already know. Why? Because that improves your understanding of the world and allows you to see new possibilities you’ve never realized before.

Diversify

 Avoid boredom and find new possibilities by exploring new topics. Read books in new genres. Meet people with different professions. Add variety to your life.

What if there was a fun easy way to get what you want?



What if I told you that there is no need to work hard, sacrifice and delay gratification till some distant time in the future?  What if I told you that selling was meant to be fun, easy and abundant?   

What if I told you that asking hypothetical questions could influence how other people will act? The way that you ask questions can be highly persuasive especially if the question starts with the words, ‘what if.’    

Why it works…

The brain processes‘what if’ as if it isn’t even there.   So people are processing your question as if it were fact according to recent research from the University of Alberta.  Think about that?

Lets have some fun and run through a few examples of how you might use this seductively simple persuasion technique..

1)  A realtor wants to get a listing on a home.

E.G.   “What if I told you that I could get your home sold quicker and for more money by using our companies  unique marketing system?”

Why it works?    

If you dropped the ‘what if’  and just said, ‘I can sell your home quicker for more money by using our unique marketing system.’   The client would most likely be thinking to herself…‘yeah right, that’s what they all say’.  

 But if you precede the statement with ‘what if’  then the client allows the information into her brain without resistance and wonders to herself how might that be possible?  The realtor now has an open door to continue the persuasion because she is now considering it as a possibility. 

2)  You want a client to sign up for your weight loss program.

E.G.   What if you could lose 20 lbs before Christmas and you could eat as much as you like?

Why it works? 

Again it gets past the resistance by not phrasing it in a way that would be perceived as a sales pitch.   The client can’t help but imagine it being possible to lose those 20 lbs by Christmas.   Remember you haven’t directly asked for the sale you have just proposed a possibility.   The clients response will dictate how you react.   If you’ve gained their interest with your ‘what if’ question the sale is half done.   

3)   The car sales person says, what if we could get the financing approved this afternoon and you could drive that beautiful SUV home today?

Why it works?

The buyer might start imagining his jealous friends reactions to his beautiful new machine.  Or the feeling of pride driving home and parking it in front of his home for all the neighbours to admire. In short, the ’what if’ question causes him to mentally take ownership of the car.  

Of course this will only work if your ’what if’ question is received as credible and plausible.  

Will this work all of the time?   No, nothing works all of the time despite what the self help Guru’s try to peddle us.  But you will be surprised how often it works like magic.   

Beyond the obvious..

Using ‘what if’ questions is a beautiful way to avoid flat out rejection because it is only a ‘what if’.   If you don’t get a yes, you can re-phrase it and try again a little later.

What if you were to hit the facebook share button below, because it would make me happier than a mosquito at a nudist camp?



The Magical Power Of Praise

The Magical Power Of Praise

"The power of a good compliment is limited only by its lack of use"

A good compliment is a wonderful gift that costs the giver nothing and  makes both the receiver and giver feel good.    It can also make you more like-able and lead to;  friendship, love and new business opportunities.

When you make someone feel good about themselves, they will credit you giving them a good feeling.  It is  a gift that triggers reciprocity.   Reciprocity is when you feel the need to repay a gift, kindness or favour and often with something greater than what you got.  This doesn't happen all of the time but frequent enough that it is a terrific investment.



"Most people give out compliments like it was coming straight out of their bank account"

We all have three great emotional needs;  acceptance, appreciation and attention.   A good compliment can fill all of those needs.   So why be stingy?   Knowing how to deliver a terrific and timely compliment can be good for business and even make you a better human being.   In any relationship (personal or business) a sincere compliment is the applause that refreshes.   

Prepare to praise and prepare to be rewarded for it   

A good compliment should be in your tool box of persuasion techniques.   It can lower a client's resistance instantly and cause them to give you a serious look.   It's hard to find a rapport building technique that works faster than a compliment, so why not prepare to praise.  Before you next big client meeting ask yourself, what can I compliment them on?   Knowing what you are going to say ahead of time will make it easier for you to slip  it into the flow of the conversation.   
  
A business building compliment

Done right this is a form of a compliment that most don't think of but can be very productive.   Ask for advice.   Asking for advice is a way of saying that the other person has expertise above and beyond others.   It causes the other person to think better of you, since you were obviously smart enough to seek their wise counsel.    Just don't make the mistake of asking for advice on something the other person is not  great at.   Then their estimation of you can drop. 

