How to become a better influencer in sales(1)
•Transferir como PPT, PDF•
1 gostou•370 visualizações
Recomendados
Recomendados
Mais conteúdo relacionado
Mais procurados
Mais procurados (20)
Semelhante a How to become a better influencer in sales(1)
Semelhante a How to become a better influencer in sales(1) (20)
Mais de Sales Institute Ireland
Mais de Sales Institute Ireland (20)
Último
Último (20)
How to become a better influencer in sales(1)
- 1. How to Become a Better Influencer in Sales Dave Malone Evolve Consultants www.evolve.ie
- 2. 3 questions • Testimonials: Before you meet v during your presentation? • Which do you show first: Less costly v Most costly? • What do you present to a prospect: Pain v Gain?
- 3. Facts about Influence • Two way • People think they are better • Not manipulation • Process not one hit wonder • Better looking and old • No.1 stressor – poor interpersonal relationships • Takes planning, practice and perseverance
- 4. 3 Ways to Change Behaviour • Compliance • Commitment Result Belief • Internalisation Behaviour
- 5. Ethical Influence What is necessary to change a person is to change his / her awareness of himself / herself (Abraham Maslow 1908-1970)
- 6. Rule 1 Fact: You can only help people work it out for themselves
- 7. What are the traits of great influencers?
- 8. Traits of Best Influencers • Open (appearing to be) • Honest • Trustworthy • Facilitative / Consultative • No pressure • Compromise (give a little bit) • Not feared • Never manipulative • Flexible
- 9. The rules of Reciprocation • Feel indebted to others when someone does us a good turn or gives us something • We often pay people back much more than we received • Example: The Hare Krishna Society (Flowers to Flags) • Example: Samples in supermarkets • The Christmas card conundrum “Who can I help first not who can help me?” 9
- 10. Reciprocation • “I am obliged to give back to you the form of behaviour you have given back to me”.
- 11. Commitment and Consistency “We like to act consistent with the identity we hold for ourselves”
- 12. Commitment and Consistency • We are much more likely to do something if we have already made small commitments to do something towards it • Example: Restaurant in Chicago – Call if you have to change reservation v will you call if you have to change your reservation (30% down to 10%) • Cancer charity collection • Incremental movement – help buyers verbalise 12
- 13. Social Proof
- 14. ‘Don’t use all towels in room 1. Because it will save environment 2. Because it will conserve energy 3. Because all other guests are doing it
- 15. The Law of Social Proof • When we’re unsure of what action to take, we look to others to see what they’re doing for guidance, or even instruction • Ever driven past a road accident behind many other motorists and wondered why no-one stopped? This is Social Proof in action • www.hotel.com / 9 out of 10 cats prefer…. / Testimonials 15
- 16. The Law of Liking
- 17. The Law of Liking A.K.A. - “the friendly thief.” • Physical / Similarity / Compliments / Values • Mainly, people will only ever buy from people they know, like and trust • Credibility and likeability amongst your most targeted prospects is such an important gap to bridge • “Matching and mirroring” • “Researching and profiling” 17
- 18. Authority • Society is structured based on this law • We are much more likely to act if you are authority figure. • We grew up with this conditioning • “The J-walker” 18
- 19. Scarcity • When something is in short supply, we want it • Price of oil / Flu vaccine / SSIA • Generally people act more out of fear, or the avoidance of perceived pain, than they will for the joy, or pursuit of perceived pleasure or opportunity • Apple Computers are masters at restricting supply of their products. 19
- 20. Contrast and Comparison • We perceive something of higher value when it’s compared to something of even higher value • Car Showrooms (Most expensive to car no 2) • Show your best first 20
- 21. Your Message • Their photographs • Short & simple • The power of three • Action orientated • 1st party
- 22. Know yourself .. Know others • “No such thing as awkward patients just inflexible doctors” – Dr Patch Adams • Research • Listen • Flex
- 23. Extrovert RED YELLOW Analyse Where are you? Gut BLUE GREEN Introvert
- 24. Forward Aggressive / Forward Dominance Influence Considered Impulsive & & Controlled Open Compliance Steadiness Reserved
- 25. Forward Aggressive / Forward Director Influencers Results-Oriented “Sales Personalities” The “Boss” Motivators Leads from the front 3 of these + 6-pack = party Considered Impulsive & & Controlled Open Analytical Team players Quality-Oriented “Feelers” Step-by-Step Empathetic Get it Right Listeners Reserved
