WOW...WOW,...WOW

Now my head won't fit through the door!

Following my workshop 'Secrets of Master Persuaders', I received this message from Juey Ann MacLeod, CEO at JOY Inc.   With her permission, I humbly share it...

"I was amazed at how much I enjoyed Edward McBeth's sales seminar.  It was one of the best of 150 plus workshops I have attended.

Each point was stated and illustrated by an entertaining story or example.  Then followed up with a clear and concise handout.  The handout with the key points was small enough for me to put in my wallet and I referred to it just before I secured my next sale.

Edward's warm, wise and engaging personality invited me to learn what could have been a dry factual presentation.

I wished it was a full day because he left me with a thirst to learn more from him!

(shared with permission from Juey Ann MacLeod, CEO at JOY Inc.)

"

Magical phrase to get what you want

Would you be willing to..

This phrase is used by FBI negotiators, super smart sales people and now me.   It has a sort of magical effect on people, making them jump to say yes to your request.

You are going to want to try this and try it often, to prove how well it works because it sure does. 

Some examples..

Would you be willing to meet with me on Monday, so that I can explain how we can build the home of your dreams for less than what you might think?

Would you be willing to try out our program on a 6 month trial period because then you will see why we have so much repeat business?

Would you be willing to come into our dealership on Saturday, because we have some new vehicles that just came in and I think you will be excited to see what we have to offer?

Would you be willing to help me finish this project because with your expertise we could do it faster and better?

Interestingly, this technique was tested against phrases like;

Would you like to_________?

Would you be interested in _________?

It was no contest.   Not even close.  Would you be willing, smoked the other phrases.   And it still worked it's magic even after a negative response.  Some times as soon as the 'willing' was uttered, people would jump in and say:  Oh, yes, absolutely!

Why it works..

That phrase gives people a sense of control.   It makes them feel like they are the boss.   That they are in the position of power to grant a favor or a request.  It is an instinctual response to say yes.

Would you be willing to test drive this phrase for a week and let me know how it works for you?

Would you be willing to hit the facebook icon below and share this post with others because it would put a smile on my face?  It's that little f at the bottom of the page.  

 

Selling gets easier when you do this

We all have a deep, deep need for a sense of being in control

Note, this says a sense of control and not actual control.   

Feeling that we are not in control is a terrible resistance builder.  Using pressure tactics to sell just doesn't work any more.  And even if you do happen to make the sale, they sure as heck won't become a repeat customer or recommend you to anyone.

The control trap

The control trap is when sales people and persuaders try to dominate the conversation.  Or, they try too hard to impress clients with their superior knowledge.   They want to hold the reins of control because they believe they can make their clients give into their wishes using tactics that are 50 years behind the times.

It doesn't work.  It is doing it the hard way.   Your clients don't like it and it's no fun for you either.   No one wants to feel like they are being pushed or manipulated into buying something.

Your first objective is not to make a sale, it is to start a relationship!

Well, you're the boss so you decide

This is one of my absolute favorite techniques to use both to close a sale or in those moments when you see a client is having a hard time deciding.

When accompanied with that open palms gesture and a smile it is especially effective.   It conveys trust in your client and feeds the ego at the same time.   Most people never get to be the boss.  This phrase and gesture gives them a strong sense of control and makes them want to give their approval (because that's something usually only the boss get's to do).

I had a investor that I was pitching a commercial building worth 7.6 million dollars.   He was having a hard time trying to decide whether to make an offer.   He looked as though he was about to say those dreaded words...'let me think about it'.  Before he could say anything, I said, 'well Daniel, you're the boss so you decide'.   He paused for a few seconds and then replied,  'ok, let's do this'.   I've been a big fan of this technique ever since.  

Why it works..

We know that logic makes us think but it's emotions and feelings that make us act.   By telling the client he or she is the boss, you make them feel good about themselves.  And if you can make people feel things, you can make them act.

 But you are free..

Make a request, but acknowledge the other person has a choice. PsyBlog explains that this persuasion technique reaffirms the person's freedom of choice and indirectly tells the other person that you're not threatening his/her ability right to say no.

E.g.  I believe this is the most cost effective option to solve your technical issues,   But you are free to examine a more expensive option with extra features.

This technique has been tested and proven to very effective.   Again, it gives the client a sense of control in making a decision.

What else can I do to make my clients feel a sense of control?

1.  Let them do most of the talking.   Ask lots of open ended questions.   When they respond ask follow up questions.  Then listen and learn.   When it's your turn to speak, pause for a couple of seconds. This ensures you won't interrupt them and makes it seem you are digesting what they are saying.

2.  Paraphrase back what they are saying.   

e.g.    So what I hear you saying is....

or, repeat back the last words that they said

e.g  Client says....our biggest concern is that we can't predict which way the market is going.

You say....which way the market is going?

This technique makes them feel that they are being heard and understood.

Did you know...

The more you can get someone to talk about themselves, the more they will like you.  And people buy things because of what they feel about the product and the person selling it even if they know there may be better alternatives.

If you can create an environment where another person will open up to you, you no longer have to sell them anything.   When you find shared values they will feel a strange connection with you.  Then it's as though they are buying from themselves.

