Your Persuasion Skills is as good as you have conditioned them to be. The skills you use to enhance your sale, is a product of your conscious and unconscious thought. Before you take any action you are controlled by your own Beliefs, your Desires and who (internally) you think yourself to be. Improving your persuasive abilities will in the long run improve you as person.
The other day, a hawker on the streets selling me a pair of sunglasses, used a set of persuasive skills. He walks up close to my side, puts a pair of open sunglasses (resting within a case) up to my stomach area and as I look down he says: “Sir, these are original Rayban’s and they will look good on you.” I smile and immediately he picks the sunglasses, slides the cover into his sling-bag, and opens them up towards my eyes, and says, “Check them on”. My head moves back. He immediately looks at my friend and says, ” Sir, what do you say?”
The end of story. I try it on. We haggle over the price. He haggles a price that meets both ways. My friend then buys it.
The pattern:
First: He restricted my movement and caught me off-guard with a “hook” type statement.
Result: I take notice.
Second: He allows me to have a “feel” of the product he is selling.
Result: Once someone gets the feel of your product, they somehow feel compelled to buy – subconsciously!
Third: Gets Approval from my friend.
Result: A person usually makes a decision for three reasons 1. Desire for Gain 2. Fear of Loss 3. To love or be Loved. Since he knew he got us hooked onto one of the 3 reasons, he sold the pair of sunglasses to my friend, who felt it was a win-win situation. In any given sales situation, where you need to sell in a few minutes or less, this technique works wonders.
Summary: You need to get the attention of the person with a “hook” question or statement. Allow the person gain a feeling for the product you are selling (either by description or physical contact with the product). Gain Approval.
Thinking is the hardest work there is, which is probably the reason why so few engage in it.
—HENRY FORD
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