A terrific first impression

If you know you are about to be introduced to someone, scan for something to compliment them on.   Instant like-ability!    Imagine you are being introduced to a guy and he say's something like this,  'I'm really happy to meet you Mary, I couldn't help but notice that everyone here seems to  hold you in such high respect.'   How could you not like someone who says that?

One more thing...

Always use their name when giving a compliment.   We love to hear people say our name.    It personalizes the compliment and increases it's attention getting powers.   Most people don't think to do this but then you are not most people, right? 

How to build your business and become a better person?

Compliment everyone!  Don't just save your compliments for important people or people who can help you. Remember what I said earlier?    Some people throw around compliments like it was coming out of their bank account.    A compliment is a gift, it costs nothing so be generous.   

Some folks go through life rarely hearing any kind of praise.   That's kind of sad.   So make the world a better and kinder place by looking for something/anything to praise others for.  Make it a habit because it will make you a better person in the process.  Be the one that others see as kind and generous.   It cost nothing and yet can make someone's day.  

Compliment the President of the company and the beggar on the street because it will make their day and yours too!   Make it a habit.  If you like something, say something!

Advice from John Gottman the expert on making relationships last

Gottman's research has identified the magic ration of 5 to 1.    For every criticism you need to have 5 positive things to say to your spouse in order to maintain a long term happy relationship.   I'm thinking this is not only good advice for couples but for your employees, customers and peers as well.  

5 compliments a day makes your troubles go away

Ok, I just made that up however it makes good sense to me.   We need to make praise a habit.   So practice on everyone and judge for yourself the results?   I tried this for 30 days and here is what I witnessed...

*  People seemed happier to see me

*  I made a lot of people smile

* Clients lost their resistance to hearing my ideas and proposals (more persuasive).

*  People like to do things for me! 

* I was called;  charming, nice, kind (and a flirt) 

Compliments make you appear self confident

A person without confidence will rarely if ever hand out a compliment.   They don't want to draw attention to themselves.  A confident person values his own opinion and that's what you show when you give a compliment, confidence!

Did you know..

That a request preceded by a compliment increases the  percentages of getting what you want by 16%?  So if you are in business or sales you can give yourself a 16% pay increase by mastering the practice of giving compliments.  Let that sink in!

So what have we learned?

1.  A good compliment is a gift

2.  Prepare to praise

3.  Compliments can help you make a terrific first impression

4.  Always attach their first name to the compliment

5.  Compliment everyone (it's good for business and your soul)

6.  The magical ratio for relationships is 5 compliments to 1 criticism

7.  The giver of compliments appears to be self confident


BONUS..  You may be perceived as a flirt!   (that's ok I can deal with that...haha)





The remarkable power of a hand written note

The remarkable power of a hand written note



"The more gratitude you show the more good fortune you receive"

Some forms of gratitude are more powerful than others. Here is my list from least powerful to most powerful expressions of gratitude:

Silent gratitude is the least powerful of course.
Facebook and twitter 
Text messages
Emails
Letters
Handwritten letters, thank you cards and notes
Gifts

These days its hard to ignore the efficiency of some form of an electronic message. It's fast and easy to do. And that's why you shouldn't do it....because its what everyone else is doing and so you won't stand out or be remembered. 

It takes your personal time to hand write a message. It is memorable, remarkable and it sustains. Electronic type messages are soon deleted and forgotten in the avalanche of daily communications we receive. 

Here is how to make your messages memorable...(hint make it funny)

Write clearly and neatly. 

Awhile back I received a thank you card from a Westjet Vice President thanking me for the ideas I had submitted and that they had employed. That was nice except for one thing.....his writing was so damn sloppy it was nearly impossible to read it. No point in scanning it and using it as a reference or even showing it to my buddies. A total waste!

Make it personal.

"Thanks you did a great job" is not near as powerful as something like this..."Hey Edward you did a remarkable job on the Westjet file. Your ideas made a huge difference and I absolutely loved your humor and willingness to share your insights. Thanks a ton!

Which note would you like to get?

Be sincere.

Flattery is phoney but a sincere compliment is a gift that keeps on giving.

It can be a gift.

Many times I've seen others showing off a note or card they received that was complimentary. So to that person its like a gift.

Don't limit it to thank you's.