So stop trying to sell and start trying to make a personal connection.   You will do that by talking less and listening more to give them the feeling of being in control and then buying your idea, product or service will come naturally.

           

Secrets to closing more sales

"High pressure selling is stupid because pressure creates resistance"

In my years of coaching sales people, I came to realize the number one reason most people in sales under achieve is because they don't have an effective technique to  close the sale.   Or they dreaded the uncomfortable high pressure moment created when asking, do you want to buy my product or service?  So they didn't even ask!

What happens in your clients brain when you ask; do you want to buy my product or service?

Research in neuroscience has shown that when you ask someone to buy, it causes them to shift into slow logical thinking mode.  The immediate response is to start thinking of the pros and cons.  Sure they will think of the positive benefits but they will also start thinking of potential negatives such as;

Is this the best price or should I negotiate more?
Can I really afford this?
Do I want to make a long term commitment?
Is this the best product or service available?
Should I do more research?
What will my partner or others think about me if I buy this?

The number of questions rattling around in their brain can be endless but I'm sure you get the point.  Asking someone if they want to buy is a terrible idea.  It leads to indecision and unnecessary pressure.  And as I said above, pressure leads to resistance.  Too much resistance and that's when they say, let me think about it.  So is there a better way?

To understand the most effective way to seal the deal we need to understand how decisions are made.  This means understanding the Principle of Emotions and Logic...

This means that we should present facts to get them thinking favorably about our product or service and then at the very moment of decision (the close) we want to create a good feeling about our product or service.  At the moment of decision I don't want to know what they think. I want to know how they feel!  To do that I need to give my best reason to cause them to feel good about saying 'yes'.

What if, I could show you a surprisingly simple way to seal the deal without putting any pressure on your clients?   Because every one who has tried it has reported increased sales and had more fun in the process.  How would you feel about that?

Simple steps to get a 'Yes'

Smile, eye contact and use their first name

A warm smile while looking them in the eye sends the message that you are non threatening.  When someone says our name our first reaction is to perk up and pay attention.  People are easily distracted and if a sales presentation is long, it is common for their mind to wander.   Just hearing their name spoken makes them pay attention.

What if..

This is where you make a request.

What if you could own this beautiful vehicle for only $299 per month?
What if you take possession of this home before Christmas?
What if you could protect your families future with this low monthly investment?
What if you were able to retire comfortably by the age of 55?
What if we were to try out that new zip line on Saturday?

Why it works..

'What if' is not a direct question.  It is just a 'what if'.   What if asks the other person to imagine an outcome.   The beauty of a what if question is that the person being asked can not stop themselves from imagining what you are proposing.

If your client is not receptive to your request the 'what if' will flush out their real objection.   Maybe they don't like the price.  Maybe they are not yet sold on your proposal and need more information.

What if allows you to test the water without risking a flat out no because it is only a what if question.

Because..

Because is considered to be the most persuasive word in the English language.  

Research has shown that when you use a because (even if it's not a particularly great reason) it will cause people to respond more favorably to your request.   Just how effective is it?  According to Harvard psychologist Ellen Langer, using 'because' with any request increased the possibility of cooperation from 60 to 94%.  Let that sink in?

How would you feel about that?

I call this the phrase that pays!

Since we know that almost all decisions are made by emotions and feelings, that is what we want to prime in our clients.   Decisions are made from our non conscious thought process.   It just feels right or it doesn't.

What we don't want to do is prime them to use their slow rational thinking process.   Confession time.... I had a bad habit of saying after my pitch, 'well, what do you think?'  Bad.   Very bad because it primes a person to start thinking of pros and cons.  Is this the best price?   What if it doesn't work as promised?  Do I want to be stuck in a long term contract?

My new truth is; I don't care what they think.  But I care deeply about how they feel!

Asking 'how would you feel about that?' primes their feelings and emotions.  Then if it feels right, they will probably give you a favorable response and avoid dredging up those decision killing or delaying pros and cons.

Some examples..

Home buyer:   Ashley, what if we could get you into this beautiful home in 30 days because can you imagine how much fun it would be to entertain your family and friends here for Christmas?  How would you feel about that?

Insurance client:  Nathan, what if you could have both the peace of mind knowing your family will be protected and build wealth for retirement at the same time.  Because all it will take is a low monthly investment? How would you feel about that?

Car buyer:  Amanda, what if  we could get you into this spectacular sports car for only $295 per month?   Because can you imagine taking a trip in the mountains in this beautiful machine?  How would you feel about that?

Job seeker:  Robert, what if you were to hire me for a six month trial period?  Because then I could show you that my potential far exceeds my qualifications.  How would you feel about that?

Getting an appointment:   Sandy, what if we could meet for 30 minutes at your office on Friday?  Because then I could show you how I can help you get more quality customers.  How would you feel about that?

As you can see you can use this beautifully simple technique to get a yes to your request, whatever that might be


And when they respond favorably..

Assume it's a done deal!

