If you're interested in reading about emotional buying triggers, check out Joe Sugarman. He wrote extensively on the topic.
From a more personal standpoint, the prospect and the product determine what kind of emotional buying trigger you might use.
Susan
#12
SalesGuy
Quote:
Originally Posted by Agent Smith
My bad. I'll go with, "Influencing or controlling others to your own advantage".
IMO, "Manipulation" is about "Behavior". Remember, "Guns don't kill people. People kill people."
#13
Agent Smith
Quote:
Originally Posted by SalesGuy
IMO, "Manipulation" is about "Behavior". Remember, "Guns don't kill people. People kill people."
I can agree with this so I'll change the question to, "What are some of the behaviors or techniques that salespeople use to manipulate others?"
#14
saltydog
Would "finding the pain" count as a manipulative technique?
#15
SalesCoach
Quote:
Originally Posted by saltydog
Would "finding the pain" count as a manipulative technique?
It would if the "Intent" was to spin the buyer up for the purpose of making a sale.
__________________ Just Imagine... Daydream Believer.
#16
Jolly Roger
An "alternate choice close" is often used in a manipulative way.
__________________ "The beatings will continue until morale improves."
#17
Houston
One technique I see telemarketers use that I find insulting is when you tell them you're not interested and they respond with a question like, "What, are you no longer in the business?"
I had one of these in the last ten minutes.
#18
Marcus
emotional buying triggers
Quote:
Originally Posted by susana
If you're interested in reading about emotional buying triggers, check out Joe Sugarman. He wrote extensively on the topic.
From a more personal standpoint, the prospect and the product determine what kind of emotional buying trigger you might use.
Susan
Are these emotional buying triggers like what Coda1108 was talking about uncovering a buyer's true motivation with Dale Carnegie training?
#19
susana
The Best List of Manipulative Sales Techniques
Quote:
Originally Posted by Marcus
Are these emotional buying triggers like what Coda1108 was talking about uncovering a buyer's true motivation with Dale Carnegie training?
I never took the Dale Carnegie class, so I can't speak to the specifics of what they teach. An example from Sugarman would be greed. Greed is an emotional buying trigger. An example of this would be buying something you don't need just because it was such a great bargain.
Hope that helps
Susan
#20
Marcus
Quote:
Originally Posted by susana
I never took the Dale Carnegie class, so I can't speak to the specifics of what they teach. An example from Sugarman would be greed. Greed is an emotional buying trigger. An example of this would be buying something you don't need just because it was such a great bargain.
Hope that helps
Susan
That does help Susan. I will start another thread on buying motives. Thank you.
