We all know how important it is to be persuasive in the sales setting. When you’re selling efficiency, it usually takes more than just a compelling value proposition to turn your prospect into a buyer. Persuasion is a holistic practice. It involves rapport building, trust, consistency, enthusiasm, and sometimes even a moderate and friendly dose of pressure. You can’t rely solely on the merits of your product or service to do the persuading for you.
So how do you develop the skills necessary to be truly persuasive? In his book, The Secrets of Power Persuasion for Salespeople, Roger Dawson teaches how to use emotion, psychology, rapport, and other strategies to become a persuasive seller, and he cites studies and tells stories to reinforce his ideas. Are you ready to become a “power persuader”? Pick up a copy of this book and try out some new techniques during your next meeting.
Here’s a summary from Amazon Books:
“Secrets of Power Persuasion for Salespeople, now available in paperback as well as hardcover, is a powerful, easy-to-read book that delivers scores of proven, effective methods and techniques you can use immediately to achieve the power and influence over buyers you desire. This book helps you master the art of persuasion, in turn helping your sales and profits grow. Divided into four sections covering essential topics such as:
-Playing the Persuasion Game: the 8 magic keys that control buyers; the 15 ways to make buyers believe you; how to make people decide quickly with the pressure of time; the 8 verbal persuasion ploys to control the buyer.
-Analyzing Any Buyer: how to distinguish ‘matchers’ from ‘mismatchers;’ what motivates buyers; and how they decide what they want.
-Becoming a Power Persuader: how to develop charisma and the 12 ways to project charisma to everyone you meet; the secrets to remembering names and faces; easy ways to use humor as a way to persuade buyers.
-Mastering Persuasion Techniques: the 8 ways to persuade an angry buyer; how to build credibility; the 8 reasons why buyers sometimes won’t open up.”
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