Three Hot Tactical War Room Strategies That Will Explode Your Sales

Transcription

1 Special Report $29.97 Three Hot Tactical War Room Strategies That Will Explode Your Sales

2 Tactical Strategy No. 1. Emotions vs. Logic in Persuasion I am frequently asked whether emotion or logic is more powerful for persuasion. Let s find out the answer by listening to a typical sales pitch. Here s the pitch: My idea will save the department 20% of overhead next year. Sounds good, doesn t it? After all, who wouldn t want to save 20%? This statement and other ones like it may be factually true, but they will do little to get your potential customer exited about what you are offering. And this brings me to the point of this post: Decisions to buy are made based upon emotion. Decisions not to buy are based upon facts. Think of it this way in decision making situations there are two voices inside of your head. The one other right side is the emotional voice and is going to whisper reasons why you should do something. At the same time, the voice on the left side is logical and is going to whisper reasons why you shouldn t do it. Which one will win? Page 2

3 Let s use a simple decision as an illustration. You are on a diet and have just been offered a slice of your favorite cake and are now faced with the decision as to whether to eat the cake or simply say no thanks. The internal conversation goes something like this: Reason why you shouldn t eat the cake: If you eat that cake, you will gain weight. Purely logical and probably not all that persuasive. Reason why you should eat the cake: That cake will taste good. And just one piece won t hurt. This is the emotional side of the decision and probably the winner of the argument. Let s Add Some Emotion!! The next time you need to persuade someone to adopt your idea or buy your products, just add an emotional component to the pitch and watch the magic. Here s an example: Instead of saying, My idea will save the department 20% of overhead next year, say: My idea will save the department 20% of overhead next year and you will probably get a bonus and a promotion. The bonus and promotion phrase adds some emotion to the situation and gets the decision maker to turn in your direction. Page 3

4 As you can see, when you get your decision maker emotionally involved, you are going to get more decisions in your favor and get more of what you want out of life! Start using this simple principle right now and watch the magic! Tactical Strategy No. 2. Tell them what to do - watch it happen! Tuesday was Election Day, and the yard signs for various politicians were popping up like flowers in the spring sunshine. Unfortunately, most of them were useless. Of course, a yard sign doesn t give you much room to deliver a sales message, so most of the signs were very simple like Joe Smith for Congress. While this may have some use for name recognition, it has absolutely no persuasion value. The good news is that some of the candidates did better with the little bit of space available. Their signs said Vote for Joe Smith for Congress, instead of simply saying Joe Smith for Congress. Simply adding the words Vote for adds persuasive power in a very small space. The lesson? Always tell people what action you want them to take. don t leave them guessing. Take this simple step and watch your persuasive power multiply! Tactical Strategy No. 3. The Carnival Barker s Mistake On Friday night, my daughter and I went to a local carnival. The carnival itself was nothing special just some rides, games and food stands set up in the parking lot of a local shopping center, but we always have a fun time walking around and enjoying the sights, sounds, and smells. Page 4

5 As we were walking along, the barker at one of the games managed to get my attention and call me over. Some of these guys are pretty good persuaders, so, I went over and listened to his spiel. And he was good really good! When he was done, I negotiated the price of the game down from $5 to $3 and played his game, even thought I knew there was no way I could possibly win. In my mind, he deserved $3 for such a great pitch. I liked his persuasion ability so much that on Saturday I went back with my video camera and asked him to give me the pitch on video so I could use it as a training tool. Even though I offered to pay him, he was surprised and suspicious, and in the end refused to do it. As I watched him with his next customers, I realized why he had refused and why the more I watched him, the more uneasy I became. We both felt uncomfortable because he was using his persuasion skills to take advantage of people, not to give them something of value in return. The carnival barker had violated the first rule of persuasion the basic premise that we must create win/win solutions for our customers. Creating win/lose situations like the barker was doing Page 5

6 was simple manipulation and he knew it. That s why he wouldn t let me video him and it s why he could never be successful selling something that had repeat customers, or any type of warranty. All he could do was take the money and move on to the next sucker. Not exactly a recipe for long term success in life. As you develop your sales and persuasion skills remember that when you create real win/win value propositions that give your customer more than what they expect, you are creating the foundation of a long term and highly profitable career. People will enjoy working with you and tell their friends. And you will have more rewards that you expect. Remember what goes around, comes around! Sell More... Earn More! Page 6