“Covert Persuasion Starts with You”

Did you know that most jurists (people that serve on a jury) make up their mind about the
guilt or innocence of the defendant in the first thirty seconds and then spend the rest of
their time justifying their decision?

So, it makes sense that as a sales person that you need to make a good first impression.
This is the first part of covert persuasion.

How do you make a good first impression?
Be on time
Be well dressed
Be well prepared
Be confident

I have mentioned in the past that you need to be congruent in front of your prospect. That
is to say when you converse with your prospect that all of you is in agreement with what
you are saying. If you are not the buyer will sense the incongruence and be worried. And
people need to feel at ease to part with their hard earned dollars.

So, in order for a prospect to buy from you they need to trust you.

For a prospect to trust you they need to be confident in your motives and in your
competence.

Imagine you are going to see a specialist because you have a significant medical problem.
You hear that the doctor you are about to see is being investigated for conducting
unnecessary operations. Do you trust the doctor ? What about if you walk into the
doctor’s office and the office is messy, the doctor is poorly dressed with untidy, dirty
clothes and during your consultation he chops and changes his diagnosis and
recommended treatment ? Would you still trust that doctor ?

Back to you. Whether you are on time or late implies things about your competence as
does how well you are dressed as does your manner when you first walk into your
prospect’s office.

I’m not going to explain to you how to be on time or how to dress.

Let’s talk about your manner. What determines your outside manner is what’s going on
inside you, mostly in your head. Are you in control of what you are experiencing on the
inside ?

If you think you are not then maybe my next post will be enlightening to you.

I ran across these interesting articles on persuasion:

  • Important Points About Persuasion Techniques – Many people often have false impressions regarding persuasion techniques. They may see some actor in a film using their persuasion skills to get someone to do something, and assume that learning how to persuade will occur easily and effortlessly. However the reality is not quite like this.

  • The Different Types Of People Persuaders – Persuaders or influencers, can broadly be divided into 3 groups: Foxes, Bloodhounds and Donkeys. These names are given so that you can easily remember to associate a certain personality characteristic with the type of persuasion techniques that they use. As I will discuss later, the ability to identify and categorise people is a crucial element in protecting yourself from various persuasion techniques, and when learning how to persuade others.

  • Persuasion, Physical Attractiveness & Similarity – How Similarity And Physical Attractiveness Influence Persuasion. How to persuade with various persuasion techniques.

  • the 3 secret persuasion techniques every kid knows – you’ve been working on your blog and need a break. so you kiss your spouse and head out the door for a walk. but your child’s voice stops you cold. “are you bringing home the toy you promised?” you feign ignorance. “toy? what toy?” …