How To Influence Sales
By Sharon Bray-McPherson
Unless you're a hypnotist you will never be able to
control people. But you can influence the way people
react, in ways that can benefit you. You can let
people do what they want to do while you influence
their decisions in certain situations. This article
will show you ways to do that.
First Know What You Want
Fix the idea of what you want to achieve in this
association or relationship firmly in your mind. Know
exactly what you want and expect and clarify any vague
objectives you may have. Clarity of purpose is the
first step to putting your influencing abilities to
work.
There are three main things that people subconsciously
seek in any relationship. They are:
1. Recognition
2. Material Rewards
3. Confidence & Trust in Others
RECOGNITION
We all have the need for recognition and praise.
Everybody wants and needs to feel important and
special. The act of praising and recognizing
another is a strong motivator. Always reward with
praise, and give positive, constructive criticism only
if absolutely needed. Remember that old cliche'
your Mother used to tell you, "If you can't say
something nice about someone don't say anything at
all"? This is impossible in a business relationship.
Everybody possesses some quality that they can be
recognized for and complimented on. You may have to
search deeply for it, but when you find it let your
customer or associate know how admirable you find such
a quality. If you are patient, in time you will see
the results of your praise.
MATERIAL REWARDS
Material rewards mean a lot to people, whether they
realize it or not. Always add a little extra to your
product or service and let the customer know,
discreetly of course, that they are receiving the
bonus because you value and respect them, and their
patronage.
Be sincere and don't go overboard. They will see right
through phoniness and you will have lost the trust and
confidence that you are attempting to gain.
Over Deliver
Promise people alot, and then give them more. This is
the way the highest achievers have made it. Tell
people what you will do for them and then do it... and
more.
CONFIDENCE & TRUST IN OTHERS
Everyone needs to feel that the person they are
dealing with is trust-worthy and has their best
interest at heart. This can be attained when people
know exactly who they are doing business with and what
is expected from them. We need this in our business
associates, jobs, friends, family, etc. There are
several ways to increase another's feelings of trust
and confidence:
a) Let people know exactly who they are dealing with
and how they can get in touch with you. Don't hide
behind a Website with a fake email address or no
address at all. Put all of your contact information,
including telephone number and snail mail address
right out front where it is easily found.
b) Let people know what you have to offer and what you
will be receiving from them in return. Tell them why
the association or relationship you have with them is
important to you.
c) Let them know how their association with you is
helping you. They know the main objective of your
business is to make money. If you try to pretend
otherwise you'll turn them off in a heartbeat. Make
them feel important and special to you because they
are, or at least they should be. If all you see from
any business transaction is what's in it for you
regardless of what you have to do to get it your
customer will sense this and take their business to
the next comparable Website down the information
super-highway. Show them that they are appreciated
and you and your business will be appreciated.
Positive testimonials and recommendations from happy
and satisfied customers are worth as much, if not
more,
than a number one ranking in the search engines.
Understand Expectations
Have a clear understanding of what your customer or
associate expects of you and what you actually expect
of yourself from this association. People often set
unrealistic and sometimes unattainable goals for
themselves and others. If all parties know the hoped
for results in the relationship from the beginning it
will be much easier to obtain those results.
Emphasize Comfort
Make sure people are comfortable in their association
with you. If they are not, ask yourself what you are
or are not doing that could be causing their
uneasiness. If you can't think of the reason behind
their reluctance or insecurity, ask. Then LISTEN to
the answer and solve the problem. It will mean alot
to
them to know that you put forth the extra effort to
calm or dispel their insecurities.
Don't Play The "Blame Game"
No one is perfect. We all make mistakes, but do we all
live up to them? If you make a mistake, apologize for
it. If you are wrong, admit your error. Do not feel
guilty about your honest mistakes. Instead look at
them as a learning ground.
Don't be guilty of "passing the buck." If your name is
on that business then a screw-up is your
responsibility. If one of your employees makes a
mistake it's still your mistake. Don't pass it off as
your employee's fault. This will make you look
childish and immature. Not enough people in today's
society take responsibility for their own actions.
Everybody wants to pass the blame.
I would rather deal with someone who admits a mistake,
especially if it was not of their own making, and
attempts to correct it, than to do business with
someone who plays the "it wasn't my fault game."
You'll find your customers and associates will have
much more respect for you also.
Be Persistent
Resolve to do everything better and be persistent
until you attain the results you've been trying to
achieve. Anything worth doing once is worth doing
again. Don't let rejection or any other negative
experience stop you. Learn from the negatives, better
yourself, and keep on going.
Do Unto Others
If you are unwilling to go out of your way for your
customers or associates, don't expect them to go out
of their way for you. You need to set the first
example.
Give People What They Want
If you want something from others, you must first
give. Don't expect others to make the first move - you
have to. If you want to be successful in life and
business, you must make the first move. Everybody has
certain goals and objectives they wish to achieve. If
you can help them reach their goals and objectives,
they will want to return the favor. Give people what
they want, but more than they expected and you will
always be ahead.
© All Rights Reserved. (iamsbm)
About The Author:
Sharon Bray-McPherson is the owner of SBM Distributors,
serving the online community since 1998. For online
business help be sure to visit her website, where you'll
find the cure for "guru" overload.
http://www.go2sbm.com
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