The Art and Science of Influence & Persuasion
The Art and Science of Influence & Persuasion
March 18th, 2022
New West Short
The New ABCs to Effective Sales
The Art and Science of Influence & Persuasion
New York Times best-selling author Daniel Pink says it best: “We are all in sales now.” Whether you have it in your job title or not, we all convince and persuade on a daily basis. Despite the prevalence of sales in our lives, the art of selling has never been more different. In fact, sales have changed more in the past 15 years than in the past 1,500 years.   Meet the new ABCs to effective sales:

Attunement - seeing through the lens of the customer
  1. Increase your power by reducing it. The more you know, the less you are attuned to how someone else thinks.  Ask better questions and be a good listener. 
    The Art of Effective Listing  
    Trilogy Questions Worksheet
  2. Use your heart as much as your head.  Put yourself in your client's place. Tips to Personalize & Humanize Client Interactions Checklist
  3. Practice mirroring and mimicking.  Be in tune with your client's behavior and find common ground.  
Buoyancy - the ability to stay afloat, especially when facing rejection
  1. Embrace interrogative self-talk.  Not just "I can do this", but "how am I going to do this?" 
  2. Use positivity ratios and believe in the value of your offering.  For meetings that don't go well, offset them with positive client meetings. 
    How to Create a Value Promise video 
    Questions That HIghlight Your Value Promise
Clarity - go from being a problem solver to a problem finder
  1. Value drivers  - sellers must put themselves in the customer's shoes to figure out their values. 
  2. Find your frames - too many choices can cause confusion.  Framing helps clients see choices more clearly without being overwhelming.  
  3. Give them an off-ramp - be specific with clients to keep structure and organization.  
Contact me for more sales resources to help grow your business.  

Melissa Church
Director of Marketing
208-622-5211 x 2
melissa@newwestinsurance.com
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