People in Sales: how do you actually convince people?

There's a lot to unpack here so I'll try and summarize and skip a few things. ---- Part 1. Identify buying criteria - need to know how prospects make their buying decision. Most deals don't happen because of prospect indecision. Imp to identify a) How decisions like purchasing your product are made b) Who all are involved, and what they care about. Once you know these two things, you can tailor your talking points around them. Part 2. Convincing - could be split into 2 buckets 1) Objection handling 2) De-risking Objection handling is a series of questions around your product/service, usage, price, value, ROI, competition, etc. These are questions your prospect will ask you and you'll need to answer them to the best of your ability, truthfully, and with data and examples. De-risking is around identifying the hidden fears / questions underneath that you will have to uncover. If you De-Risk their 'Risks', you'll make the sale - simple! (Sample) Elements of Risk in a purchase for the prospect could be: - Financial Misjudgment - Risk of overpaying, no ROI, affordability, budget violation, - Dont really need it - What if there’s no usage, risking regret - Cheaper / better alternative - want to shop around, what if something's better - Not what i thought at first - this isn’t how I pictured, risking getting wrong thing - Quality of product - risk of poor performance, product becomes obsolete soon - Looking foolish / risk of my boss getting mad - bad / dumb choices / risk of ridicule - Sales is lying - risk of non delivery, overstating promises, don’t trust salesperson Risk identification is slightly tricker because people don't share - so you need to get that out of them. Maybe 'throw' in a morsel and see if they bite. Eg "Mr/Ms Prospect - if you're worried about quality of deployment, let me show you how companies like you have implemented this, and we deploy a team who works with you on a 30-60-90-day deployment plan to ensure your goals are met.". This is just an example, but anticipating deal risks and asking, and then de-risking that for the prospect is the key to get a sale. Once you've done the de-risking, you can simply say, "Looks like we have all those out of the way, do you still see a blocker in moving forward?"

Firstly , confidence then good communication...at last active listening.

With logic. Truly understand what their motivation is. Connect everything you're selling with that motivation, show that it's a win-win scenario, not that you're selling something for the sake of it. Don't overwhelm them. Build trust slowly. When trust exists, then you scale something from 1 to 10. Few jobs allow this comfort ^ But its key

There's no convincing. It's only making a realisation happen for the other party. Gotta ask the right and deep questions for them to think and respond that helps you make your case. If you have to push something so hard and yet failing, it's not the right audience you're selling to.

I ask