Leverage Avoidance Values for Irresistible Selling
The most gifted influencers know that to be highly persuasivethey must appeal to the values of the person they are speakingto.What are values? Values are filters that everyone uses to helpmake sense of all the information we must process before we makea decision. When you appeal to a person's values you speakdirectly to their decision-making criteria.Values:In simple terms, values are what is most important to us. If youask yourself: what is most important to me about having a newcar? You will discover the key issues that you consider whenbuying a car. Your prospects will also pay attention to theirvalues when you present your offering.Ask your prospects what is most important to them and they willtell you their values, it is then up to you to structure yourconversation around what matters to them.So if they value ease of use and simplicity - don't waste theirtime talking about advanced functions. Instead spend extra timeand go into great detail explaining all there is to know abouthow easy it is to use the product.By talking about what your prospect considers most important youwill grab their attention and quickly find out if your offeringis for them.
And this is as far as most people get with theirpersuasion skills. There is a further step however.Avoidance Values:When you also discover and appeal to what your client wants toavoid, you become an especially valuable advisor. Everyone hasavoidance values i.e. what is important to avoid. In the exampleof buying a car, it could be wanting to avoid costly maintenance,high insurance premiums and the disapproval of the neighbors.Your only challenge is that people often won't tell you whattheir avoidance values are because they don't always knowthemselves.
Only when you ask the right questions will you beable to help them discover what these values are. Give them anexample of what you mean by avoidance values and then ask them:What must you absolutely not have when driving a car?What do you not want in a car?What do you want to avoid at all costs by using this product?Which factors are the most important to avoid?Typical answers might include - poor visibility, limited legroom, a noisy engine. Let's say you were selling software, theanswers might be data loss, system crashes, limited upgrades.Show your prospect how your product satisfies her values andprotects her from her avoidance values and your powers ofpersuasion will be irresistible.Give yourself time to get used to asking probing questions thatelicit avoidance values. Although it seems unusual at first itdoes get easier with practice..
Health Insurance Facts and figures
Millions of Americans in 1999 without health insurance: 43
Percentage of Americans in 1999 without health insurance: 16
Biggest group of uninsured workers: Childless single workers
Percentage of U.S. population with employment-based health insurance: 62
Percentage of uninsured Americans who work or live with workers: 80
Percentage of uninsured workers who work full-time: 71
Percentage of uninsured workers who work part-time: 29
Percentage of uninsured workers in firms with fewer than ten employees: 25
Percentage of uninsured workers in firms with more than 100 employees: 43
Percentage of uninsured workers who earn less than $7/hr: 43
Percentage of uninsured workers who earn less than $10/hr: 69
Cost of a typical family coverage policy in 2001: $6,800
Annual income of a 4-person family at 200% of the poverty line in 2001: $35,300
Percentage of family's $35,300 income needed to pay for insurance...
Car insurance > Health Insurance Facts and figures
Unknown Artist Finds Success at Myspace.com
Los Angeles, CA (ContentDesk) July 12, 2006 -- Rock artist Pliskin used to sell Lets Drive," an anthem for driving enthusiasts, at various car shows. But these days, hes selling a lot more CDs at Myspace.com due in part to the site's networking-based approach. Its been a very useful tool in my music career, says guitarist/vocalist Pliskin.
I composed a song that will give drivers a sense of excitement and power each time they drive. All that was lacking was a distribution system. The song was released last November and already has sold a modest 170,000 copies. 'Lets Drive' aims at rejuvenating the mind and body while promoting an appreciation for the open road," says Pliskin, who adds, "Its a really upbeat instrumental rock song that is led by a melodic, guitar solo from beginning to end."???? You can turn the radio dial all you want, but chances are you wont find a song that gives car drivers a feeling of thrill like Lets Drive, says auto writer Barry Chadwick....
Car insurance > Unknown Artist Finds Success at Myspace.com
Health Insurance Facts and figures
Millions of Americans in 1999 without health insurance: 43
Percentage of Americans in 1999 without health insurance: 16
Biggest group of uninsured workers: Childless single workers
Percentage of U.S. population with employment-based health insurance: 62
Percentage of uninsured Americans who work or live with workers: 80
Percentage of uninsured workers who work full-time: 71
Percentage of uninsured workers who work part-time: 29
Percentage of uninsured workers in firms with fewer than ten employees: 25
Percentage of uninsured workers in firms with more than 100 employees: 43
Percentage of uninsured workers who earn less than $7/hr: 43
Percentage of uninsured workers who earn less than $10/hr: 69
Cost of a typical family coverage policy in 2001: $6,800
Annual income of a 4-person family at 200% of the poverty line in 2001: $35,300
Percentage of family's $35,300 income needed to pay for insurance...
Car insurance > Health Insurance Facts and figures
Car insurance health insurance
The Top 10 Rules of High-Mileage Car Maintenance
(ARA) - Americans are keeping their vehicles longer and driving farther than ever before. Today, the average age of vehicles on the road is greater than nine years and more than 68 percent of vehicles have more than 75,000 miles. As a vehicle's engine ages, its performance decreases and oil starts to break down at a faster rate. Over time, seals begin to deteriorate, gaskets become brittle and oil consumption increases -- all leading to a reduction in engine performance.Treating your high-mileage...
The Top 10 Rules of High-Mileage Car Maintenance
Car insurance > The Top 10 Rules of High-Mileage Car Maintenance
Car insurance mortgages Leverage Avoidance Values for Irresistible Selling
Solid Signal now carries Terrestrial Digital and Antennas Direct HDTV Antennas
ST. LOUIS, MO (ContentDesk) November 12, 2005 -- Satellite and antenna retailer Solid Signal has added Terrestrial Digital HDTV antennas to their virtual shelves at www.solidsignal.com. Were excited about the future of Terrestrial Digital with Solid Signal, Terrestrial Digital President Richard Schneider said. This new relationship gives us the opportunity to make our products available to a wider audience...
Solid Signal now carries Terrestrial Digital and Antennas Direct HDTV Antennas Car insurance hdtv
Car insurance > Solid Signal now carries Terrestrial Digital and Antennas Direct HDTV Antennas
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