Sometimes a handwritten letter or note of encouragement goes a long way to motivate others. I've used handwritten notes to solve differences with others. The real secret of a handwritten note is that it forces the other person to hear you out. In a conversation its our nature to be thinking about what we are going to say while the other person is talking and thus not be fully focused on what they are saying. And the recipient can re-read it later.

Take notes to look smarter

"Taking notes can make you appear to be more intelligent and persuasive"



More intelligent....

Our brain makes assumptions all of the time.   Some we are aware of but most are subconscious assumptions.   Strange as it may seem we interpret a note taker as being more intelligent.

We perceive the note taker as being focused and thorough.  It brings up images of Doctors and Lawyers who must get things recorded accurately.   It also makes us feel that every word we say is important.   And anyone focused so intenly on what I say must be intelligent.   Right?

More persuasive...

When someone is trying to persuade us and starts out by sincerely trying to understand our thoughts and beliefs, we pay attention.  And we assume they are sincere because they take the time to record our thoughts.   Note taking causes us to feel important and which in turn lowers  our resistance to that person.  We feel appreciated and understood.

When the cops are interviewing witnesses they take notes on what they are told.  One of the reasons is because they know that the person being questioned is going to give more accurate answers when they see that their answers are being recorded. 

The effect of note taking is also that most people start to open up and reveal the real objections to the persuasion.

And here's the real good stuff...

"When they feel they have been heard and understood their minds are open to hear what we are going to propose"

Note taking is a poweful persuasion skill!

Do...

*  Use a quality pen not one of those company logo pens you swiped from the convenience store

*  Use a quality pad or portfolio.   Extra points... if it has a leather cover.

Don't..

*  Try to write down every dang word.   That would be annoying.  Just jog down important points.    Extra points...if you say something like...'excuse me but that seems important I'd like make a note of that'

Bonus...

When you are note taking you do less talking and more listening!

Selling is easier when you are having fun!

WARNING...too much seriousness can suck the life out of your sales and the fun out of your career. It can make your days longer and your bank account shorter.

We all get up in the morning hoping our day will be enjoyable and if we're lucky, fun.  And that's why I love being involved in sales.  If you can share a laugh and have some fun, your chances of being successful go sky high!

I'll bet if you think back, the easiest sales you ever made were the one's where you and your clients shared some laughs?  Maybe you joked about Trump's latest crazy tweet or reveled in the home team winning a playoff game. 

The two worst traits a salesperson can have are; talking too much and being overly serious.   

Bring a lighter touch to your conversations. It's okay to be yourself! While having an agenda for your meeting and being prepared with a pre-call strategy tool is great, make sure you add a sparkle in your eye and smile on your face.

If you got the sale because you had the best product, price or service you could lose your client if someone else comes along with a better product, price or service.  But if they really like you, then you would have to really screw up before they would ever thinking of leaving you.

I'm not advocating that you be a jokester.   I am saying by lightening up your presentation you can separate yourself from the competition.  Begrudgingly, I will concede there is a time and a place for being serious.   You know, like when your boss asks you why you missed your sales projections for the 3rd straight month? 

What's important is to remind yourself that you are not in the insurance, real estate or car business.    You are in the 'people business' and your job is to create an enjoyable and if possible a fun experience for you and your customer.
.
Moods are contagious

When people are in a good mood they are more apt to make changes and try something new.  And far more likely to make an impulsive buying decision.    Less so in a neutral mood and status quo is status safe when in a downer mood.  



Heck, most kids know not to ask for that shiny new bike when mum is grumpy, right? Master Persuaders know that it's best to 'sell in the sunshine'.  I'm not just talking about the weather but also the upbeat friendly mood you create in the sales process  

Do you know what automatically puts people in a good mood?  A beautifully sunny day.   Especially when it is preceded by gloomy cold weather.   It's like everyone took a 'friendly pill'.    Great day for presentations and sales pitches.

Some national companies go so far as to monitor the weather and heavy up promotions and advertising when the weather forecast is great weather ahead.  

  "If you are not having fun, you are doing it the hard way"

If you're not having fun, you are doing it the hard way!

Who looks the happiest in this picture?

Impossible to tell, right?  Why? because everyone is sharing in the glory.  Not just the players but also the coaches, managers, trainers and everyone else involved with the team including the fans.  It is mass euphoria!

What if a company or sales team took the same approach as sports teams?  

