NEXT RESUME (Chapter 3 and Chapter 4)

CHAPTER THREE

THE EXPERT SPILLOVER EFFECT, GEEK

STREET AND OTHER COOL TECHNIQUES

In the second chapter we discuss about WHIIM, and now, it will tell us about answering WHIIM questions from the prospects will make them want to buy or interesting with our products.

6 – THE EXPERTISE ADVANTAGE

However, even then, you will encounter resistance if people doubt your credibility - if they

don’t believe that you’re an expert on the solution or idea you’re selling.

Since the correlation between expertise and persuasion is clear, let’s have a look at how you

can establish your credibility and expertise.

7 – “SEE MY DECORATED WALL?”

I believe, everyone will be more believable and interesting to buy or know more about the product that is selling by the person who had so many achievements in her/his life. for the example, there are two books in the bookstore, the first book of education had written by a high school dropout students and the second is the book that written by a student of Oxford University. I’m betting, given all the books are same but we will more interesting with the second book. Because they serve as proof that the person who has been granted the degree or the award has sufficient expertise of the subject matter in question.

The author of this book gave us a tip to make the people knowing our awards or achievements without we tell them face to face. Why we don’t need to say it directly? Because it will make us look like so arrogant. It’s better if they know about us from other people or we can be a creative person if we have a lot of awards, we can hang all of those awards in our room or our office wall, so everyone who looked at that will interesting with us and they will think if we are an expert.

8 – THE EXPERT SPILLOVER EFFECT

Another great way to increase your perceived credibility is to hang around other experts.

We can make a relation with the other experts. We can learn and share anything with the other experts and can learn from their experiences. This process needs a long time. This strategy won’t show instant results. So, don’t expect to hang out with experts one day and be seen as an expert the next day.

If you become the kind of person who is well respected and liked by other experts in your field, the word will eventually spread that you’re an expert who knows what you’re talking about and prospects will come to you instead of you having to chase after them!

HOW I ESTABLISHED MYSELF AS AN EXPERT - EVEN THOUGH

I WAS A TWENTY-SOMETHING KID WITH NO CREDENTIALS

OR CONNECTIONS?

Getting others to perceive you as an expert is not very difficult. I know because I’ve done it,

even though I was a 21-year-old with no credentials and no connections. Apart from

attending industry conferences and networking events, here are the exact steps I used to

establish myself as an expert:

9 – I’M A BLOGGER

To establish us as an expert on communication and persuasion, we can share and post anything about us or our ability. We can share our articles in social media pages too. Everyone will see and know who am I.10 – AUTHOR TO AUTHORITY

The next step towards establishing ourselves as an expert was to write a book. When people see that we’ve written a book, they instantly perceive us as an expert on that topic - after all, we wrote a book on it!

11 – GEEK STREET

It’s great to be perceived as an expert, but it’s more important to be an expert. The best way to gain expertise in your chosen field is to read great books on your topic - become a book geek. Develop the habit of reading every day - even if it’s one or two pages daily. There is a saying that “average people have big TVs, extraordinary people have big libraries.”

12 - THE SPEAKER’S BLESSING

Speaking in public is a brilliant way to demonstrate our expertise.  If we have an expertise in teaching, we can open the course for free, although our aim is to make money, it’s not for it, it is just to improve our expertise.

13 – THE OPRAH STAMP

Did you know that it’s relatively easy to get booked for a TV appearance? But first, why would you want to appear on TV or radio anyway? It turns out that people who are featured on TV, radio or newspapers are perceived as experts.

14 – THE ANECDOTAL TESTIMONY

The above strategies will help establish you as an expert. One of the easiest ways to gain credibility, demonstrate your competence and establish your Expertise is to showcase testimonials from previous clients. There are two ways to do this. The first way is to casually slip in stories about your previous clients. During your conversation with your prospect, share a story about someone who is similar to them who benefitted from the idea or product you are selling. This story serves as anecdotal proof that your ideas and products work, and that you know what you’re talking about.

However, make sure you slip this story very casually into the conversation. You do this by using natural conversational transitions such as, “By the way, I had a client similar to you...” or “That reminds me of a client who...” In any case, make sure that your prospect doesn’t feel like you’re trying too hard sell them.

People don’t like hard sells. They don’t like being persuaded. Your persuasion attempt should be very soft and disguised as a casual conversation, not a sales pitch. You should ask plenty of questions and allow for back-and-forth dialogue instead of delivering a one-sided sales pitch.

# 15 – THE “DON’T BE AN IDIOT” STRATEGY

Here’s the most important way to be seen as an expert: be one!

In order to be seen as a competent person, you need to be a competent person. This means

that you constantly need to be investing in yourself by attending seminars and workshops

and getting mentorship from other experts in your field.

However, if you do not have the expertise, you cannot sell your expertise. You can try to fake it,

but your prospect will detect your deception.

Thus, the best strategy for being perceived as an expert - as a credible source of information is to actually be one!

CHAPTER FOUR

THE YES LADDER: PUTTING YOUR TARGET

INTO AN AGREEMENT MINDSET

16 – THE “YES LADDER”

How do you get your target into an agreement mindset?

First and most obvious, make sure that your target is in a positive mood before you try to persuade him/her. Now here’s the less obvious part. The favourite technique of the author called the “yes ladder.” With this technique, you ask your target a series of questions to which you know he/she will say “yes.”

Alternatively, you can make statements that your target agrees with. These questions and statements don’t necessarily have to be related to the idea/product you’re trying to sell. The idea behind this technique is not to try to persuade your target just yet it is to put her into an agreement mindset so that she will be more likely to say “yes” when you do try.

In conclusion, put your prospect into an agreement mindset by first making statements that you know your prospect will agree with. When you then transition into your persuasion attempt, you will more easily persuade your prospect. 

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