The Best List of Manipulative Sales Techniques

Quote:

Originally Posted by Seth

If it isn't already, being pressured into buying something should count as manipulation.

It already counts.

Quote:

Originally Posted by Jolly Roger

I believe that most salespeople do understand this. I haven't met anyone who thought they could get a prospect to buy their product or service by simply getting the prospect to like them.

If that is true, why do almost all salespeople try to "build rapport" for the primary purpose of getting prospects to like them?

When they practice flattery, approval, mirroring of posture and speech patterns, and seek commonality almost all salespeople do it in order to be liked by their prospects.

Unfortunately, those behaviors cause a diminishment of trust and respect � the two most important buying decision factors.

Quote:

Originally Posted by JacquesWerth

If that is true, why do almost all salespeople try to "build rapport" for the primary purpose of getting prospects to like them?

I don't believe that salespeople try to "build rapport" for the primary purpose of getting prospects to like them.

Quote:

Originally Posted by JacquesWerth

When they practice flattery, approval, mirroring of posture and speech patterns, and seek commonality almost all salespeople do it in order to be liked by their prospects.

I don't believe that salespeople mirror posture and speech patterns in order to be liked by their prospects.

Quote:

Originally Posted by JacquesWerth

Unfortunately, those behaviors cause a diminishment of trust and respect � the two most important buying decision factors.

I don't believe that mirroring of posture and speech patterns diminishes trust.

Quote:

Originally Posted by Jolly Roger

[/color]I don't believe that salespeople try to "build rapport" for the primary purpose of getting prospects to like them.
[/color]I don't believe that salespeople mirror posture and speech patterns in order to be liked by their prospects.
I don't believe that mirroring of posture and speech patterns diminishes trust.

Okay, you have the right to believe anything that you want to.

What do you believe?

I believe that salespeople attempt to establish rapport with customers because rapport contributes to a relationship of mutual understanding and trust.

Quote:

Originally Posted by Jolly Roger

I believe that salespeople attempt to establish rapport with customers because rapport contributes to a relationship of mutual understanding and trust.

You are probably right about that.

However, the various techniques that most salespeople use in an attempt to establish rapport are manipulative. And, manipulation does not lead to understanding and trust. Manipulation almost always creates resistance and distrust.

Quote:

Originally Posted by JacquesWerth

However, the various techniques that most salespeople use in an attempt to establish rapport are manipulative.

I agree.

Quote:

Originally Posted by JacquesWerth

And, manipulation does not lead to understanding and trust.

I agree.

Quote:

Originally Posted by JacquesWerth

Manipulation almost always creates resistance and distrust.

I agree.

All my old schoolfriends [1945-1957] wear casual clothes, they do manual jobs, they act and talk in a manual way, their hobbies are blue collar, most of them have never read a good book, or want to, they have 3 days of stubble on their chins, nicotine on their fingers tips and live in the same small town. They say they get bored easlily, could do with going for a drink and thats them.

It would be cruel exposing them to business people who went to University, cruel to show them millionaires homes and mansions, and hopeless to think they can sell ,or would want to sell something to anyone. Here's the nitty-gritty, they will not pass the 5 second approval test. In sales personal appearance mattters, what you did last year matters, what you did last night matters, and your Face is [or can be[ a worn out tyre.

Passing the BUYERS five second personal approval test, obtains for us admission into offices, an extra long hearing, an invitation to see the factory or works manager, and what we need to remember is that the boss, owner or manager having met us, is WORKING ON PURE INSTINCT. He values his/her own judgement, and you strike him as the sort of person who knows what they are speaking about, you seem convinced this product you have is a winner, and take it from me he/her is more than willing to go along with you for the ride, to check out whatever it is your selling. Why? Curiosity.

You do not need manipulative methods, just kick the ball in the goal and leave.

Quote:

Originally Posted by Incidentally

You do not need manipulative methods, just kick the ball in the goal and leave.

Can you give a few examples of what you consider manipulative methods?

Quote:

Originally Posted by Incidentally

You do not need manipulative methods, just kick the ball in the goal and leave.

Playing devil�s advocate. It is easier to score with a feint.

My favorite manipulative sales move though is the pen in hand. Where you salesman presents you with a contract explains everything nice a easy like then puts the contract down in front of you and in the same move puts the pen in your hand before you can raise any questions, objections, or get any clarification on what you are signing. You have your name on the dotted line

I love watching this backfire.

The Best List of Manipulative Sales Techniques

Persuasion and Influence Forum