Can Covert Persuasion Help Me Make More Sales
Something that is covert is hidden. Persuasion is the act of persuading. Persuading is to cause someone to do something by means of reasoning or to win them over to a course of action. So covert persuasion defines the things we do to cause someone to do something (or buy) that are not immediately obvious to the prospect. You could call it the unwitnessed aspects of persuasion.
Covert persuasion is about influencing people with more than just words. It is the power of what lies beneath verbal language. It is influencing people subconsciously. People often don’t notice they are being persuaded during an interaction by things other than wordsand these covert things can be piled up to help influence someone to buy from you.
You might be wondering, “should I use covert persuasion tactics” .
Let me tell you a little story to explain. Imagine you are paddling a canoe across a river. Unknown to you, your passenger behind you is either paddling against you or using their paddle like a rudder to head in the wrong direction. Would it be difficult to get to a point on the shore you were aiming for ? Now, how much easier do you think it might be to get to that point on the opposite shore if the person in back of your canoe was paddling with you and steering the canoe toward your destination ? That is the difference between selling using covert persuasion to back up your verbal messages and having no control over the covert messages you are sending. When all of your communications are aligned things just go much easier. You are congruent and your persuasion and sales results are optimal.
How do you use covert persuasion ?
You can focus covert persuasion in a couple of directions. You can utilize covert persuasion by controlling your inner thoughts and emotions which will in turn control your output and make it more influential. As an example of this I had a practice in my B2B sales career that when I landed a big sale I immediately went after some other business that was close to finalisation. It was amazing the number of times that this induced a domino effect where I got an order then quickly finalised a second deal and went after a third deal. You know the saying, “Nothing Succeeds Like Success” and this was my deliberate attempt to harness that power. My confidence and enthusiasm soared as I went from one success to the next and my results multiplied because of those covert signals I was sending to my prospects.
Naturally, you can use covert persuasion outwardly, focusing directly on your prospect.
And one of the most important things you can do is to build some sort of rapport with the person you are conversing with. As, Richard Bandler (therapist, salesperson, hypnotist and trainer ) says, ”Get Rapport first. Without it they’re wasting your time”. Now, the key to Rapport is this: People trust those most like themselves. That’s why many sales trainers will tell you to search for similarities between you and the prospect. They suggest you find an activity or interest that you have in common with your client. However, the search for similarities is often ineffective. The reason is simple : it is too obvious. And if you get caught the client feels manipulated and becomes more resistant. That’s where covert techniques can be very useful. One of the most covert things you can do to build rapport is to match the breathing of the person you are meeting. This covert technique, if done correctly, will literally put you in the same rhythm as your prospect. Your prospect will sense that and feel more comfortable with you effectively opening the lines of communication.
Now, you may choose to learn about covert persuasion or you may choose to ignore it. If you choose to ignore it you’d better hope your competition doesn’t study it or you’ll lose a lot of sales to them. If you choose to learn more you might be surprised at how many different ways you can use covert techniques.
Tips to Harness Train a Parrot – GoodBirdInc.com
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