How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 91

7. Influence and Persuasion in Sales
7.1 Establishing a Basis for Persuasion in Sales
Although the information shared to this point can certainly be used in
sales, there are a few additional points that are specific to a sales
relationship. Before you can persuade a customer to choose you or your
company, you need to establish a basis for doing so. You can do this by
following these steps:
1. Demonstrate Your Understanding
Putting yourself in your customer’s shoes lets you look at the scenarios
they are facing and helps you to concentrate on finding the best solution
for their scenarios. When you work with your customer, the interaction is
not about you – it’s about them. Ask questions that demonstrate you are
well-informed about their business their needs, and how your organization
can help them to be more successful in their own business.
2. Generate a Friendly, Responsive Environment
Don’t underestimate the impact of being friendly and responsive. Your
attitude in working with the customer, meeting their needs, and handling
their requests says a great deal about you and your organization to the
customer. Plus, your responsiveness – how quickly you respond to their
objection and how well you meet their expectations – will be an important
decision point for any customer in whether or not they will be persuaded
to use your company. One good rule of thumb is to under-promise and
over-deliver for your customers. You’ll be demonstrating an exceptional
level of customer service that they will want to experience again in the
future.