How To Influence Sales
Introduction
Unless you're a hypnotist you will never be able to control
people. But you can influence the way people react, in ways that
can benefit you. You can let people do what they want to do
while you influence their decisions in certain situations. This
article will show you ways to do that.
First Know What You Want
Fix the idea of what you want to achieve in this association or
relationship firmly in your mind. Know exactly what you want and
expect and clarify any vague objectives you may have. Clarity of
purpose is the first step to putting your influencing abilities
to work.
There are three main things that people subconsciously seek in
any relationship. They are:
1. Recognition
2. Material Rewards
3. Confidence & Trust in Others
RECOGNITION
We all have the need for recognition and praise. Everybody wants
and needs to feel important and special. The act of praising and
recognizing another is a strong motivator. Always reward with
praise, and give positive, constructive criticism only if
absolutely needed. Remember that old cliche' your Mother used to
tell you, "If you can't say something nice about someone don't
say anything at all"? This is impossible in a business
relationship.
Everybody possesses some quality that they can be recognized for
and complimented on. You may have to search deeply for it, but
when you find it let your customer or associate know how
admirable you find such a quality. If you are patient, in time
you will see the results of your praise.
MATERIAL REWARDS
Material rewards mean a lot to people, whether they realize it
or not. Always add a little extra to your product or service and
let the customer know, discreetly of course, that they are
receiving the bonus because you value and respect them, and
their patronage.
Be sincere and don't go overboard. They will see right through
phoniness and you will have lost the trust and confidence that
you are attempting to gain.
Over Deliver
Promise people alot, and then give them more. This is the way
the highest achievers have made it. Tell people what you will do
for them and then do it... and more.
CONFIDENCE & TRUST IN OTHERS
Everyone needs to feel that the person they are dealing with is
trust-worthy and has their best interest at heart. This can be
attained when people know exactly who they are doing business
with and what is expected from them. We need this in our
business associates, jobs, friends, family, etc. There are
several ways to increase another's feelings of trust and
confidence:
a) Let people know exactly who they are dealing with and how
they can get in touch with you. Don't hide behind a Website with
a fake email address or no address at all. Put all of your
contact information, including telephone number and snail mail
address right out front where it is easily found.
b) Let people know what you have to offer and what you will be
receiving from them in return. Tell them why the association or
relationship you have with them is important to you.
c) Let them know how their association with you is helping you.
They know the main objective of your business is to make money.
If you try to pretend otherwise you'll turn them off in a
heartbeat. Make them feel important and special to you because
they are, or at least they should be. If all you see from any
business transaction is what's in it for you regardless of what
you have to do to get it your customer will sense this and take
their business to the next comparable Website down the
information super-highway. Show them that they are appreciated
and you and your business will be appreciated. Positive
testimonials and recommendations from happy and satisfied
customers are worth as much, if not more, than a number one
ranking in the search engines.
Understand Expectations
Have a clear understanding of what your customer or associate
expects of you and what you actually expect of yourself from
this association. People often set unrealistic and sometimes
unattainable goals for themselves and others. If all parties
know the hoped for results in the relationship from the
beginning it will be much easier to obtain those results.
Emphasize Comfort
Make sure people are comfortable in their association with you.
If they are not, ask yourself what you are or are not doing that
could be causing their uneasiness. If you can't think of the
reason behind their reluctance or insecurity, ask. Then LISTEN
to the answer and solve the problem. It will mean alot to them
to know that you put forth the extra effort to calm or dispel
their insecurities.
Don't Play The "Blame Game"
No one is perfect. We all make mistakes, but do we all live up
to them? If you make a mistake, apologize for it. If you are
wrong, admit your error. Do not feel guilty about your honest
mistakes. Instead look at them as a learning ground.
Don't be guilty of "passing the buck." If your name is on that
business then a screw-up is your responsibility. If one of your
employees makes a mistake it's still your mistake. Don't pass it
off as your employee's fault. This will make you look childish
and immature. Not enough people in today's society take
responsibility for their own actions. Everybody wants to pass
the blame.
I would rather deal with someone who admits a mistake,
especially if it was not of their own making, and attempts to
correct it, than to do business with someone who plays the "it
wasn't my fault game." You'll find your customers and associates
will have much more respect for you also.
Be Persistent
Resolve to do everything better and be persistent until you
attain the results you've been trying to achieve. Anything worth
doing once is worth doing again. Don't let rejection or any
other negative experience stop you. Learn from the negatives,
better yourself, and keep on going.
Do Unto Others
If you are unwilling to go out of your way for your customers or
associates, don't expect them to go out of their way for you.
You need to set the first example.
Give People What They Want
If you want something from others, you must first give. Don't
expect others to make the first move - you have to. If you want
to be successful in life and business, you must make the first
move. Everybody has certain goals and objectives they wish to
achieve. If you can help them reach their goals and objectives,
they will want to return the favor. Give people what they want,
but more than they expected and you will always be ahead.