Jan 21, 2014

We Are All Salespeople: Why are Some Better Than Others?

We’re all salespeople.  No matter how introverted or shy you are; no matter how much you believe you hate salespeople, you are one.  Take a moment and think about it: In order to influence another person to get what you want, you have to ‘sell’ them on the idea and then to act upon it.  Below are a few ways you can become one of the great influencers of today!

It starts with what’s inside your head

When you’re selling, your beliefs are going to be your mightiest ally, or your strongest adversary.  If you are confident, have high self-image and self-esteem, if you believe that you are deserving, that what you want the other person to do is beneficial for all involved, and that all the head-trash from the past is where it should be, in the past, then your beliefs are going to propel you forward to be a selling machine!

It’s not how you move

There is a lot of information out there about body language and using it to create rapport.  I’ve studied everything from body language, to NLP, to the CIA’s lie detection techniques and, quite honestly, it isn’t about body language itself.  When people are truly in rapport, they will unconsciously sync-up, mentally and in body language.  Just observe two people in a casual discussion and you’ll see it happen.  How you move isn’t important. What’s important is the intent of the individuals that are meeting.  When the proper intent is set, then rapport and body language become natural and irresistable.

How you say it

Notice the difference in how you relate to the following two sentences:

  1. I would like for you to talk to Jim
  2. I would like for you to talk to that person

Did one sentence make you feel closer than the other?  Words can be used to bring images, feelings, and thoughts closer or drive them farther away.  Just by adding an “ing” to the end of a word causes it to go from being static to fluid.  Again, notice the difference when you think of the word “move” versus “moving”.  One creates a static picture and the other creates a movie in your mind. These are useful toold when a person is selling.  You can learn to create images in the minds of those you are persuading that will cause them to be moving in the direction of your beneficial proposal and away from the competition’s.

What you say

There are key words that the human mind relates to very well.  For instance, if you want to move someone along in the process of making a decision, then you can attach something they agree with to something that moves them in the direction you want them to go.  It’s a simple process of saying, “Jim, you like the widget you have now and you’ll love that my gadget does _______!”  By doing this, the unconscious mind associates what Jim likes and what you want him to like in your gadget.  This is just one of many examples of how specific words influence the unconscious mind.

Contact me today to discuss how I can help you, or your sales team, get on your way to becoming more successful!

Creating life in forward motion,

Dr. Edward Lewellen