4. Structural Persuasion:

How do you persuade people? It's simple! By meeting their needs and aspirations, which is not always so simple. Persuasion is not a science, but an art. Art is a form of expression and so is presenting an your selling idea. The most critical part is entry or beginning. First impressions are important in any part of life. Presentation is no exception. In everything that you communicate, whether it's first sentence in your copy or first thought in your presentation, you must be concerned with that vital step. In today's "advertising congested" world, you must fight to get your presentation noticed. That's why first words and visual stimuli are so important. You must literally capture your reader or viewer immediately.

So what about rest. Try starting out with a rough outline of presentation with titles and subheads for each part of presentation sequence. Think about toughest questions that will be asked and supply them with answers. The more doubt a client has, less likely they are to believe in what you have to say. Always know what you are doing and where you are going with it. Know where client is and how to get them where you want them to be. Be organized and sequential. Do things step by step and by numbers. For best results, learn to organize your thought processes and develop good organizational habits. Your layout and presentations will reflect this.

5. Solving Problem:

What's problem? The problem, or should I say problems, are "needs and answers". Clients have needs. Knowing what those needs are is an essential factor in solving problem. You can't present a solution without first knowing that they have a need for one. You must also provide client with answers, answers to questions they haven't asked. If you can fill "needs" and answer "questions" you can "Solve Problem"!

Remember: Salesmanship = Strategy + Structure + Style - Doubt

Staying low-key and creating an atmosphere of "no- pressure" is imperative. Remember; portray confidence, not arrogance. This is what Relationship Selling is all about. You want your prospect to feel at ease, not backed up into a corner waiting to strike out at whatever you have to say.

Above all, learn how to handle and deal with rejection in a positive manner. If you have carried yourself confidently explained all details and they tell you "no sale", it may be that they were not a good prospect in first place. It could also mean that they are indeed still a good prospect and they simply don't know it yet.

Next week, I'll pass on some techniques used in process of relationship building and selling. Until then my friend work hard carrying yourself with confidence and honesty.

If you missed last weeks Part I, you can review it at: http://216.147.104.180/articles/data/20001018031828.shtml

It's been a pleasure. Please Feel Free to write me mailto:wildbill@greatdesignz.com and let me know what you "Honestly" think about sales, marketing and of course my article!

I hope you can join me next week for Part III: "Tips and Techniques For Relationship Selling"

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I'll be e-Seeing you Soon