Best@Selling 5/16/12

www.BestatSelling.com

972 380 0200 Maura@Bestatselling.com

How to Close the Deal: Secrets of Persuasion

Best@Selling

Maura Schreier-Fleming Best@Selling

Dallas Bar Association

Outline •  Why we can influence and persuade •  Importance of rapport •  Observing clues •  Dimensions of behavior •  How to use the clues in sales

Behavior is Predictable.

1. Pick a number between 1 and 10.

2. Pick your favorite color.

3. Pick a flower.

§  Ability to relate to another person to create trust and understanding

§  We are comfortable with people who we perceive to be like ourselves

Rapport Trust Like Persuade

Rapport

Dimensions of behavior

•  Assertiveness •  Responsiveness

Assertive Dimension

•  How other people perceive you to be forceful or directive over people or situations.

•  People are More or Less assertive

Best@Selling 5/16/12

www.BestatSelling.com

972 380 0200 Maura@Bestatselling.com

Responsiveness

•  How other people perceive you to show or hide your emotions

•  People are Controlled or Responsive

Assertive Clues

•  Handshake •  Voice volume •  Voice pace •  Eye contact •  How they make

requests

•  Movement •  Interaction with

others/talk vs. listen •  Distance/body

position

Assertive Clue Meaning

•  Decision making •  Risk taking •  Being Direct

• Makes Decisions

• Assumes Risk

• Is Direct

• Avoids making decisions

• Not risk taker

• Avoids being direct

Using Assertive Clues •  Decision making •  Risk taking •  Being Direct

• Ask for quick decisions

• Expect risks

• Ask for direct answers

• Expect longer times for decisions

• Don’t ask them to take risks

• Don’t ask for direct answers

Persuasion Strategy •  Time requirements for a decision? •  What being direct will get you •  Who will try something new? •  How do you address risk?

Responsiveness

•  How other people perceive you to show or hide your emotions

•  People are Controlled or Responsive

Best@Selling 5/16/12

www.BestatSelling.com

972 380 0200 Maura@Bestatselling.com

Responsive Clues

•  Facial expressions •  Hand movements •  Nonverbal feedback •  How they look •  Voice tone

Responsive Clue Meaning •  People or things •  Decision making •  Time perspective

•  People

•  Decide with opinions

•  Flexible with time

•  Things

•  Decide with facts

•  Inflexible with time

Using Responsive Clues •  People or things •  Relationships •  Decision making •  Time perspective

•  Comfortable w/People

•  Needs relationship

•  Decide with opinions

•  Flexible with time

•  Comfortable w/Things

•  No need for relationship

•  Decide with facts

•  Inflexible with time

How to sell?

•  Create rapport •  Match their level

of assertiveness and responsiveness

•  Pick topics they find comfortable

How to Use

•  1. Diagnose •  2. Plan •  3. Implement •  4. Evaluate

Summary

•  Why we can persuade •  Importance of rapport •  Observing clues •  Dimensions of behavior •  Using the clues to sell

Best@Selling 5/16/12

www.BestatSelling.com

972 380 0200 Maura@Bestatselling.com

What’s one thing…

Every one lives by selling something.

-Robert Louis Stevenson

Best wishes for your successful selling!

Maura Schreier-Fleming Best@Selling

Phone: 972 380 0200 Email: Maura@BestatSelling.com

$20 $10