There are hundreds of quality tactics to make business happen NOW. But just like everything, there is a right way and a wrong way to use them.
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When you work with principles like Stephen Covey’s Seven Principles, as long as you work within those principles and ethics and then use tactics, all is well in that.
Those who are adept at persuasion use tactics constantly.
They become so skilled that they don’t know how or what they are doing right now because it is embedded in who they are.
Imagine this: Your child, if he is on his bike and there is a car approaching him, he will use very specific words and tactics that he knows are effective in getting people to instantly do what you tell them to do. And then you say, “Son, come back here quickly, instantly, now.”
That is one tactic.
And there are hundreds of quality tactics to make business happen now. But it’s a lot like some of the seduction stuff, that’s how it exists.
I like seduction material because seduction material basically does one thing; gives you the first date. But the seduction stuff doesn’t work the second time.
Anything that’s a tactic gets the first date; get the first date. But after that, it’s your character, it’s who you are, it’s something about you that is special or unique that makes you different from others, that gives you the second date, the second date, the business in the future.
When you sell your consulting services, are you specifically trying to close deals in your consulting practice or are you actually persuading people to ask you to do business with them?
I heard “Secrets to Closing the Sale” by Zig Zigler and I loved that set; it was really cool, lots of great stories and things to close sales.
But I think if you think in terms of closing sales, from a tactical point of view, it is probably a mistake.
I go into every conversation with the assumption that if I am talking to this person, why would I be doing business with someone else?
It is not arrogance; it’s just that I know I’m going to work harder for that person and give them more value and more information than anyone else.
I really think this is who I am. If someone introduces a product and I think it’s amazing, I’ll come up with a better one because I don’t want them to have the best product out there.
I will take the best.
That’s how I am and I think that if people believe the same, it is not even believing in yourself. You’re going to work harder for this person than anyone else, so why the heck would someone do business with someone else?
So it’s not even persuasive; it’s almost like an attitude. And that’s why I always think about things happening fast.
In the sales presentation, I never speak for a long time, I just say, this is what I have, this is what it does, let’s do it right now. And then we talk about baseball.
It would never occur to me to try to force a close or anything like that. I would try to build a good relationship, intentionally on purpose at first.
As a marketing consultant, learning the ethical use of tactics will not only help you establish a report quickly, but it will also increase the likelihood that you will close a sale.