HOW TO SELL, PART II: manipulation in action (manipulation techniques)Edit

The whole secret of persuasion is to make the other people (person) put into a belief:

1. it was his decision,
2. it was right decision.

(when often in reality is different)

What I also believe and found in a many research works is to: not be to the end "normal" – to make yourself distinct by your altitude different than other people, sellers (but not too much "different", only a bit). An perfect example (of me), you can see here in the video: video of characteristic salesperson. It doesn't matter that it's not done 100% professional, what matters is that people would memorize you, because they've got something to comment or criticize and that's about it! "It doesn't matter how they talk about you. What it only matters is that they talk!". Another example is: Justin Bieber (like everyone's hate him and he become popular). When somebody is popular his value goes up. It's better to be recognisable than not to be, end.

Well, to put it straight: they're tons of techniques which can be used to open client "canals" to make him more affected by what you talk. By it's not about manipulation techniques – it's only about your stand, how you talk – not what, your inner beliefs (which are taken by subconscious of the client) and you're inner confidence and impudence (nerve, cheek, self-confidence) how far you can go. In this article I would show you some methods which combined with your confidence [how to gain confidence] would make you more persuasive and can become a milestone to the art of selling.

DIRECT SALE, Direct Sell, Sell Tips, Duble Priced Method [#1]
CASE STUDY: BEST SALE, twice a price

You must also understand one fact: self-development isn't a target that you can reach. It's hard, persistent, everyday work on yourself. You won't become a good seller in a month. It takes year of study, preparation and practice. You learn through practice, nothing can replace it. You also learn by teaching others. It's not like the person is born with ability to sell – yes, he may have some genetic (on birth date) predispositions (and it's true, I have e.g.), but it's only about that it comes more naturally to some people, but the rest is hard work. You can over jump the person who has only predispositions, but he didn't done any work to master them without much work. Remember also that this knowledge is worthless if you won't put effort to put it into practice, presumed by preparation and study.

To understand the process of selling, it's always being done by the AIDA scheme.

A – attention. You need to first grab clients attention. It's not something hard, in most cases (1:1 sales) you've got it already, so you can skip. Tip: how to know that somebody's listening you?. You would also would like to get some knowledge about IOI (Indicator of Interest) [it refers to the knowledge, not closed by this article]. I'm only putting a sample of body language which suggests clients altitude to some types of products (open hands), but use the method in link #1 for the general purpose.

Example non-verbal? IOIs are:

In a pub, a stranger chick locks EC with you
In public environments (everyday places), a stranger chick locks EC with you, keeps looking, smiles
Lots of EC from her, or solid EC
She has "brightly" eyes looking at you, and "that" interested look
She starts playing with her hair (looking at you interested), bite lips or lick lips
She shows you her leg while stretching her ankle
She touches her breast or necklace.
She leans towards you
She makes kino on you/reciprocates kino (also known as reverse-kino?)
You hold her hand and she squeezes back
In a party, she keeps on "appearing" close to you or puts herself in a place where it is obvious you can see her (this is also known as an AI, an Approach Invitation)

Example verbal IOIs are:

She initiates conversation with you (opens? you)
She resumes a conversation when you stall?
She starts qualifying herself (that is describing how good she is at, cool things she does to impress you...)
She gives sincere compliments? (about appearance but not only)
She asks where you live or may start talking about where she lives
She asks how old you are (but don't ask how old she is in response unless you like setting yourself up for shit tests!)
She asks for your name

source: fastseduction.com/cgi-bin/fswiki.cgi?Indicators_Of_Interest

Update. Expanded list (with explanation) is here: How do know if woman is really interested in you? IOIs Indicators of Interest List. It applies to products also, but instead of "she" is: product – touches him, looks (see pupils: are they resized?), talks about him. You know that he wants to buy him. Your task is now to lead him to the process of buying the item / service (solve his problems or rather don't let him to feel about them in the strong emotions that you would cause him to feel and rule of limitation [+ prize & punishment]).

I – Interest. Here is only 1 rule: if clients speaks or want to say anything, you don't interrupt or don't say anything. Just don't – listen only and create a map in your mind (bottom) about his needs. You want to ask as many "uncomfortable" even questions as possible – first to know what he really wants and what he is expecting, second – to show that you're interested in this client as a person (make you like able, so he would come back). Good idea is to repeat everything to get most "yes" answers. You think it through how can you approach him and what offer to give him, to make him buy your product (product you're selling).

You talk slowly – never faster than your client (anybody is only capable to register new information in the speed processed by his own words). You pause after every sentence, "paragraph" you say. If clients stops to speak, you PAUSE for 5 seconds and then talk. By doing this you're making sure that he has said whatever he wanted to say. You don't press him – just listen and ask questions to make sure you've got his vision.

Where in this stage is important to not act like a "nice guy". You want to be a professional seller not a puppy. It's mistake to to show yourself as influenced by him (I'm talking here about: toadyism). Everybody wants to get the best seller, so make a decision today to become one. Smile when you're talking to client – it shows that you're accepting him as a person and the client is willing to cooperate more with the person he likes, because he would tell about you to his friends (probably, about his buying experience) and you want that. You need to dress appropriately and like a "winner", shave and keep yourself clean and fit.

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Next thing which puts large amount on the process of selling are pheromones. I've got the strongest in the world. They could give you an enormous advantage over others.

