Leverage Avoidance Values for Irresistible Selling

Written by Peter Murphy

The most gifted influencers know that to be highly persuasive they must appeal torepparttar values ofrepparttar 127342 person they are speaking to.

What are values? Values are filters that everyone uses to help make sense of allrepparttar 127343 information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria.


In simple terms, values are what is most important to us. If you ask yourself: what is most important to me about having a new car? You will discoverrepparttar 127344 key issues that you consider when buying a car. Your prospects will also pay attention to their values when you present your offering.

Ask your prospects what is most important to them and they will tell you their values, it is then up to you to structure your conversation around what matters to them.

So if they value ease of use and simplicity - don't waste their time talking about advanced functions. Instead spend extra time and go into great detail explaining all there is to know about how easy it is to userepparttar 127345 product.

By talking about what your prospect considers most important you will grab their attention and quickly find out if your offering is for them. And this is as far as most people get with their persuasion skills. There is a further step however.

Avoidance Values:

When you also discover and appeal to what your client wants to avoid, you become an especially valuable advisor. Everyone has avoidance values i.e. what is important to avoid. Inrepparttar 127346 example of buying a car, it could be wanting to avoid costly maintenance, high insurance premiums andrepparttar 127347 disapproval ofrepparttar 127348 neighbors.

Developing The Right Attitude To Sell in Tough Times

Written by Noel Peebles

Do I have any specific thoughts about selling when times are tough? Well, if you are to achieve high levels of success in selling, you must be able to get positive results even while circumstances are negative. In just about every area of selling,repparttar field will over populate in boom times and thin out in tough times.

The real estate industry is a classic example of this. Yet some people stay inrepparttar 127341 industry year after year, regardless of peaks and troughs.

The consistently high performer will get results no matterrepparttar 127342 circumstances. Most ofrepparttar 127343 time it comes down to attitude. Some people look for circumstances in a victimized kind of way. They need to justify their poor results. They celebrate their good days, but in repparttar 127344 down times, they have their 'safety net' of excuses ready. What they are doing, is giving negative thinking a lot of power. They spend precious energy and time dreaming up and focusing on their reasons why something won't or didn't work.

Any time you offer your subconscious a choice between two goals; one negative and one positive, you risk it taking onrepparttar 127345 negative one. Which one do you giverepparttar 127346 most focus to?

The exceptional achiever deliberately ignores talk about recessions, wars,repparttar 127347 miserable state of affairs inrepparttar 127348 world. They play down difficulties in their own lives. They try not to focus on doom and gloom or any other subject that they feel may detract from their ultimate success.

These high achievers steer clear ofrepparttar 127349 melodramas of life and concentrate their efforts instead, on matters far more worthy of their precious time and energy. Their 'batting average' matters more and it's here where their focus lies.

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