Selling through Influence and Persuasion

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Presentation transcript:

Selling through Influence and Persuasion With:- Mike Ode

Inner Circle Collaborate Engage Connect Identify

Aristotle identified 3 ‘appeals’ at the heart of persuading others… Persuasion Aristotle identified 3 ‘appeals’ at the heart of persuading others… Is your credibility and trustworthiness – do they believe in you and buy your ideas? ETHOS Is the logical arguments and reasons you put forward – appeals to their rational mind LOGOS Is all about emotions and feelings – do you sway their heart and imagination? PATHOS

A sales conversation can look something like this: A description of your offering and its benefits An attempt to get the customer to either buy immediately or agree to an appointment. (The close)

A sales pitch: You: I'm John Smith calling from LWDP, a leading provider of training solutions across the NW for those involved in providing care and support for the most vulnerable people in society... yada, yada, yada... LWDP has these unique features... yada, yada, yada... If I could show you how we could help you would you be willing to meet with me for an hour? Prospect: [hangs up]

A conversation starter You: This is John Smith from LWDP. Is this a good time to talk? Prospect: Yes [or No] You: Okay, I'll be brief. I'm calling because our clients use us to help train their employees in a wide area of social care topics. How are you currently training your employees in these areas?

A Sales Pitch Email: Hi I hope you are well. I represent LWDP, a leading provider of training solutions across the NW for those involved in providing care and support for the most vulnerable people in society….yada, yada, yada Our product has the following unique features... [yada, yada, yada] If you call me at 0333 0143021, I can give you some prices. For more information, click on our website www.caringconcepts.org.uk If you have any questions please don't hesitate to call me at 0333 0143021 Sincerely, John Smith

A Conversation Starter Email: Hi Mr Jones, I'm writing because our clients use us to help train and develop people in a wide area of social care topics? If you're interested in how we do this, I can send you some more information? If you have any questions, feel free to give me a call on 0333 0143021 Regards John Smith