Jim McBrayer
Jim McBrayer
Persuasion Lessons Gleaned From Stephen Covey
People see things differently. The image below was used by Stephen Covey in a keynote address to approximately 200 attendees. Prior to showing this image, half the room was shown an image of a young, attractive, sophisticated lady and the other half shown an older, unattractive woman. Both the younger lady and the older woman […]
4 Steps to a Persuasive Sales Presentation
The problem with most sales proposals is that they serve merely to convey data. The objective of every sales presentation is to persuade. Selling is about one thing: moving people’s emotions – and facts alone don’t do that. The presentation must do that, and YOU, the presenter, are the presentation! Here are the four steps […]
How to Increase Sales by Targeting Sales Funnel Bottlenecks
The best way to increase sales is to improve the proficiency of the conversion process. There are three ways to increase organic sales: Generate more leads Expand the sale force Improve the sales conversion process The great majority of sales organization’s can fix their sales problems economically and quickly by targeting the conversion process.
What Your Game Face Reveals About Your Persuasive Talent
When someone speaks to us, we look first to their eyes and then to their mouths to judge whether they can be trusted. If their face and their words do not match, we believe the face. Ever wonder “is my Game Face congruent with my words?” If not, you should; as this directly affects your […]
How to Persuade Others by Focusing on Their Virtues
It is said that most chronic diseases are caused by “dis-ease”. Meaning that the power of our minds and our thoughts can place so much stress on us that we feel it emotionally and eventually it takes its toll on our health. Whether we are unforgiving of past transgressions or worried about what tomorrow brings, these […]
Building Rapport: 9 Tips for Persuasive Selling
If your objective is to really connect with someone and leave them feeling good about your relationship, here are some powerful persuasive selling tips that will help you build rapport. Remember, your intent is much more important than your technique. In fact, not being too polished is usually interpreted as being genuine. So use your […]
4 Persuasive Triggers for a First Sales Appointment
Are you deliberate and tactical during your first sales appointment with a new buying influencer? There are specific behaviors that world-class salespeople utilize to make them more persuasive during their first visit. Have you thought about what you intentionally do to make yourself more persuasive?
3 Persuasion Techniques Used by Famous People
The high school football coach had to make special arrangements for the two brothers that were hearing impaired. While it did not seem to affect the boys when they were on the field, the coach had to make sure he spoke up or face the brothers when giving direction (so they could read his lips). […]
Sales Etiquette Tips for the Business Dinner Meeting
Peter Drucker once said “so many business decisions are made over lunch and dinner meetings, yet even the business schools do little to no training here.” We infer a lot about each other in the most common of social settings for business deals: lunch, coffee and dinner. Others are persuaded about whether or not they want […]
3 Things Customers Want from Sales Pros
What do customers really want? According to a study by the Strativity Group: 58% of executives said that their company “does not conduct true dialogue with customers” 67% of executives said that they “don’t meet frequently with customers” 59% said that the role of the customer was “not well-defined” at their companies 54% percent said […]