Employing Elements of the Persuasion Model to Boost Business Sales
The sales team is the backbone of your company’s operations. This team will ensure that your products and services fly off the shelves and rake decent revenue. Unfortunately, many investors do not empower this crucial part of their company sufficiently. That said, losses become the order of their ventures, and they are eventually forced to close the shop.
To make sure this will not happen to your business, companies such as The Friedman Group suggest that you invest in store manager training for your retail supervisor. They will then impart what they learn to other sales staff. One of the key areas covered in training is the art of persuasion. This technique will enable your staff to make more sales without coming off as desperate or irritating.
Efficient application of various elements of the persuasion model, which helps one get the best approach to employ, is one of the skills taught during the training. Here are those elements and their application strategies in sales:
Understanding a client’s feelings and emotions is the first step in knowing how to negotiate and influence them to buy something. With this understanding, you can customize the sales pitch to tug at a customer’s emotion so that they buy into your company.
Corporations use this persuasion element to advertise the charities and non-profit activities they are a part of. By doing so, they make clients empathetic to invest in their brand and contribute to the charitable cause.
Your sales team needs to understand your brand thoroughly to use the logic element in their persuasion. This element dwells on data and facts to make a case. With a proper understanding of your brand, the sales team can convince clients why they need your product and what they can benefit from its purchase. Customers are now very informed; therefore, using logic to win them over will prove a significant advantage for your company.
This is one of the most popular negotiation elements. When handled incorrectly, however, bargaining can be the primary cause of losses in your organization since customers will get your products at low prices. Effective bargaining requires tact to ensure that a client pays top dollar for your brand without feeling shortchanged.
Though considered the least effective element in the persuasion model, compromise is still an essential tool. In a compromise, your sales staff is taught how to reach an agreement that works for the company even though it might not bring as high returns as initially projected. For instance, they can settle for a small profit now with the promise of more business with a client in the future, rather than a huge profit margin with no chances of repeat business.
The above elements look like those used in everyday life, but their application in sales is very different. That said, training your sales team to handle them is important. During the training, they will realize what works best for their part in the sales process and your product and services. After this, they can continually hone their skills in your company while assuring you of high returns.