Trying to convince someone to buy your product or service is more than just about putting in the basics of persuasion. Persuasion encompasses a variety of communication and trust-building skills to bring people around to your way of thinking. Learning how to convince people in sales starts with, on a very simple level, building a relationship with that person. Starting a relationship with somebody who doesn’t believe they need your product or service is tough, and this is where some of the following tactics and techniques can ensure that you build that relationship.
How To Convince People To Buy
- Business Development, Confident Closing, NLP, Personal Development
- Lifepuzzle
“Actions speak louder than words!
As a sales person, your best metric of success is sales, not praise.”
~ Chandell Labbozzetta
How Do You Persuade in Sales?
Give People a Reason to Listen
One of the most important things any potential customer will be thinking when you approach them is whether they should give you the time of day or not. Giving them a reason why they should give you their hard-earned time is the first step because if you do not provide clarity on how your message connects with your potential customer, you will never get to tell them why they should invest those few seconds.
Show Them Why They Can Trust You
You’ve got to show them that you care about their needs first, and when you get their attention, showing them you care involves understanding them. In the sales process, you have to first listen and show the commonalities based on their pain points and how you can take them in the right direction. Once you show them you care, you’ve got to highlight your credibility and how you are an expert, because this will give your customers a reason to trust you.
Practice NLP Techniques
Using Neuro-Linguistic Programming (NLP) techniques can be very helpful when trying to persuade people in sales. These techniques involve using verbal language and body language to influence the way someone perceives an offer or product. NLP can be used to increase the credibility of your message, as well as build rapport with a potential customer.
How Do You Talk in Sales?
When it comes to delivering a sales pitch, you need to get to grips with the matter of how you talk. If you’ve obtained their trust, now is when you have to focus on the process of the things you say and how you say them. When it comes to how you talk and deliver your amazing sales pitch, you must consider the following:
Do Not Just Think About the Words
You need to communicate enthusiasm and confidence, and this is down to how you present yourself. According to the 7-38-55 Rule, 7% of all communication is done through the words you speak, but the remainder comes from your body language and your facial expressions. This is why you must pay particular attention to how you say something. You should imagine that you are communicating with someone that doesn’t understand what you are saying, because this will give you an insight into those times when just your tone of voice and visual cues can stimulate a working relationship. Open and honest body language and tone of voice will make people want to listen.
Consider Your Mindset
One shortcut to appearing enthusiastic is to be enthusiastic. You may have seen sales reps or public speakers get into the zone by practising talking, standing up, or getting into a certain frame of mind. When they do this, it goes straight to the core of who they are, to the point where they are not playing a role but are instead embodying a certain behaviour. You need to put yourself in that emotional state before delivering your pitch. Some people do this by exercising, and others practice visualisation, but the reality is that you should do what works for you.
Prepare for Objections
Rather than following the natural ebb and flow of a conversation, you need to rehearse every possible permutation, including any form of objection. Selling to somebody is about providing helpful solutions to their problems, but if this individual prospect is putting up barriers throughout every part of the conversation, you need to prepare for the most common objections. These can include:
- Avoiding eye contact.
- Defensive body language.
- Cutting you off mid-sentence.
When you identify the most common objections and prepare solutions to them, you must rehearse them to the point that they become second nature.
How Do You Sound Convincing in Sales?
The notion of being convincing in sales is not about an “us versus them” approach. Rather than thinking that you need to go into battle, some of the most important psychological tricks include the following:
Mirroring the Tonality of the Prospects
When cold calling potential customers, mirroring is an excellent technique to overcome barriers, where you mimic the customer behaviour by adopting their body language, speech patterns, and attitude. It is something that humans do to connect with each subconsciously. If you become in tune with your language, pattern of speaking, and tone of voice, mirroring your prospects will help build rapport more quicker.
Use Specific Terms
We have talked about how you say things, but it’s also important that you understand the impact of specific words. There are commonly used words that are red flags in a sales pitch. For example, “should” and “would” point people towards “yes” and “no” answers. When you ask questions, you should start with who, what, where, when, why, or how, as this will open the conversation.
Avoid Complicated Language
You may attempt to stimulate the fear of missing out on your potential customer, which may persuade them to buy your product or service in fear of losing out on an opportunity. However, it can make the salesperson feel like they need to mythologise the product more and start using unnecessarily complicated terms. You should know your product inside and out, and while you may feel the temptation to describe a variety of technical features, this can make things too complex, resulting in a subconscious barrier. Keep the language simple to the point where you could explain it to a 5-year-old.
Be Genuine
Rather than thinking about the sales, if you convince yourself that you want to help the other person rather than yourself, this builds trust and stops you from being pushy, resulting in a greater sense of rapport, and will very likely result in more receptive follow-up calls.
Consider Sales Training, Courses, or Programs.
Sales training can provide you with additional techniques to help you learn how to convince people to buy in sales. The goal of these programs is to train or certify individuals on the basics of selling and persuading.
When it comes to the sales process, many people are of the opinion that to entice future prospects, you must be full of bluff and bluster. The reality is that even if you don’t think you are selling, you are still selling something, which is why these tactics can help provide a comprehensive framework, resulting in an amazing sales pitch that helps you build that all-important notion of customer trust with new or current customers.
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