Today we’re going to be talking about the sales and influence continuum. Very interesting topic, especially if you’re in the process of working out which clients you want to deal with in your business.
I’ve been in sales for 33 years, and I’ve been teaching, coaching, and training salespeople for over 17 years. Over this time, I have made sure to be ultimately aware of everything that’s out there around sales, persuasion, and influence.
I have read, watched, and listened to all the best sales training courses out there, and by now I have pretty much road-tested everything that I’ve learned. This has allowed me to work out a couple of things.
One of them is that the rabbit hole really does go down as far as you want to take it around sales training influence. And here’s where it starts to get a little bit blurry in terms of the two ends of the sales and influence continuum.
On one side you have got a situation where you are convincing, persuading, maybe even hypnotizing people to do business with you. How you responded to those three words will probably determine what end of the spectrum you’re on because, at the other end of it, you’ve got a process where you understand someone’s situation and then you are eliciting what is inside to facilitate a process of change for that particular person.
These are the two extremes, but there are techniques and philosophies that can be located anywhere along the continuum. Bear in mind that any of these methods used to get people on board has its own results and consequences.
Listen to this episode to know what the different outcomes are and to define what will work best for your business.
As I said, I’ve road-tested every single thing I’ve learned, so I know what it takes to have a process that works, that makes people refer clients to you, that allows you to build long-term brand awareness, recognition, and loyalty. I know this episode will help you have a better understanding of the importance of how you deal with people.
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