Companies typically celebrate their top performers.  Sports teams do that also, however while a player is thrilled to be named MVP he/she will still feel let down if they don't win the championship.  

Sales teams and companies encourage competition among their employees.   The end result is everyone is out for themselves. I want to be the top performer so that I'll get the recognition or promotion and make the most money.  There is little incentive to help each other.  Why would I help someone just so they could beat me and steal the glory.

On a sports team players talk to each and share ideas about all kinds of things.  How to handle pressure, training tips, tendencies of the opposing players and so much more.  They back each other up to the point where you will sometimes see a player fight a bigger opponent because he took a cheap shot at one his team mates.  What happen when players only play for themselves (selfish)?  No team could possibly win with that attitude or approach, right?

What would happen if a company or sales team approached success like a sports team does?

Yes, there would still be individual success however the bigger goal is a team win.   And when a team wins everyone get's rewarded not just the stars.   Everyone shares in the celebration. 

The most important thing about working in a great team is that everyone has more fun.  More is achieved because energy flows to fun.  No one is out there struggling alone.  Someone is always there to cheer you on or share some helpful advice!

What if... at sales meetings everyone attending was expected to share something that worked for them in the past week?  Or shared something that wasn't working and asked for advice to fix it.  It could be anything from; a novel way to greet a customer, how to get a client to open up, how to handle an objection, to how she finally got the client to say 'yes'.

A sales person might be giving away a valuable insight however if he or she gets back 10-12 good tips in return, everyone wins especially the team.

Not all ideas shared will be great and that doesn't matter because it's the open sharing of ideas that contributes to the discovery of the really creative ones.  Instead of boring your team to beers at a meeting, you create a team spirit where everyone wins.  You are not just playing for yourself, you are playing for the team.   And with real team spirit you are happy when a team mate scores (makes a sale).

What if...instead of having a sales competition you had a team goal for the month and when it is achieved there is a reward and a celebration for everyone.   The top producer could still be recognized and if he's on commission he's also going to get the monetary reward.  And as with a sports team the other team members will be happy for him because he helped the team win.

I first shared this idea with a wealth management company manager about a year ago and he didn't think his staff would buy into it.  Yet as a compromise he agreed to have his first year staff form a team to test out my idea.

They called themselves the 'Rookie All Stars'.  Obviously they were at the bottom of the pack the month they started working as a team. Within 6 months they were in the middle of the pack.  Performing as well as some who had been with company for 5 years or more. Now they've dropped 'Rookie' off of the team name (drunk on success me thinks) and have their sights set on winning the championship (sales leaders).

I'm told that the 'All Stars' have formed a real bond with each other becoming more than team mates, they are now close friends.

The manager has now divided up his staff into teams of 6.  That way he thought he could take advantage of both the competitiveness between teams and the cooperation within each team (genius).  They also had a blast making up their own team names.   They now are having monthly competitions and a ton of fun.  I wonder how it will affect sales a year from now? 

What if...the first words a sales manager said to employees was; what's working for you lately?  Or what can I do to help you achieve your goals?   What if team members said that to each other?

The sales manager I mentioned said this to me, 'what if this works so well that my teams are so busy helping each other that they don't need me?'  He was joking (I think).

Psst...if you have any ideas about how to make selling more fun, please share,  comments are always appreciated.

Ridiculously simple way to boost your brain power

What if I told you there is a super easy way to boost you brain power, improve your memory and increase your creativity?

Have you ever watched little kids trying to remember something?

That's right, they squeeze their eyes shut! It turns out they are onto something brilliant.   When you are trying to come up with an idea or remember something just by closing your eyes greatly improves your abilities to be like a kid....brilliant!

The other day at the gym I saw a guy I hadn't seen in several years and for the life of me I couldn't remember his name.  I racked my brain telling myself ...I know this guy why the heck can't I remember his name.  Damn he saw me, this is going to be embarrassing. Then I remembered to close my eyes and try to recall his name.  Bingo!  In seconds I remembered his name and his life story.  (improved memory)

As most people who like to write know it is so damn easy to get stuck in the muck of your of uninspiring writing.   I'm always looking for ways to spice up my writing and leave out the boring parts.

As my son once said to me, 'Dad you have small bursts of brilliance in a sea of mediocrity'.  Yikes!   So one day I decided to test drive this idea of closing my eyes to come up with ideas.   It took a couple of minutes of pondering when I got the idea to record every good metaphor I read or heard.   I've got tons of them now.

