Comments on: Argument is a Loser: How to Persuade Others Through Reverse Logic… http://www.deceptionsecrets.com/2009/04/10/argument-is-a-loser-how-to-persuade-others-through-reverse-logic%e2%80%a6/ Been lied to lately? Or could you tell--how to master deception, lying, and conversation... Mon, 06 Sep 2010 06:35:12 +0000 http://wordpress.org/?v=2.7 hourly 1 By: Jef http://www.deceptionsecrets.com/2009/04/10/argument-is-a-loser-how-to-persuade-others-through-reverse-logic%e2%80%a6/comment-page-1/#comment-48 Jef Sat, 11 Apr 2009 21:21:10 +0000 http://www.deceptionsecrets.com/?p=531#comment-48 hey, Jeannie, if you're getting prospective customers to a physical meeting you're doing something right to that point. You're motivating people to load up in the car and GO: No small thing you've accomplished there! Finding out what they want is important, and to that point it's CRITICAL that we emphasize BENEFITS... not features. So instead of "Our vacuum cleaners have chromium manganese diodes" we'd be better off telling them, "Our vacuum has a 70% larger head, and that reduces your time vacuuming by half". That's a benefit. Benefits, not features. Big point, and one that even big league advertising agencies fail on routinely. And Brad touched on a point above that might benefit you: You need to know their objections, why the people who pass... make that choice. Then you can craft your subesquent pitches to overcome their objections in advance. Most of all, don't give up. If you're passionate about what you do, keep tweaking your techniques. Stay flexible, keep an open mind to trying different techniques and eliminating what DOESN"T work. Selling is a series of events, a chain, and your results are subject to the weakest link. Hey, it takes time to figure out what works... Think Orville and Wilbur. -jef hey, Jeannie, if you’re getting prospective customers to a physical meeting you’re doing something right to that point. You’re motivating people to load up in the car and GO: No small thing you’ve accomplished there!

Finding out what they want is important, and to that point it’s CRITICAL that we emphasize BENEFITS… not features. So instead of “Our vacuum cleaners have chromium manganese diodes” we’d be better off telling them, “Our vacuum has a 70% larger head, and that reduces your time vacuuming by half”. That’s a benefit. Benefits, not features. Big point, and one that even big league advertising agencies fail on routinely.

And Brad touched on a point above that might benefit you: You need to know their objections, why the people who pass… make that choice. Then you can craft your subesquent pitches to overcome their objections in advance.

Most of all, don’t give up. If you’re passionate about what you do, keep tweaking your techniques. Stay flexible, keep an open mind to trying different techniques and eliminating what DOESN”T work.

Selling is a series of events, a chain, and your results are subject to the weakest link.

Hey, it takes time to figure out what works… Think Orville and Wilbur.

-jef

]]> By: ***jeannie*** http://www.deceptionsecrets.com/2009/04/10/argument-is-a-loser-how-to-persuade-others-through-reverse-logic%e2%80%a6/comment-page-1/#comment-47 ***jeannie*** Sat, 11 Apr 2009 15:58:09 +0000 http://www.deceptionsecrets.com/?p=531#comment-47 I have to get my people to talk. In my business, my first contact with them is through a flyer or an email. I guess, in this form of correspondence, I should ask them a question already. I then get to speak with them on the phone sometimes, before meeting them in person. I'll use that as an opportunity to ask. At the events I invite them to, I deliver my service (a music class for them and their little ones), and then i do my sales pitch, and then don't close! dang it. sorry LOL I follow up w/ phone calls and emails, still no business is closed, even if they all had a more than positive experience with me. You're right, it's ego. I have to think about how to use reverse logic here. http://musicandbounce.com I have to get my people to talk. In my business, my first contact with them is through a flyer or an email. I guess, in this form of correspondence, I should ask them a question already.

I then get to speak with them on the phone sometimes, before meeting them in person. I’ll use that as an opportunity to ask.

At the events I invite them to, I deliver my service (a music class for them and their little ones), and then i do my sales pitch, and then don’t close! dang it. sorry LOL

I follow up w/ phone calls and emails, still no business is closed, even if they all had a more than positive experience with me. You’re right, it’s ego. I have to think about how to use reverse logic here.

http://musicandbounce.com

]]> By: Jef http://www.deceptionsecrets.com/2009/04/10/argument-is-a-loser-how-to-persuade-others-through-reverse-logic%e2%80%a6/comment-page-1/#comment-46 Jef Sat, 11 Apr 2009 03:37:29 +0000 http://www.deceptionsecrets.com/?p=531#comment-46 Great points, Brad, and I failed to mention them: Listen to determine objections AND build trust. Works in personal conversations, too. Thanks for the feedback, Brad! Readers: Check out Brad's blog at http://www.bradraple.blogspot.com/ He's got some Great Stuff there... -jef Great points, Brad, and I failed to mention
them: Listen to determine objections AND
build trust. Works in personal conversations,
too.

Thanks for the feedback, Brad!

Readers: Check out Brad’s blog at
http://www.bradraple.blogspot.com/
He’s got some Great Stuff there…

-jef

]]> By: Brad http://www.deceptionsecrets.com/2009/04/10/argument-is-a-loser-how-to-persuade-others-through-reverse-logic%e2%80%a6/comment-page-1/#comment-44 Brad Sat, 11 Apr 2009 03:08:45 +0000 http://www.deceptionsecrets.com/?p=531#comment-44 I was in sales once upon a time, and was fairly effective. Listening to what customers want is an easy way to figure out what they want, so you can sell it to them. But it also reveals what their objections to a product are, even if not stated explicitly. It's also a great way to establish trust, which goes a long way toward making the sale, or whatever else your goal may be. I was in sales once upon a time, and was fairly effective. Listening to what customers want is an easy way to figure out what they want, so you can sell it to them. But it also reveals what their objections to a product are, even if not stated explicitly.

It’s also a great way to establish trust, which goes a long way toward making the sale, or whatever else your goal may be.

]]>