My favorite response is to smile, shake hands and say something like, 'that's great Joseph,  I'll get the paper work done and get to work for you as soon as possible'.   Or, 'terrific Meghan,  now if you'll approve our agreement (hand her a pen) I can get to work on this.

What if you don't get a 'yes' using this technique?

The door is never closed because it was only a 'what if'.   You can always question deeper to identify any objections and then try another 'what if' question.

Your mission should you decide to accept it, is to keep practicing and perfecting this technique.   Because very quickly you will become a master closer.  How would you feel about that?

All you need to remember is these 4 simple steps..
1.  What if...
2.  Because...
3.  How would you feel about that?
4.  Buy me a beer!

 

This blows my mind!

Did you know that... that talking behind someone's back can make people like, trust and respect you?

Psychologist call this weird phenomenon....'spontaneous trait transference'.   In simple terms it means that people assume you to have the same traits you describe when talking about a third person not present in the conversation.  

The effect is so strong that it even works when people know that the traits do not describe you.

What does this mean? 

"Praising those not present is not only an act of kindness, it is also a gift to yourself' 

People on a subconscious level assume that you are what you say about others!  If you describe a third party not present as being smart and trustworthy, the person you are talking to will assume you are smart and trustworthy.   The bad news is if you describe someone as being lazy and stupid they will be begin to think maybe you are lazy and stupid!~   WOW!

My mother was was far wiser than I gave her credit for

When we were kids she would often tell us, 'if you can't say something nice about others, don't say anyhing at all'  Anyone who ever knew my mother would describe her as one the kindest, gentlest humans on the planet and this is just one of the reasons why. Thanks mum!

Now I feel like an idiot for all the times I bad mouthed someone. To think I've made people think less of me by going negative on others is humiliating.   Oh well, going forward I am intent on leaving that bad habit in the dust because a closed mouth gathers no foot.

Is it persuasion or manipulation?
Compliments that aren't genuine are manipulation and can back fire on you.   People will know when you describe a positive trait of someone that they know just isn't true.   Then they will think less of you.   So it's simple, be genuine.
So, to make the person you are speaking to like, trust and respect you more, say nice things about others.

Beyond the obvious

Do you know who else you should never bad mouth?   Yourself!   Well on second thought, you probably knew that, right?

When I think of all of the techniques, tricks and tips I've ever studied to gain trust and respect, this is one of the is most simple and effective.

What if you spent more effort to compliment those not present?   

Because people will think more of you and want to do business with you.

How would you feel about that?

The surprisingly simple way to boost sales!

What if there was a simple technique that could dramatically increase sales, make you better at negotiations or get people
to do things for you?

Well be prepared to be amazed.

"The experiment simulated a sales exercise where the buyer and seller tried to reach a deal on the sale of an asset.  
The experiment involved a simulated sales exercise in which a buyer and seller attempted to reach a deal on the sale of an asset. Though the price goals of the two parties were apparently not compatible, there were hidden objectives that would allow a deal to be reached. But, the negotiators would find that solution only if they shared information and cooperated to meet each other’s needs."

So, what was the magic that produced a fivefold lift in successful outcomes?

It is called....mimicry!

When one party mirrored the body language and gestures of the other person, the number of successful negotiations went through the roof!

Do you know why mimicry works so darn well?   Trust.

This is the real law of attraction!  The more people are like us, the more we like them.  Liking leads to trusting so, it only follows that if they like and trust you, they are much more likely to want to buy from you, right?

Important... when you mimic a gesture or body language of another person wait a few seconds before you do it.   They will never know you are doing it.

Seek the similarities..

Besides mimicing body language the more you can find in common with the other person, the more they will like and trust you!  Just cheering for the same team or coming from the same town builds rapport.

Why this works..

I've known for a long time that mirroring the other person's body language is an effective way to build rapport.  Now the research proves that it can dramatically boost sales and improve negotiations!

7 simple psychological tips to be more persuasive

1.  Moods are contagious.  If you are happy and upbeat, it will put your clients in a positive mind set and make them more receptive to your pitch.

2.  Ask your client how they feel about your product, service or idea.  This will double your acceptance rate.   Asking them what they think is frequently a deal killer because this will get them into thinking about pros and cons.   Remember this...decisions are made on emotions and feelings (and then justified with logic).

3.  Don't strain the brain or interest will wane!   Simple sells and complicated (and boring) repels.  If you want them to buy, make it easy.

4.  Use open body language and plenty of gestures.   Why?  Because non verbal communication goes unfiltered.  It is accepted.

Bonus...did you know that if you are nervous, using plenty of gestures will reduce your anxiety?

5.  Where possible give choices but not too many. (see #3)

6.  Our brains think in pictures, so visuals are very valuable when it comes to selling.

7.  A confident person never has to resort to pressure tactics like demanding immediate responses and refusing to give buyers time to think about your offer.

They fully believe that what they are selling is in the best interest of their clients.  Even if you manage to make a sale using pressure tactics, the odds are greater that the will back out of the sale and they sure as heck won't recommend you to family and friends!

Note:  If you've been taught to use pressure tactics, you are doing it the hard way!   You need some training based on neuroscience and behavior economics.   I can help with that...