Persuasive Selling and Power Negotiation is a mix of different authors and coaches sharing knowledge on wisdom on sales, negotiation and interpersonal skills.
I found some parts to be great, some parts to be a repetition of what I had already heard, and some parts to be rather underwhelming.
There are several different takes and topics here, including some on dark psychology, “dark seduction” (what’s that?) and manipulation.
So I will only list the good and new ideas here.
Questions to Sell
You never convince people: they convince themselves.
To know how to present your product, you need to know what they want. Questions are (car as an example)
- How would you know you have picked the right car
- What is it that tells you this is a good car (you, someone else or data?)
- How do you this car has X (what sensory style he uses and what is he looking for)
Interesting, but no earth-shattering new information.
Frame Your Complaint in Positive Communication
Here is an interesting example of how to frame your complaint:
You know, I have been coming here for the past 3 years. I have spent hundreds of dollars on your services and I’ve always been happy.
What can you do, so that you can keep my business
The author says that the way you frame it, it shows what a great client you’ve been.
I really like the approach, but I think it might be a bit too aggressive to start it.
I would remove the “so you can keep my business part”. At least in the beginning. Then, if you still don’t get any compliance, add that part.
Don’t Ask “What Could You Pay“
If somebody cannot repay in full or refuses your price, don’t ask “what could you pay” but ask:
What price did you have in mind
That way, you can still demand more afterward. With “what could you pay”, they take a stronger stance and they look like they were lying if they move from there.
Be Willing to Walkaway
One of the female authors explains how she got married thanks to her willingness to walk away.
She told her boyfriend:
I love and I think we’ll make for such a great couple. But marry me, or I must walk.
If you change your mind, come look me up, I will always love you.
Then she broke up and he came around a few weeks later.
Characters and Skills Form the Basis of Influence
God, I could not agree more.
Stamp this one onto your forehead: character and skills form the basis of influence.
It’s not tricks, specific words, NLP or anything.
It’s how much people like you and respect you. And that’s characters and skills.
People who buy from you are looking at your character and wondering:
Is this a person I can trust?
When you want to influence, you want to ask yourself how you can improve your character and your basic skills.
The author also mentions:
- Communication skills (broad vocabulary, enunciation..)
Real Life Applications
- Invest in great business cards
People assume that your company is as solid as your business cards. Don’t go cheap on business cards: print on good and thick papers.
- Don’t nod in negotiations
Otherwise, it seems like you are agreeing and when you demand more or refuse the deal you will look like a fake, conniving person.
- Ask the prospect what they think your house is worth
I like this one.
I scared too many prospects away with starting high for my garage and they never came back. I should have used a different technique and asked them first.
Lots of different ideas, opinions and topics.
Too different, in my opinion.
- Varying Quality
Some parts had me nodding thinking “this is genius”. And some more were highly disappointing.
There are some great tracks.
Good negotiations tips, albeit many are summaries of other authors,
I’m not a big fan of these mix products. 40% of this information, I had already listened to.
And the variance is too big: you never know whether you should stop listening or whether the next author will be good. And that is a time sink that I don’t appreciate.