Your prospects are evaluating your confidence, competence and your motives during the sales call. An appropriately dressed salesperson shows respect for the prospect they are visiting and gives the impression that they care about how they look and perform this instills in the prospects confidence in their message. You need to know what works for you and especially make the connection from what you are selling, the industry that you are in and what you should be wearing to gain maximum effect from the people around you. There are other subliminal factors that influence believability.įor instance how you dress. I have written about this in my e-book, " Sales Rapport". The most effective rapport building techniques are subliminal persuasion. Since your primary function at the beginning of a sales call is to help a prospect feel comfortable about talking to you and believe what you say you need to be establishing rapport and trust. In that respect doubt is the enemy of persuasion. To begin any effective sales interaction your prospect needs to be open to the conversation and have some trust in what you say. Did you know you can have a non-verbal influence on your prospect's mood and state of mind? As a salesperson you provide your prospect's unconscious mind with feelings of comfort and enthusiasm about buying while at the same time providing logical reasoning so the conscious mind can rationalise that choice. Since we are dealing with feelings there is a subconscious element to persuasion. Dave Lakhani who has written a number of books about persuasion and influence has said, "Persuasion that looks like persuasion isn't persuasive anymore." A prospect buys when they feel good about the decision to buy. They help you gain an advantage in a market with tough competition and keep you ahead of the game. So, why not communicate an effective sales message both verbally and non-verbally? In fact, in this modern world, subliminal persuasion techniques are your weapons. Every time you communicate with words you are sending other messages non-verbally whether you are aware of them or not. Perhaps the highest level examples of this are hypnotic language and NLP persuasion (Covert language is covered towards the end of this page) It makes use of the plain word's normal message in combination with a lower level of conscious cognition to effectively influence a person's decision-making or line of thinking. It is the power of what lies behind or beneath the language. It is influencing people with more than just words. So, subliminal persuasion is simply influencing people at a level below their conscious recognition. The word subliminal means below consciousness.
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