We’ve unlearned more about the human brain in the last decade then we’ve learned. We’ve had to let go of some of the things we’ve held as absolutely certain or true, in favor of alternatives that are more scientifically proven. But, there are a few things that we continue to validate and hold as timelessly true. One of these things is that the adult human is very easy to prompt or persuade, which bodes well for salespeople who learn to use these influencing tools to their advantage. Holly G Green, interviewed by John Golden, explores how to influence your potential clients more effectively in this expert sales interview.
This expert sales interview explores:
- The importance of getting crystal clear
- Selling to humans
- How to use presumptive language
Getting Crystal Clear:
One of the most important parts of influencing a potential customer is to be very specific and be very crystal clear. Often times, we operate in vagueries and have unspecific or otherwise broad outcomes that we promote. This doesn’t really serve you, or the customer, it only serves to clutter your argument.
Sell to Humans:
Another vital part of influencing potential clients is to really listen to what they are wanting, and what feels like a win to them. You are selling to humans. You’re selling to many different people, each of whom has their own company outcomes and strategies, as well as their own personal outcomes as people.
Using Presumptive Language:
Using presumptive language can also help influence clients. The way that you talk about things can have a huge impact on persuading the customer and setting a certain idea in their mind.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.