- 26. Style Spotting - Some Clues • Direct • Sociable, enthusiastic • Inner certainty • Outgoing/faster pace • May interrupt • Smiles more • Focused questions • More gestures •‘Tell’ style • Flippant • Asks detail questions • Slow to approach • Reserved • Slower speech • Business focus • May be hesitant • Little facial expression • Pauses before replying • Considered answers • ‘Ask’ style
- 27. How to communicate with me... Action Oriented Experiential Get to the Point Get me involved Practical Action Interactive Immediate Spontaneous Fast Sociable Theoretical Reflective Give me the details Give me time to review Intellectual Structured Activities Thorough Processing Stands back Research Cautious
Notas do Editor
- Influence helps you to change your mind and your behaviours – but for how long Compliance – I must do it because something awful will happen if I don’t – You’ll beat me I’ll get fired, embarrassed, shitty shifts, you’ll give me a bad area, you send me to Limerick!!! Rewards also get compliance – more money, more overtime, more time off (But when I stop giving you’ll stop the behaviour and revert or when I am not around Commitment – You’ll do it because you like me, because I’m a good person, your committed to me But your level of performance is not as strong – When the heat is on!! – Bible – cock crowed three times Internalisation – I will now do something because I really belief that it is right to do it – Even if there is nobody close by to see I will still acts consistent with this beliefs that are deep within me. So how do I come to my belief structure? Guy at Disco – Lovely Women – Says to himself – I’ll go over there we’ll have a chat, we’ll have a dance, get on well, have another date, meal, engagement, marriage, kids, retire or maybe he wants more love of a shorter term nature – What will he think when he takes the first step? Too tall, she’ll say no, can’t dance, friends will laugh so what do I do? Go back and have 8 more pints and I’ll be much more attractive and a much better dancer!! Then I go over and she says no and I say I told you so. We say – I will believe it when I see it In reality – I will see it when I believe it (Mindset) To change a belief we loose something – we’re saying that we were wrong (Boss promotes someone beyond capabilities-who owns up it will look like weakness) We’re not good at changing our beliefs to protect our self image You need to help people change their beliefs KEY POINT – YOU WERE DEAD RIGHT TO HAVE THAT BELIEF BUT NOW THINGS ARE DIFFERENT What strongly held beliefs have you changed recently (last 5 years) PEOPLE WON’T CHANGE BELIEFS WHEN THEY ARE UNDER PRESSURE To change Behaviour by Internalisation we need to change beliefs Opposing point of view is least effective
- Exercise Read A and then Read B and list the key differences pages 3 and 4 What was wrong with the first Says what he was going to say anyway – there was no sign of listening – no engagement-Paralle No add on’s – no linking (add to info I’ve just given you – No Influence 2 nd approach More Open Began by giving the other person Perceived Control Interested in their WIIFM and issues asked questions Summary and commitment of needs Pain Questions Pain Expansion – Weight Lose Clinic – I want to lose weight – Why – I can live longer – More energy to play with Kids – Feel better better clothes Move from Implicit to Explicit Language Use – Don’t state your opinion as a fact just state it as an opinion (a suggestion) Influence v Negotiation Influence is a process to help people form a view about something Negotiation – we swap tradeables I give you something you give me something
- Yellows (Peacock, Expressives) Visionary People, Lots of Energy, Present a great image to the world, Make friends easily, can be superfical friendship, Emotional, Party animals, Gagets (Cars budget), new,early adopters, First Best etc (Hi Emotions, Hi Decisions) Reds (Drivers, Panthers) Results, Outspoke, pragmatic, end justifies the means, to do lists, very business, feelin of achievement, Loves a challenge, staright to business, Little small talk, (Low Emotion Hi Decision Making) Greens (Dolphin, Accomodators, Relators) Save the world, Great listeners, Keep secrets, Supportive, Concern about keeping the balance, status quo, small talk, fair play, fussy about manners, (Hi Emotion, Low Decision making) Blues (Owl, Analysts) Facts, Figures, Great Questions, Proof Quality, Low facial reactions (Low Emotions, Low Decisions making)