Lenann, as always, I felt your material and delivery were superb this morning for “Closing Sales”. Thank you for always providing valuable and relevant information and tips to help us with our Program.. Tracy Wilbur
Partnership Development and Business Intelligence – Sandia National Laboratories
 

Articles written by Lenann McGookey Gardner are available for print and online publication. To request usage permission, contact 505.828.1788 or email Lenann@YouCanSell.com


State-of-the-Art "Strategies of Persuasion"

From a Harvard seminar "Strategies of Persuasion" which Lenann attended: Persuasion is communicating with others in a way that induces them to voluntarily think or act differently. (Insight: ethical persuasion may be the key to salesmanship!) 

Though I am reluctant to label selling an "argument," it's important to remember that people will likely only retain a couple of ideas from any interaction with you. Walking into a sales conversation, do you know what two or three ideas you want your conversational partner to remember? 


The 80-20 rule as it relates to presentations: We usually invest 20% of our time researching our audience and 80% crafting the message. It would be better to flip the ratio, spending 80% of our time knowing the audience. 


I attended this course because people often ask me if I teach people to persuade. I'd say no. At the level at which I, and most of my clients, are selling, people persuade themselves. Our task is to listen - and to be sure our contact understands the opportunity we represent to him or her so he or she can choose whether to take advantage of that opportunity!