Here are some examples...

A beer in my hand is worth two in your fridge.

To some people giving a speech is like petting a porcupine.

He is like the guy who uses broccoli as a pizza topping.  His need to do what is right, sucks the fun right out of life! (my creation)

Then with my eyes closed this brilliant idea hit me.   Maybe I could turn my collection into a book?   Then anyone who needs or wants to write without boring their readers to beers, could use it as a reference to spice up their writing abilities. (increased creativity)

The more I use this ridiculously simple technique, the more the ideas flow like moonshine at a hillbilly convention.

Why it works...
Research has shown that vision uses up 30% of your brain power. So it follows that when you close your eyes, you free up  more room for memory or creativity.  Amazingly this works better than even drugs! (and it's free)

I double dog dare you to try this because the more you do it the better it works.   And it's so easy, it's like playing tennis with the net down.

P.S.   If you know anyone who is having memory problems please share this idea.   And if you want to make me happier than a seagull with a french fry, leave a comment and share, thanks!

The secret to being a sales superstar

The secret to being a sales superstar is to not sell

"Relationship building is the new selling because trying to close a sale before you gain trust is like proposing on the first date"

Today no one wants to sell and no one wants to be sold!   So don't do that.   We have such a strong resistance to being sold anything that as soon as we feel we are being sold we head for the hills.   And yet product and services need to sold, so what is the answer?

First, we need to get past a clients resistance.   The quickest and most enjoyable way (for both of us) is to build a good relationship.   Because....

"All things being equal we chose to do business with those we like and all things being unequal we still chose to do business with those we like"



I am not advocating that you do more schmoozing.   I am advising that you build a mutually beneficial relationship with your clients.   The relationship has to be seen by both parties as a win/win. 

Of course an inferior product or service will not get you any lasting business.  However, assuming your product or service is competitive with the others on the market then the difference is the level of trust you have built up and that takes relationship building.  This means....

1.  Getting to know who they are

2.  Finding out what their wants and desires are

3.  Making them feel understood, appreciated and liked.  (because we can't help but like those that like us)

The purpose of relationship building is to remove any resistance your client has so that you can tell your story and show how you can solve their problems or create an opportunity.

"Closing the sale tactics become a thing of the past.    Instead we should be working towards an agreement that is mutually beneficial"

Assuming you've commenced doing business with a client and you've delivered on your promises, then remember this and please read it over very carefully....

What if making sales is this easy?

In order become a powerfully persuasive person you need to understand how to get past the resistance. 

Resistance is our defensive mechanism to shield us from being sold a product or service.   Everyone likes to buy that shiny new car or home but no one likes to be sold. Being sold is to feel pressure  and our resistance rises as soon as we detect that is what someone is trying to do to us.

Can we slip by their resistance?

What if....

Imagine that you were asking someone out on a date.   Typically you might say something like....Would you like to go for dinner and a movie on Friday night?

The person being asked has to make a snap decision.   The pressure and stress builds as the recipient of the request ponders all of the reasons to say yes or no.   And if the answer is no, the door has just slammed shut on you and a wall of resistance  is building.

Each no you get builds more of that wall of resistance.   So if you keep asking and keep hearing no, you are getting further away from a successful response.

At the moment of rejection you will both want to retreat and try forget the experience.

What if, instead you tried this......What if we were to to go for dinner and a movie on Friday night, how would you feel about that?

Remember, you only asked what if?   You didn't really ask her out.   So there is little or no pressure because you were just asking her thoughts on a speculative request.   So if her answer is 'no I don't think that would work because I have other plans' nothing is lost you can carry on as usual.

However, if she says she would like that, then yahoo...you have a date.

Now  imagine using this in a business transaction? The realtor says to his clients, 'what if we could get you possession of this beautiful place in 30 days?' How would you feel about calling this home?

Or the auto salesperson says, 'what if we could get your  financing approved within the hour?  How would you feel about driving it home today?'

P.S.  you can replace 'what if' with 'imagine' if that works better for you!

Because...

Research has proven that when you make a request and follow up with a 'because' it becomes more persuasive.  Although the research didn't explain why 'because' works so well, I speculate it is because it is complimentary to the other person.   When someone takes the time to explain why they are making a request it causes us to feel appreciated.    When someone makes a request without an explanation it can feel more like an order.    And who likes to be told what to do?