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I recommend talking everyday 1h after wake up and 1h before going sleep, everyday, at least 20-100x / times day: "I'm the best" (I'm the best, I'm the best, I'm the best... [x100] with conviction). I also recommend creating sigil [open: GODLIKEISM DANGEROUS subconscious technique which impresses your mind (IMPORTANT!)] and let it grow. Phrases: "I am always hugely self-confident.", "I sell everything to everyone and I am the best at selling.", it's enough (do it on separate days, once and let it grow). It should allow you to strongly accelerate in this field after about 2-3 months. You want to read 1 book / per weak about the topic of selling and test those ideas in practice.

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If you're a man it doesn't really matter that much as in woman case: how you look. Get rid off these excuses. The society tells us that the better you look the hotter you are. It doesn't apply to men as much as to the woman (1/10 in comparison to women). You should use the sex factor (sexuality) as the extra thing you can use in your work to make your results better. Well, skip the results part – take it as a fun, selling. If you don't sell something – nothing happened. Just make effort to give the best choice to the client (read part I: HOW TO SELL, PART I: general rules (introduction) about the general rules: finding a product that you're fully believe in – that's the best choice for the customer. Start to actively clients, left the best impression and you would never comply on anything. Just be open and make everything possible to help them – if you haven't got the product they're asking for – refer your competitors and show them where they can get the items they need and what would satisfy they're needs.

D – Desire. Remember the part from PART I: HOW TO SELL, PART I: general rules (introduction) about the emotions? That every person is 100% emotional and emotions are really the factor which is causing person to buy your product? Well, use that knowledge. If I'm already knowing everything what the person needs or wants how can I use this knowledge to make him feel those "buying" emotions – that he needs the product and he needs him now ([1]. that it is his decision) and to make him put into belief that [2]. it was right decision – it was the right thing to do at this current moment of time and he don't regret it (this factor is the key important thing).

Where here I would put very important tips. If you're able to set the price of the item, please make sure it's in the range of 50 – 200 (currency) e.g. 150 PLN. If the product price is higher and you're able to split it (e.g. selling it in 2 parts) just do it. It's very easy to sell an item which price don't go above 200 (currency), somehow it appears. You would probably sell faster 3-4 times item which costs 100-150 (currency) than 1 item that costs 800 (currency). It's easier and most of people have the funds to make such "little" expensive. Make use of this knowledge.

If the client is telling you: "yes, but the price is so huge", you use "divagation time" technique – you just move it in the clients mind in time (to past) by telling: "Yes, it was a high price". It works, test it.

You're selling emotions right? "How it beautiful it would be if you would have a home on your own where you and your kids would leave happily together". Figure it out, it's the work you must do. I can only show you an example as I did. One is enough so you don't want to use my own ones. Point is to create an image how wonderful he would feel after he would bought the item of his desires (and to be owner of it), skipping all the problems. Make it first before he would start to excuse.

You would also like to notice what is the client primary meta program of data gathering: is it visual (just let me see this, just show me the graphs / the home), auditory (could you tell me how it is? please tell me the price?), kinesthetic (can I touch it? taste it? feel it?).

Those examples aren't good. Please think them on yourself or try to search other materials explaining the subject. I just "know" it without conscious thinking. When you would know how he gathers information use the primary one with superiority, but remember to include as most things as possible to make it see, feel, hear and taste the object of his desire (to use as many possible ways to make him WANT to BUY and WANT IT NOW).

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A – Action. Action is the most important thing! Most of people don't do this and it's the main cause of their failure. They don't ask for an action – they say: so, I would ask you in weak or worse: if you would be interested please call back.

NO!!!!!!!!!!!!!!

ASK TO SIGN THIS AGREEMENT. ASK FOR HIS MONEY OR BETTER: GIVE HIM AGREEMENT TO SIGN, ASK FOR HIS MONEY. TELL HIM WHAT TO DO!

If you're lacking this ability of feel discomfort (How to handle yourself with "what they think" or "shame"?) to make this step you would never be even better than average.

I would say more: ability of asking to action is the most important and you would be the best salesman if you would conquer the boundaries in your mind to stop to feel any shame, guilt or discomfort in asking. ASKING itself would rise you to the limits. You don't even know the rest, just this one ability would make you superior through others.

How to make it? Practice, move your limits everyday. Move your comfort zone: DO things which aren't comfortable on everyday basis. It's a lot of very hard work (uncomfortable), but you can only learn through practice.

For me it took 7 years to go where I am now. You won't do it over night. The whole article is all about this.

When you would breach your own barriers and limits you would become unstoppable.

START TODAY.

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You want him probably ask to bring to you his friends and refer you (your shop / business) to 20 people he knows.

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Language which you use plays also a major role in the communication between you and the client. You can learn more about it here: NEUROLINGUISTICS, Covert Hypnosis, NLP language patterns in use. You must put effort to think trough situations (before they happen) – how can you consciously use this knowledge in the proccess of selling.

I recommend to you Richard Bandler books (all of them).
Watch also the movie: "Glengarry Glen Gross". You've got there a perfect example of what I have talked in this article and that altitude towards work is the most important factor of all. NO excuses, no judging, just do it!

Update 2011-02-17.
ONE TIP (I always catch on this). When you end the talk with your client you don't say GOODBYE, but you say SEE YOU AGAIN (or SEE YOU). It's a "trifle", but it's a milestone in the relations, because you're programming him to subconsciously come back. Edit

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