109: Yaniv Zaid – Dr. Persuasion

Guest: Yaniv Zaid

Guest Bio:

Known to the world as "Doctor Persuasion", economist and attorney Dr. Yaniv Zaid acts as a business consultant to government departments, private firms, and public organizations. He holds a PhD in law and utilizes his rich knowledge and experience to help others achieve success. Dr. Zaid is recognized worldwide as an expert in the fields of public speaking, marketing, sales, negotiation, and persuasion, and placed 3rd in the 2003 world ranking of public speakers. Following 20 years of international success, Dr. Zaid is the author of 11 best seller books - including "Public Speaking", "Creative Marketing" and "Sales Bible" - and is often invited to lecture and consult around the world.

Guest Links:

The 21st Century Sales Bible: Mastering the 10 Commandments of Marketing, Negotiation & Persuasion

yaniv@yanivzaid.com

Key Points:

The Gap in Education

· Many individuals lack training in public speaking, marketing, and sales despite these skills being essential in professional settings.

· Law Schools often do not teach practical skills like marketing oneself, courtroom speaking, or legal writing. Similarly, economics programs often overlook sales and marketing.

· Bridging the Gap: The speaker's mission is to educate others on essential skills such as marketing, sales, public speaking, and negotiation to fill the educational void.

The Nature of Persuasion

· Positive Influence: Persuasion is about positively changing people's minds and encouraging them to choose your offering over others.

· Authenticity in Sales: Salespeople must genuinely believe in their products and show authenticity to build trust with clients.

Target Audience

· Focus on understanding and targeting the audience that genuinely needs your product to maximize effectiveness in persuasion.

Sales Team Management

· Hiring individuals who love sales and understand the product is crucial for an effective sales team. Salespeople should believe in the product they are selling for authenticity and effectiveness.

· Encourage your sales team to improve their skills and knowledge. This can lead to better engagement with potential clients.

Do's and Don'ts of Persuasion

· Do Sell the Problem: Highlight the problem first; the bigger the problem, the more value clients place on the solution.

· Don't Focus on Subjectivity: Avoid claiming that your product is great without evidence; instead, use social proof and objective evidence to support your claims.

· Authenticity Over Perfection: Avoid branding yourself as a flawless expert. Instead, relate to your audience by sharing both successes and failures. This builds trust and makes you more relatable.

Long-term Relationships

· Sales should be based on mutual benefit and understanding, aiming for long-term client relationships rather than short-term gains.

Storytelling as a Tool

· Use stories to convey your message and include social proof within them. Stories engage the audience's emotions and can be more persuasive than just stating facts.

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.