So in my example above he might say something like this....What if we could get your financing approval this afternoon because we are offering really low rates right now.   How would you feel about driving it home today?'
Imagine trying out this technique the next time you are asking someone to do business with you because it really works!  How would you feel about that?

Bonus #1

It is really important to use their name at the front of your request.   Using their first name makes it more personal and friendly.   It seems simple and it is but it brings results because it lowers resistance.

Bonus #2

The real power in persuasion is to string several techniques together as I just did by using....their first name, what if, because and how would you feel.   I call this my String theory of Persuasion.   

As I write more articles on persuasion I will continue to string together multiple techniques because that's when it is most powerfully persuasive.   And because...by being able to say I developed a String Theory  makes me sound brighter than I actually am.....haha

Hmm.....what if you were to take this beautifully simple technique for a test drive because you will be amazed at the results you will get.   How would you feel about that?

Simple rule to sell more and be more likeable

 

"To listen more is to quit trying to sell and just help them buy"

 

 

Only when the other person perceives that they are sincerely being listened to will they really hear what you are saying.  The feeling that we are not being listened to builds resistance and annoys the heck out of us.

 

We are all guilty of not waiting for the other person to finish so that we can have our say.   Instead of listening most people are thinking about what they are going to say next.   The number one killer of sales opportunities is when a salesman  talks too much.  The easy solution is....

 

The 60% Rule

 

Make sure the other person gets to at least speak  60% of the time.  Simple!  And if you let the other person speak 70 to 80% of the time guess what happens....

 

*  You start to build rapport

*  They like you more

*  They think you are smarter

*  They feel appreciated and understood

*  Their resistance to you and your suggestions melts    away like ice cream on hot pavement

*  Only when you really listen to them will they will really listen to you

 

Isn`t that beautiful and all you have to do is stop talking!

 

Listen to learn

A good listener is like a doctor. The doctor  knows he or she can't suggest a solution until they understand the problems.  They ask questions and take note of the answers.   They are on a mission to understand how best to help their client (or patient).

 

It is easier to persuade if you know where the other person is coming from.   Ask questions, lots of open ended questions.   This gets you the information you need to persuade. The sales person who talks too much is trying too hard to sell and not letting his customer having the wonderful experience of buying.  Because...

"No one likes to be sold but they do love to buy"

 

The first objective of persuasion is to find ways to lower resistance to you, your ideas and requests.   Here is the easiest way to get someone to lower their shields..

The power pause
So simple and yet so powerful.   All you have to do is wait 2 seconds before you talk.   That's the length of one deep breath.  Do you like to be interrupted? And neither does your client. It shows respect.when you let someone finish what the are saying.  So let them finish take a 2 second pause and they will be receptive to what you have to say.

Nod when they are speaking

I'm not talking about nodding like a bobble head doll. Just a few mini nods every once in a while along with something like..'.ah ha or ok' will encourage them to open up and feel respected.  

"Talk less and listen more makes selling and persuading less of a chore"

Bonus.....before any important meeting or sales pitch I make up a list of questions that can help me uncover the clients wants and desires.   This not only gets me the information I need, it keeps me on track and keeps me from talking too much.

A good mood is money in the bank!

ic

Admit it, just looking at that image of a happy sun lifted your mood, right?

The good news...

Good moods increase optimism and feeling optimistic can encourage a customer to make a purchase or be persuadable to a request.  Why?  because when we feel optimistic we also feel empowered and are more willing to take a risk or make a buying decision. 

This is elementary level stuff for kids.  Kids know not ask mom or dad for something when they are in a foul mood.  But when dad's team just won the big playoff game or mom just got a promotion at work, their good mood makes them particularly vulnerable to a request for a new bike or a trip to get ice cream.

But wait it get's better...

Consumers in a good mood make impulsive buying decisions more frequently that they would when feeling neutral or negative.

And that's not all...

Clients tend to like sales people more when they are in a good mood.  Of course this positivity can fade quickly if the sales person doesn't live up to expectations.

Why is this so important?  

"It's because all things being equal we prefer to do business with people we like.   And all things not being equal, we still prefer to do business with people we like."

That's right,  even if you don't have the best qualifications, product or service, you can still get a 'yes' just because they like you.  And consider this..

"If you get the business because you have the best product, service or price, you might lose the business when someone else has a better product, service or price.

