Wed, 7 February 2018
Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much.
Check this out.
When we talk too much and fail to allow our audience to ask questions, it increases the thickness of the brick wall of resistance. Consider the doctor analogy to persuasion, meaning you have to listen and ask questions before you can diagnose the problem. The doctor does not come into the examination room and try to sell you on a prescription without first asking questions or trying to discover what you really need. Like a physician, you need to step back and be able to absorb and evaluate everything your audience is saying. While monitoring persuaders, I have found a constant epidemic of overpersuasion and regurgitating too many features.
Ask yourself the following questions to determine whether or not you ever overpersuade or flood them with too much information:
Direct download: Podcast_225_-_Major_Sales_Mistakes_Costing_You_Money_2.mp3
Category:sales -- posted at: 6:30am CST