Tag Archives: sales skills

Episode 173 – How Aroma Can Help/Hurt Influence

Smells: The Aroma of Persuasion

We all know what the smell of movie popcorn does to us. Smell is directly linked to our emotions.  Our sense of smell is so powerful that it can quickly trigger associations with memories and emotions. Our olfactory system is a primitive sense that is wired directly to the center of our brain. By four to six weeks, infants can tell the difference between their own mother’s scent and that of a stranger.  Almost everyone has experienced situations in which a smell evoked a nostalgic (or not so nostalgic) memory. Think of the smells that take you back to your childhood. For some it is the smell of fresh baked bread, or freshly cut grass, or of the neighborhood swimming pool. You can go back twenty years in a matter of seconds with the sense of smell. Smells require little mental effort to be experienced and the subconscious reaction happens with little conscious attention.

 

There have been numerous studies conducted on the impact scent and fragrances have on association. A study conducted among undergraduate students found that female students wearing perfume were rated as more attractive by male students.  Scents were even found to improve scores on job evaluations. Of course, offensive odors can also be used (and have been used) to evoke a negative response. This technique was once used while campaign committees were rating and appraising political slogans. Not surprisingly offensive odors caused the ratings for the slogans to go down.  The smell of citrus Windex helped people to be more generous with their money and time towards the habitat of humanity.  Cleaning aromas also help more people be honest and fair and their dealings with others.

Article Link

 http://healthland.time.com/2013/12/16/my-nose-made-me-buy-it-how-retailers-use-smell-and-other-tricks-to-get-you-to-spend-spend-spend/

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Episode 172 – 4 Power Skills of Persuasion

Summary:

Talking Too Much 

  Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It will be very annoying to your audience if they sense that you like hearing yourself talk more than listening to their concerns. Remember, it’s about them, not you. Great persuaders listen more than they talk. In fact, great persuaders use their listening and questioning skills to get their audience to persuade themselves. 

 

Often when someone comes to you, she already knows what she wants. She already has something in mind. She just needs to talk through it with someone. Which approach do you think will have better, longer-term results: you persuading your audience, or you helping them persuade themselves? It’s much better if your audience feels as if they have made the decision themselves, without perceived external influences. When you do have to talk, be succinct and to the point. A good rule of thumb is not to talk more than 30 percent of the time. 

Link to article: http://foodpsychology.cornell.edu/discoveries/curse-chinese-buffet

 

Now, with these general guidelines in place, it is worth pointing out that you must always be prepared to adapt and adjust to the personality type of your audience. For some people, talking 30 percent of the time will still be too much. Discussing only what is relevant to the matter at hand and keeping chit-chat to a minimum is best for these no-nonsense types. Your attempts at being their buddy will likely annoy and maybe even offend them. Some people feel that being overly warm and personable is not appropriate when you have just met someone for the very first time. Polite and professional, yes, but warm and fuzzy, no. The bottom line is, don’t get too friendly too fast

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Episode 59 – Crushing Objections

Stay tuned as we will soon be rolling out Influence University…your way to access absolutely everything that Kurt has ever produced on Persuasion, Influence, Negotiation, and Leadership! One of the greatest features of Influence University is Kurt’s “Persuasion Software.” There are 77 potential objections out there and this software allows you to click on whatever one you’ve received and immediately see the course of action you should take!

On this episode, Kurt and Steve follow their discussion on objection psychology. Now that we know where objections come from, what do we do when they actually arrive? There are a few steps to consider. First, make sure you listen to the entire objection. You might know the answer. You might think the objection is stupid. But it’s just as important for your prospect to completely verbalize the objection as it is for you to actually answer it. The point is that you can never adequately answer an objection until the prospect has completely verbalized it.

Second, repeat the objection back to your prospect to make sure you understand. Pause. Think it over. A lot of times when prospects have completely verbalized an objection it takes care of itself.

There are five more steps that Kurt and Steve discuss on this episode, so download it here or subscribe to Maximize Your Influence on Itunes or Stitcher Radio to hear the entire episode!