The Best List of Manipulative Sales Techniques

And if the closer can't close you, then the "sales manager" Takes Over and then the General Manger, and then the Dealer.

Of course, most people leave before the Closer is fininshed hammering them. No matter when they leave, hardley anyone ever comes back. -JacquesWerth

Jacques, do you remember when they used to call that "borax"? That's a word I haven't heard in years.

I remember hearing about this one "pay by the week" furniture store. If the first T.O. didn't work...they called in Mister Triple......the "buyer".

"Oh, Mister Triple.....these fine folks are......"

If they could withstand Mister Triple's dog and pony show, they were....let's see......a Low Probability Prospect. -Gary Boye

They called it Borax because it would take a "20 mule team" to move them.

Gary, this reminds me of when I was a little kid listening to my grandfarther and his cronies talking about World War One. -JacquesWerth

"Borax" referred to cheaps goods, like furniture, often sold by discount stores on 'time'. -Agent Smith

Yes, just like that.

I didn't know that. When I was in the service there were always stores like this off base selling furniture and stereos. Crappy overpriced merchandise but you could buy it on credit. -Liberty

Jacques in the past you've suggested that a large number of salespeople are currently employing manipulative sales techniques. Which manipulative sales techniques are those? Can you be more specific? -SalesCoach

Here are some of the ways most salespeople manipulate their prospects. It is not a complete list.

Enticing, Persuading, Convincing, Building "Rapport," Overcoming Objections, Most Closing Techniques, Feature and Benefits without Detriments, Exaggeration, Puffery, Positives without Negatives; Half-Truths, Withholding Pertinent Facts, False Enthusiasm.

Note: Rapport is in quotes because most salespeople do not build rapport. Rather, they try to get prospects to like them. -JacquesWerth

Jacques,

I always built rapport by finding what's going on in 'their world'. That tends to create likeability. My goal wasn't to get them to like me, but to get a good understanding of why I was there.

Susan -susana

That is very good.

What most salespeople do not understand is that if all other things are equal (which is impossible) prospects will buy from the salesperson they like best. However, only about three percent of all prospects will make their buying decision based primarily on whether they like salesperson. -JacquesWerth

I can't recall when likeability got me a deal. However; listening, good follow up, providing product proof and being likeable have certainly given me the edge in many situations.

Susan -susana

Why is that impossible? If the customer "perceives" everything as equal then everything effectively is.
-AZBroker

That is an interesting list. Thank you for sharing. -SalesCoach

In larger sales especially, I wouldn't be suprised to learn that statitistics show a high percentage of prospects won't buy from a salesperson they dislike. ;wi -Agent Smith

I think you're right.

However, it would probably be a very small percentage of prospects that make their buying decision (or non-buying decision) primarily on the basis of a salesperson they dislike.

If your "wink" gargoyle suggests that you were replying to Jacques' post on percentage, note how you reframed the syllogistic aspect.

Not apples for apples. -Gary Boye

My comments (and "smilie" vs. gargoyle) weren't a comparison. ;wi -Agent Smith

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. Well except maybe a hooker or two. ;st -Jolly Roger

That is ONE funny post. -Gary Boye

Perception is reality. However, there arean't many situations where everrything is equal.

Susan -susana

I agree. ;sm -AZBroker

I agree that it's funny. However, the pertinent thing is that only about three percent of all prospects will make their buying decision based primarily on whether they like a salesperson. -JacquesWerth

I have actually used the TO technique and it does work, maybe its just because I'm new, and I don't see it as manipulitlve, maybe the person you are TOing the customer to will relate better with the customer, or just has more experience than you. I usually have my friend/mentor help me out because he knows way more about the business than me. This has worked on a couple of sales for me. We dont use it as a pressure technique though so maybe its different than what you guys are talking about.

One technique we use is when someone wants to think about buying a car and come back tomorrow we will have them drive the car overnight and that forces them to come back no matter what their decision and gives us another attempt at the sale.
thats just my 2 pennies, enough of my late night rambling. Good night all! -RyanJ

You have given a valid example of the TO Technique being utilized in a non-manipulative manner. ;wi -SalesGuy

Welll where's the list??? -Frankdoe

That reminds me of the Wendy's commercial where the lady asks, "Where's the beef?" ;bg

The list that Agent Smith suggested appears to still be in the making. You're welcome to join in the discussion... or did you just want the list? -Jolly Roger

The comprehensive list would be interesting, not that I would ever use any of them. -Frankdoe

Obligation! Did anyone mention obligation? -WobblyBox

How about the old fake 'other buyer' just waiting to snap up that house/car or other large investiment? They quicker they buy the less they think ;) -theglyphon

That's a classic. "The car you're going home to think about tonight, is the car someone else thought about last night, and is coming back to buy today." ;wi -SalesGuy

Guilt and obligation. I've seen that before at a car dealership. -Frankie

I've seen that in my own house! ;st -SpeedRacer

The subject of manipulation fascinates most salespeople.

If persuading, convincing and other forms of manipulation consistently produced good results salespeople who sell that way would be the highest paid in the business. Most of them are not.

Only 26 percent of the top salespeople that we studied utilize manipulative sales techniques. However, almost all of those that are poor producers utilize manipulation. -JacquesWerth

I wonder how well a salesperson who was "highly skilled" in both manipulative techniques AND personal selling would do. ;bg -Houston

How do you define "personal selling." -JacquesWerth

For this 'personal selling' could mean prospecting for business and selling to prospects. -Houston

I would think that the salesperson who was "Highly Skilled" in both of these areas would do quite well. ;wi -SalesCoach

I would think so too. You've got the best of both worlds working together. -SpeedRacer

Every salesperson's dream. ;co


I know... not "every" salesperson's dream. :in -Mikey

I get your drift. ;bg

Jacques said that the subject of manipulation fascinates most salespeople. In my opinion salespeople are more interested in persuasion and influence. This is because I don't see manipulation as being the same as persuasion and influence. -SpeedRacer

Well Racer, you are on the right track.

Persuading and convincing are both manipulative. The whole idea is to get people to change their minds and their behaviors. Influence" is neutral. Whether it is manipulative depends on how you define and use it.

The bottom line is that manipulation causes almost everyone to resist the manipulator. That is why most salespeople that use manpulation find their jobs to be so very frustrating. -JacquesWerth

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

It already counts. ;wi -SalesCoach

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. -JacquesWerth

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

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. -Jolly Roger

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

What do you believe? -JacquesWerth

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

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. -JacquesWerth

I agree.

I agree.

I agree. -Jolly Roger

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. -Incidentally

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

Playing devil’s advocate. It is easier to score with a feint. :in

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. -n1i1c2k5