We all (not just sales professionals) employ convincer strategies. We try to convince our teenagers to drive safely, our younger kids to do homework, our significant others to understand our point of view, and our bosses to recognize our worth.

The doctor tries to convince us to live a healthier lifestyle, the hygienist convinces us to floss more regularly, and the server wants us to try the special.

Regardless of who you have to convince, you’ll have a better shot if you avoid these three mistakes. 

Mistake one:  You don’t wait for the popcorn to stop popping.

       In the midst of a complaint, even when you have a genuine knockout, can’t miss, answer to the problem, introducing the solution before the complaint is fully aired is a mistake. I may be eating the most delicious dish of my life, but I don’t have room for any more deliciousness until I chew and swallow. I am just not ready.

Mistake two: Your lips moved.

       Or you thrust your face forward a bit, or maybe you opened your eyes wider, nodded impatiently, and leaned in a little. There are myriad other facial tics and body postures that clearly say, “OK, I want to talk now” Be aware of these offputting signals. No one wants to adopt your point of view unless they feel you have genuinely heard and respected theirs.

Mistake three: Repeating the same message ad nauseam:

      You are responsible for the results of your communication. If your words, physicality, tone, and inflection miss the mark, you need to change one or all of those components of your message. Merely repeating the same argument in the same way (or louder) isn’t going to get you a different result.

In the end, the best way to convince someone to do, adopt or think anything is to listen actively and intently, ask questions, listen more, and understand their point of view.

Own Your Sales Gene…