Ten Steps to More Powerful Persuasion   Presented by:  David Duncan Just some suggestions
Build your vocabulary daily <ul><li>Write down and look up words you don't know research the prospects business </li></ul>...
Create and practice metaphors, analogies, and examples <ul><li>Tell stories they can relate to </li></ul><ul><li>Use repea...
Understand behavioral comfort zone <ul><ul><ul><li>Flexibly change your own behavioral set  </li></ul></ul></ul><ul><ul><u...
Listen 80% of the time <ul><li>Employ effective listening techniques  </li></ul><ul><li>Allow silences and don't seek to f...
Visualize and anticipate <ul><li>Consider the conversational options in advance  </li></ul><ul><li>Create an articulate re...
Focus on output, not input <ul><li>Transfer your mental set to result and outcome  </li></ul><ul><li>Distinguish between t...
Avoid defensiveness <ul><li>Use judo and momentum to reverse direction  </li></ul><ul><li>Ask &quot;why“ </li></ul><ul><li...
Provide options <ul><li>Move the discussion from &quot;if&quot; to &quot;how&quot;  </li></ul><ul><li>Engage the other in ...
Use a series of small &quot;yeses&quot;   <ul><li>Know your business model  </li></ul><ul><li>Gain conceptual agreement me...
Always concentrate on value, never price <ul><li>Never voluntarily discuss fees  </li></ul><ul><li>Defray questions about ...
Challenges <ul><li>Pick one powerful story and practice is everyday this week </li></ul><ul><li>Write down you most import...
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Ten Steps To A More Powerful Persuasion

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Ten Steps to more powerful persuasion provides some useful sales tips

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Ten Steps To A More Powerful Persuasion

  1. 1. Ten Steps to More Powerful Persuasion Presented by: David Duncan Just some suggestions
  2. 2. Build your vocabulary daily <ul><li>Write down and look up words you don't know research the prospects business </li></ul><ul><li>Strive for &quot;mid-high&quot; level speech </li></ul><ul><li>Stay away from techno babble </li></ul>
  3. 3. Create and practice metaphors, analogies, and examples <ul><li>Tell stories they can relate to </li></ul><ul><li>Use repeatedly until natural </li></ul><ul><li>Keep examples contemporary through reading </li></ul><ul><li>Practice, practice, practice </li></ul>
  4. 4. Understand behavioral comfort zone <ul><ul><ul><li>Flexibly change your own behavioral set </li></ul></ul></ul><ul><ul><ul><li>Use emotion, not logic, to spur to action </li></ul></ul></ul><ul><ul><ul><li>They need to feel sufficient pain to do actually something </li></ul></ul></ul><ul><ul><ul><li>Practice mirroring &matching </li></ul></ul></ul>
  5. 5. Listen 80% of the time <ul><li>Employ effective listening techniques </li></ul><ul><li>Allow silences and don't seek to fill them </li></ul><ul><li>Use favorable tension </li></ul>
  6. 6. Visualize and anticipate <ul><li>Consider the conversational options in advance </li></ul><ul><li>Create an articulate response to every likely objection </li></ul><ul><li>Role play most important objections </li></ul>
  7. 7. Focus on output, not input <ul><li>Transfer your mental set to result and outcome </li></ul><ul><li>Distinguish between them with the other party </li></ul><ul><li>Don’t set time expectations </li></ul>
  8. 8. Avoid defensiveness <ul><li>Use judo and momentum to reverse direction </li></ul><ul><li>Ask &quot;why“ </li></ul><ul><li>Relieve the tension by saying “I understand” </li></ul>
  9. 9. Provide options <ul><li>Move the discussion from &quot;if&quot; to &quot;how&quot; </li></ul><ul><li>Engage the other in the diagnosis </li></ul><ul><li>Get conceptual agreement </li></ul>
  10. 10. Use a series of small &quot;yeses&quot; <ul><li>Know your business model </li></ul><ul><li>Gain conceptual agreement methodically </li></ul><ul><li>Have a plan to move forward </li></ul>
  11. 11. Always concentrate on value, never price <ul><li>Never voluntarily discuss fees </li></ul><ul><li>Defray questions about fee in the other's best interests </li></ul><ul><li>Wait for a hot response to a trial close </li></ul>
  12. 12. Challenges <ul><li>Pick one powerful story and practice is everyday this week </li></ul><ul><li>Write down you most important objections and rebuttals </li></ul><ul><li>Practice these rebuttals everyday this week </li></ul>
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