Covert Persuasion – Getting on their Side
One of the best ways to build a relationship with your prospect and invoke covert persuasion is to unite with them against a common enemy. This might be uniting in your prospect’s dislike for the IRS. What other sorts of common enemies might you have with your prospect. ? How about rising costs ? Competition ?…
Covert Persuasion with More Simple Presuppositions
p.p1 {margin: 0.0px 0.0px 10.0px 0.0px; font: 10.0px Verdana} span.s1 {font: 10.0px ‘Lucida Grande’} Continuing the series of videos on covert persuasion with linguistic presuppositions we come across quantifiers. If I say to you, “salespeople should practice handling objections” You may take that on board or not. What if I say, “75% of the most…
Covert Persuasion and Your Voice
It may be surprising to many of you just how important your voice tone is to the persuasion process. Ever thought of your voice as a covert persuasion tool ? If you doubt this the following report will amaze you. There was a very interesting psychology experiment done on a college campus where sets of…
Covert Persuasion – The Damaging Admission
Now this may sound counter intuitive but a very effective covert persuasion tactic is to point out early in the sale some negative aspects of your product or service. What ? You may be thinking. Let’s face it today people are more sceptical than ever and are always suspecting the offer is too good to…
Covert Persuasion – The Power of Touch
One of the covert persuasion teactics least talked about is the power of touch. I remember reading a couple of reports many years ago relating to experiments done. A person (the experiemter) leaves their wallet in a phone booth (that’s how long ago the study was done). Then they asked strangers had they seen their…
Using our Tone of Voice for Subliminal Persuasion
We talk away merrily every day unaware of how we speak, as distinct from what we say, can have a marked effect on the people we are talking to. If you have ever been in a conversation with someone that has poor tonality (like really nasal tomes) you might reflect on how much you were…
Use Covert Persuasion to Build Your Personal Effectiveness at Selling
I read this post from Jeffrey Gitomer some time ago and have been meaning to post it here. He had been attending some concerts and noticed the elevation in his mood brought about by the music. He then relates the relevance of this to sales. “These concerts have helped my attitude and my sales. They…
Waking Up Ready to Sell is the start of utilizing Covert Persuasion
After writing my last post on the 28th of April I ran across this article in the newsletter of Jeffrey Gitomer. The article talks about preparing your self to sell so that you get your covert persuasion off on the right foot. Waking Up Is Hard To Do by Whitney Bishop Neil Sedaka crooned that…
“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…
Control Your Thoughts to Start Covert Persuasion
I mentioned in previous posts that how people respond to you is often relayed to various non-verbal factors. Prospects pick up on these non-verbal aspects of your communication. They are often not aware of how they are doing it, they just get a feeling. What prospects (indeed anyone you communicate with) pick up on are…