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Full Of It

Dec 24, 2007
Confidence... when we interact with our affluent clients and prospects, we need to exude confidence. We need to show them what we are made of. There's a point where confidence becomes over confident and self assuredness becomes arrogance. These are not good things to be full of. Being competent, self assured and having a solid sense of self are excellent things to be full of.

Persuasion relies on our prospects perceptions of us. The reputation of people who sell isn't always flattering or accurate. In past articles I've written about how we can overcome objections and what the biggest block is in sales, partially fueled by an old-fashioned, slick, exaggerated parody of what a sales person is.

We are not these parodies. The other kind of sales person takes 'sales training', we are learning the art of persuasion. They use features and benefits to sell their products and services, we are concentrated on our client's and prospect's highest values and criteria, and understand how to link what we have with their values.

Persuasion is about taking the sales process out of the negative frame and replacing it with our own frame of what we know to be true about selling. This allows us to really shine.

Think about this for a moment... How are you being perceived?

Are you an exaggerator? Do you stretch the truth about your products and services? If this is the case, people absolutely know. Or they will know when the product or service is used with underwhelming results. Over deliver, don't over hype. This is crucial in persuasion. Overreach, and give them more than they were lead to expect. To do this give an outline or an overview of what you're going to do for them, and then give more.

Are you sabotaging yourself with sloppy, untrustworthy language? 'Honestly', 'seriously', 'truth be told'. . . .These diminish credibility and create incongruities and inconsistency. Linguistic precision is a huge component of persuasion. Cleaning up our own language incongruities gives us a huge boost.

Are you someone who brags about accomplishments? Or do you talk badly about others to make yourself look better? Unless you're extremely careful, this is going to reflect poorly on to you.

Another tactic that is 99% no-no. . . scapegoating. I know when I come across people who constantly throw off responsibility onto others, that's a huge sign of being untrustworthy. With that said, there are a few benefits to scapegoating when used properly and the tactic is used all the time in politics and advertising.

Lastly, we must learn when not to talk. Persuasion, getting what we want in life, in business, in relationships, is about listening. Knowing when to keep your mouth shut is paramount. And when you do open your mouth, it's vital to ask the right questions. Practice and study will help these distinctions become second nature.

In order to come across as not full of it, we need to be not full of it.
About the Author
Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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