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Revista de Prensa: Artículos

martes, 13 de enero de 2015

12 Ways to Influence Others to Do Business

Mark Ford
Founder, The Palm Beach Letter


Active Shooter Sales Training
People Buy from Who They Like and Who They Trust by Chris Grollnek

Editors Note:  I have taken some liberties to make modifications where I saw fit to mold these 12 ways of modifying behavior to my favor.  Instead of making the ideas mine, I am sharing my thoughts on these documented benchmarks and how I have always approached them.  Chris Grollnek


 

Not because I want to do business but because I want my reputation to be faultless.  When I saw I will come through on a deal, authority or not, I find a way to make sure it happens if that is what I promised.  It of course is usually done at the expense of me in some way (always taking a piece somewhere here or there) but I get the job down.  Usually I am told I am over zealous, right up until the time I bring in the car or make the deal no one could close up to that minute.

Bill Clinton is supposed to be charismatic. I know die–hard conservatives who changed their views about him after speaking to him for just five minutes.  He was able to do this without giving anything away and just himself, however, he was not always known to be a man of his word.  SO where we are so similar in outcomes, we are far apart on the roads tat get us there.  I call it conscience…

Wouldn’t it be great to have that kind of effect on people? Wouldn’t it feel good to know that you have the ability to make everyone you meet like you… and want to work with you? Sounds like it would be but the outcome because a cynical person who does not like hearing their own phone ring.

Authors Story:  Such a man came to my office. He had just taken over managing my bond account after my longtime account manager retired. I didn’t want to like this young upstart because I resented it when my old account manager left. I felt (irrationally) abandoned.

But within five minutes, we were talking about cigars and martial arts. By the time he left a half–hour later (we were scheduled to meet for only 15 minutes), I had promised him more of my business. I had also given him a copy of my latest book and a $20 cigar!

He should have given me a cigar. But that’s the power of charisma.

Many salespeople are charismatic. You meet them. You like them. You buy from them… even when they don’t have the best product or the best pricing.

Charismatic people seem to be born that way. They have an uncanny, natural ability to sell almost anything, including their ideas. They don’t follow the usual rules. They smile a lot. They chat a lot.  See the notes I have interjected…

Do they have skills that the rest of us – the non–gifted lot – can learn?

Absolutely!

Here are 12 ways you can become more charismatic and get more out of all your business relationships. Most of them are based on the principles identified by Robert Cialdini in his book Influence: The Psychology of Persuasion.  Others I have added or taken fro many places to include human experience…

  1. People tend to do business with people they like and who they TRUST.  The trust part is the biggest.  May people like others, its thrones they trust they want to have follow yup conversations with.  Behave in a way that makes you likable and trustworthy. Be polite and patient. Avoid being crude, rude, gruff, or impatient unless the situation dictates. Know your target population audience.
  1. People are attracted to people who keep their word. That means when you make a promise, do exactly what you promised. Do it by the deadline you promised – or sooner. 15 minutes early is five minutes late…
  1. People trust people who have their best interests at heart. They will think you have their best interests at heart when you give them advice that benefits them more than it benefits you. Share with them your personal interest and successes and what one may be better than the next.  Use a rational approach, not a statement filled with hyperbole… It will stall you out every-time.
  1. People want to do business with people who are experts in their fields. So first, you need to actually become an expert in your field through practice, research, training, education, and study. Then you need to do things (such as writing articles and books or giving speeches) that demonstrate your expertise to potential customers and business associates.
  1. People feel comfortable giving money to people who are honest, ethical, and aboveboard. So don’t lie in your marketing materials (or elsewhere). Telling the truth is much more effective.
  1. People are attracted to people who are physically attractive or at least not physically repulsive. So eat right. Exercise. Stay fit. Be well–groomed. Dress well. And pay attention to your personal hygiene.
  1. People feel better with people who seem to be “real.” The best way to show that you’re a regular guy is to be cordial, friendly, and genuinely interested in others. Instead of talking about yourself, ask about them. Ask about their company, their job, their industry, even their family and hobbies.
  1. People respond to people who listen and pay attention to what they are saying. Remember the old cliché: You have two ears and one mouth because you should listen twice as much as you talk.
  1. People feel comfortable with people who are like them. The trick here is to identify one thing you have in common with the other person. It could be gold, kids, pets, or anything else. Then use that to cement a bond between you.
  1. People are attracted to people who are humble. So don’t be a braggart. And never discuss how much money you make.
  1. People are impressed by people who seem busy. That’s why you should never tell a prospective customer that things are slow and you really need his business. Think about doctors. How would you feel if you walked into a doctor’s office and you were the only patient? Wouldn’t you wonder how good he was? As much as you hate it when you have to sit there and wait, don’t you feel more assured when a doctor’s waiting room is packed? Of course, you do.
  1. People want to be surrounded by helpful people – people who make their lives easier and save them time. They also prefer to deal with people who are flexible and accommodating, not rigid and difficult.

Which of these people–pleasing skills do you have already? Congratulate yourself for acquiring them, and practice them more. Write your goals and objectives on how you will transform the rest slowly.  DO not try and incorporate all 12 on your first meeting, not only will you look fake, you will be a fake…  These take years to hone.  You have time so enjoy it while your learning and practicing.  Start small, start by learning a great handshake, a five minute elevator speech and a commonality for everyone that fits your experience.  DO not inflate one, just create whats nature.  We all have them, its up to you to deliver them for a successful sales experience.

Try video taping yourself and see what you like and do not.  We are our own worst criticts so if you pass the would you buy for you test, guess what?  Your ready for prime time… Happy 2015 and many well deserved God Given sales…

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