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Are You Full Of It?

By: Kenrick Cleveland..

When we interact with prospects, especially an affluent clientle, we need to really show them what we're made of. Over-confidence, arrogance, cockiness, braggery. . .these are NOT good things to be full of. Self-assurance, competency, confidence, and self-value. . . are excellent things to be full of.

Persuasion relies on our prospects perceptions of us. The reputation of people who sell isn't always flattering or accurate. In past articles I've written about how we can overcome objections and what the biggest block is in sales, partially fueled by an old-fashioned, slick, exaggerated parody of what a sales person is.

We are not slick sales robots. Those sales people take traditional sales training. . . we are learning the art of persuasion. They regurgitate features and benefits. . . we, connect our products and services uniquely to our client's and prospect's deepest core values and criteria.

Persuasion is about taking the sales process out of the negative frame and replacing it with our own frame of what we know to be true about selling. This allows us to really shine.

Take a step back from your work for a moment and think on the following: how do you come across to your prospects and clients? How are you being perceived?

Are you an exaggerator? Do you stretch the truth about your products and services? If this is the case, people absolutely know. Or they will know when the product or service is used with underwhelming results. Over deliver, don't over hype. This is crucial in persuasion. Overreach, and give them more than they were lead to expect. To do this give an outline or an overview of what you're going to do for them, and then give more.

Are you using words and phrases that make you appear untrustworthy such as 'honestly' or 'seriously'? These words diminish your credibility and undermine your persuasion. They create incongruities and inconsistencies. Persuasion is about linguistic precision. The faster you clean up your language, the more persuasive you will be.

Bragging too much or talking badly about others is another common pitfall some sales people use. These things don't make you look better, but reflect quite poorly.

Another tactic that is 99% no-no. . . scapegoating. I know when I come across people who constantly throw off responsibility onto others, that's a huge sign of being untrustworthy. With that said, there are a few benefits to scapegoating when used properly and the tactic is used all the time in politics and advertising.

Last, but not least, we have to really understand when not to talk. A huge percentage of the art of persuasion is about listening. Knowing when to keep your mouth shut is highly persuasive behavior. Conversely, knowing the right questions to ask helps immensely. Practice and study will help these distinctions become second nature.

In order to come across as not full of it, we need to be not full of it.

Article Source: http://www.gcyarticles.com

Kenrick Cleveland teaches techniques to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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