But if they really like you, then you would really have to screw up before they would go elsewhere."

And did you know...

Clients in a good mood don't just make a sale more likely, they are more receptive to a higher purchase price!

The secret that Master Persuaders know is that moods are contagious!

We know that sales go up on warm sunny days or when the home team wins the championship.  But not every day is going to be sunshine, roses and rainbows.  So if you can't sell in the sunshine than be the sunshine.

Your mood can make or break a sale.  You already know that being in a negative mood kills sales.  But did you know that even being in a neutral mood also hurts your chances?

Master Persuaders are like method actors.  You can't always be Mrs Charming or Mr  Happy Go Lucky so you have to get yourself in a good mood before you start talking to your clients.  And how are you going to turn on the charm in an instant when the phone rings?

Glad you asked grasshopper!   Here's one of my magic tricks for a quick mood lift...

I keep this card next to my phone.  One glance at it usually makes me smile.  And the effect it has on clients is hilarious.  Usually they will come back some smart a** response like;  well you can get me a hot date for Saturday or you can sell me what I want for half price. The point is it usually makes them laugh.   And a shared laugh is like crazy glue for sales.

Just imagine what it would feel like if you called a company and they answered with something  like this...

"Hello this is Amanda, thank you for calling ABC Products And Services.   How can we make you happy today?" 

Compare that to the typical company message...."Hello this is Amanda, thank you for calling ABC Products And Services.  How may I direct your call?

We all like to laugh and joke around.   It's like honey to a bear, we just can't resist it.   It makes us feel good.

There are a boatload of ideas for helping to put you and your clients in a good mood.   Here are just a few...

Compliments   

A sincere compliment.  A few weeks ago I ran into a lady I hadn't seen for several years.  She said to me, 'you look great have you been working out?'   Ok, maybe she wasn't being all that sincere but who cares it made me feel great.  Mark Twain and I have something in common..

And then there are those who give out compliments like they are coming out of their bank account.  Why be stingy?  They cost nothing and make both the giver and receiver feel great.

Small gifts

Imagine you are toiling away at your desk and one of your co-workers unexpectedly shows up with a cup of your favorite coffee. How thoughtful, right?  That good feeling can last for hours.  Later that day he asks you for a small favor. What are you going to say? 

Good gossip

What if you heard that a client was saying good things about you behind your back?  Gossip travels at light speed no matter whether its good or bad.

A warm smile

Have you noticed that when you smile at someone, they smile right back at you.   It is an irresitable response and makes them instantly like you a little more.   Have you ever noticed that those that smile the most tend to be the most popular.  We are drawn to happy people like wine to the women I know and like.

If you wanted to, I'll bet you could come up with 10 ways to create a good mood for someone in mere minutes? 

And if you want to make me happy, please share this article!  

Is this too good to be true?

"When you give a person  a sense of being in control they become twice as willing to say yes to your request"

When I first came across this technique I thought to myself, 'ok, this sounds too good to be true?'  Happily I found that research from 42 different psychology studies on 22,000 people confirmed it is legit (Carpenter 2013).  But you don't need to believe me, you are free to take it for a test drive and prove it to yourself? 

Research has proven that when a person feels as if they are in control (empowered) it causes them to be more optimistic.   That optimism makes them to be willing to try something new and twice as likely to say yes to any request.

So how do you give your clients that sense of being in control?

Use the 'but you are free' technique. 

Here's how it works. You ask someone to buy your product or service and then acknowledge that the other person has the power to accept or reject it.  Simple. And the actual words you use don't seem to matter.

e.g.  Imagine you are negotiating a deal and are about to give your final offer.   You would say something like this....'this is our best possible price; I know it is a fair one and we will deliver on all of our promises as I explained.  But Joseph and Samantha you are free to accept it or continue to shop the market?

Or consider this variation...

Instead of saying, ' but you are free' you could say...and of course Joseph and Samantha the decision is yours to make.

You can use this amazingly simple technique to; close a sale, negotiate an offer or get an appointment...

Imagine they buyer is shopping around on the internet for a car or a home?   They call your office and inquire about pricing etc.   After qualifying their wants and desires as best as you can, you might say something like this...

Ryan what if you and Amy were to stop by here this afternoon because I would love to show you what we have available right now that might excite you?  But of course that decision is yours to make!

