How to Close the Deal: Why we can influence and … Bar Association ... forceful or directive over...
Transcript of How to Close the Deal: Why we can influence and … Bar Association ... forceful or directive over...
Best@Selling 5/16/12
www.BestatSelling.com
972 380 0200 [email protected]
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 [email protected]
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 [email protected]
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 [email protected]
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: [email protected]
$20 $10