Now what if I told you that I've found a simple way to turbo charge this technique?   I know what you are thinking....Edward now that is too good to be true, right?

Well here is the phrase that pays and has proven to be money in the bank.  It has helped me close deals on properties worth millions of dollars and everyone I've shared it with, raves about how beautifully effective it is.  

So let the bells ring and the flags fly,  here are the magic words...

'but you're the boss, so you get to decide'

Imagine the realtor who just made her listing presentation and concludes by saying....Nathan and Emily we have the best possible marketing plan to get you the quickest sale for the most amount of money and I'm excited to prove that it will work for you.   But you're the boss, so you get to decide!

Or the car salesman who is showing a car to a buyer and wants him to take it for a test drive.....Jason what if you were take this big beast for a test drive because you won't appreciate it until you take it on the highway for a spin?  But of course you're the boss so you decide!

Why it works!

First, it clearly gives the buyer the feeling that they are in control.  After all you are telling them they are the boss. They are not being sold, they are buying and that is exactly what they want!

Secondly, how many people actually get to be the boss?  For most people the only time they get to be the boss is when they are parents.  So this becomes a huge compliment that they love.

Third, anyone can say no but only the boss gets to say 'yes'.  So at a subconcious level they want to say yes, so they can confirm that feeling of being the boss.   It just feels good to give their approval to your request.   It makes them feel empowered to be the boss!

Fourth, they will like you for making them feel like they are in control. 

Note:  I recognize that there are a few people who aren't comfortable using this technique because they want to feel like they are the boss and not the client.  Their fragile ego wants to impress.  And then the client doesn't want to be impressed with you but they love it when you are impressed with them.  That's when the will bend over backwards to do business with you!

There are so many ways you can use this technique to get a yes to any request. I challenge you to take it for a test drive because although it is ridiculously simple, it works like magic.  But of course you are the boss, so the decision is yours!

To sell like a superstar treat and greet them like a friend

"To gain influence over others, make them feel that you are more interested in them as a person than as a customer."  

One of the expressions I dislike is....it's just business.   No it's not.  All business is personal.  Selling and persuading is all about developing personal relationships.

Before you can persuade anyone to buy your product or service you must first get past their resistance.   If you try to close a sale before you've gained some trust, respect or likeability you will likely fail.   The natural tendency is to say no to any proposal that isn't the status quo.    No one wants to be sold anything. However we do love to buy, especially if it is from someone we like, trust or respect.

"Your first objective is not to make the sale it is to start a relationship."

 Here are  7 ways to make them feel like you are their friend...

1.  Use their first name .   Start and end every conversation with their first name.   People love to hear their name.   It is highly personal.   Smile whenever you say their name and it will feel like you are a friend.   Also start and end with their first name if you are emailing or texting them.  Caution:  don't over do it.   Saying their name too frequently will have the opposite affect.   They will start to distrust you and think you are trying to manipulate them.

Bonus points...you may not be consciously aware of it but when you meet a good friend most of us give a little nod of our head when we say their name.   That little nod plus a warm smile is a powerful rapport builder.  Try it because it works like magic!

2.  Always be looking for something to like about the person.  If you start liking them they will start liking you.

3.  Seek the similarities.   It's the things that we have in common with others that is the basis of how most friendships are started.   It was my love of boating and being on the water that led me to great friendships with others who shared my passion.    We all tend to like people who share our interests and passions.

4.  Show interest in what they like.    People love to talk about two things;  themselves and the things they love.    So ask lots of questions about them and their interests.

5. Friends give friends small gifts.    So show up with a small gift and watch their resistance melt away like ice cream on hot pavement.   It can be as simple as a cup of coffee.  Just remember that gifts with your company name on it are considered advertising and do not create gratitude or reciprocity.  Don't do that.

6. Greet them and say good bye like you would to a good friend.   Big smile and an energetic warm greeting or good bye.   Act a little excited to see them and they will be receptive.

7.  Make a commitment to developing a friendship.    One meeting  won't always do it.    Familiarity breeds likeability.  Likeability leads to friendship and friendship begets trust.  Trust leads to lots of long term business and  becoming a superstar!

BEYOND THE OBVIOUS...pretending that the person you are about to meet for the first time is a friend will causes you to relax and make a much better first impression.    Same goes when giving a presentation or at a job interview.   I pretend that the audience are my friends and a lot of the nervousness goes away.  

Try it because the best and most loyal clients are friends!