The Best List of Manipulative Sales Techniques
You carry a little money box, your selling encylopedias cost $5000, true value lets say $500. Salesmans commission lets say $850.
* You ask the client does he smoke, the answer is yes, then you guilt trip him by saying "this beautiful set of encylopedias which will aid your sons entrance into Harvard, will only cost you 10 cigarettes a day" and, "are you aware you can save [produce money box] $4.22 cents a day by giving up 10 cigarettes a day, and this sum will pay for these wonderful, red, vellum bound books - that will grace your home for ever". You then drop some coins in the money box, hand it to him and try not to smile?
[2] Mr Lucky Luciano, I can see you want this lovely new Cadillac, its written all over your face, I've told you we will take your old bullet-ridden sedan from you, check it for fingerprints and dynamite wired to the ignition switch and bury it for you in New Jersey, but, we seem to have a slight problem, you've offered £12000 dollars tops, we want $13750, lets say we agree on $13 000 straight, if I phone my manager now, and if he agrees to drop the price to £13000, can we shake hands on it. You then pick up the telephone and speak to a phoney, a guy sat waiting for your call, who says "try and squeeze him for £13250". Either way your betting on a 2-1 shot.
The list is endless, better to keep it clean and straightforward is my motto, anyone need 3 sticks of dynamite, guaranteed not to have been used. -Incidentally
In retail sales I love to watch the salesman talk to the customer. Show them the bells and whistles of the widget. Tell them how this will change their lives for the better. As has asked for the sale looking the customer in the eyes he says
“Want to go ahead and take this home with you”
(as he asks this question he nods his head up and down)
(I used this when I asked my wife on our first date. She called me on it)
They say “Yes” looking at his visual signal when their mind is screaming at them “NO, I don’t want that stupid widget”
The customer usually walks away with something they did not need, did not want, and probably not coming back.
I think it is so much fun watching people do this kind of CRAP when it is just as easy to be honest and upfront with your customer. -n1i1c2k5
These principles of influece are covered in Robert B. Cialdini's book and are considered "manipulative" by many people. What do you think?
- Reciprocation
- Commitment and Consistency
- Social Proof
- Liking
- Authority
- Scarcity
-AZBroker
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These principles of influece are covered in Robert B. Cialdini's book and are considered "manipulative" by many people. What do you think? Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity
This looks like stuff written by someone who quit Psychiatry class.
What I'm trying to say is words like Social Proof, Scarcity, and Reciprocation frighten me off [they also bore me into going to bed early]
Selling needs just two words and they are hustle and bustle. -Incidentally
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These principles of influece are covered in Robert B. Cialdini's book and are considered "manipulative" by many people. What do you think?
Scarcity increases desirability. The scarcity can be real or imagined. -Sensei
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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. :cr
I have seen it in action.
"So, you're saying that you're not looking for new business?"
"What would your CEO/shareholders say if you told them you aren't interested in new business"
Groooannnn!! -Ed McLean
David Sandler on closing techniques (from an interview in Selling Power magazine c.1990):....
There is nothing wrong with the programs taught by Tom Hopkins, by Zig Ziglar or by Dale Carnegie and other traditional trainers. The problem with those programs is that they're old.......Everybody knows these programs. Everybody knows the kind of questions Tom Hopkins graduates use. Don't you? Everybody knows how Dale Carnegie trainees repeat your name over and over. Thousands of people have gone through the Xerox selling skills course. Tens of thousands have seen Zig Ziglar on stage, on cable TV and on video. The problem is these training courses have been around for so long that everyone knows your strategy the minute you start talking. So when you tell a customer that the price will go up next week, they'll tell you, "That's the 'impending event' close, isn't it?" How can you win a Super Bowl if the opposing team has a copy of your playbook?
-salesxpert
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David Sandler on closing techniques (from an interview in Selling Power magazine c.1990):....
There is nothing wrong with the programs taught by Tom Hopkins, by Zig Ziglar or by Dale Carnegie and other traditional trainers. The problem with those programs is that they're old.......Everybody knows these programs. Everybody knows the kind of questions Tom Hopkins graduates use. Don't you? Everybody knows how Dale Carnegie trainees repeat your name over and over. Thousands of people have gone through the Xerox selling skills course. Tens of thousands have seen Zig Ziglar on stage, on cable TV and on video. The problem is these training courses have been around for so long that everyone knows your strategy the minute you start talking. So when you tell a customer that the price will go up next week, they'll tell you, "That's the 'impending event' close, isn't it?" How can you win a Super Bowl if the opposing team has a copy of your playbook?
WE have had thousands of people pass through SalesPractice, and there have been many references to Xerox training, Zig Ziglar, Tom Hopkins, and Dale Carnegie....and David Sandler also. You would be hard pressed to find more than a smidgeon of actual descriptions of any techniques they taught in the posts here--in spite of the fact that this is a sales forum. I seriously doubt that the general public is educated in the work of those authors to the point where they would immediately recognize "techniques" that those courses contained.
I will point out that if you think of clients and prospects as "the opposing team", your chances for long term success in selling are slim regardless of what "techniques" you use. -Gary A Boye
I have just read this entire thread and I've found it very informative! I'm thinking of writing a book about this very subject quite soon. It will be from specifically 2 angles: The salesperson (using these stragegies - positive and negative effects), and the consumer (being sold to, and how to ensure they get what they want regardless).
It's kind of a self defence book for consumers, at the same time as a handbook for salespeople looking to widen their skills to become aware of the "not so nice" strategies that are out there too.
Here's my addition:
I was shopping in Thailand, and walked into a store to check out the stuff. There was one sales rep in the back of the shop who saw us enter. She kindly walked away from us to allow us the room to enter and browse (good strategy considering the amount of "in your face" selling we'd already encountered that day).
The other sales rep we didn't spot casually walked to the front of the store, and behind us as we came in. TRAPPED!
We were confronted by a friendly staff member at the rear of the shop once we'd walked in, and a less friendly one as we turned to "browse our way out".
They had quite a good double team going on there! I'm sure there are many other examples of similar teamwork out there too. (I've used others in my work to help me sell, but not so overtly as this example).
Has anyone experienced this? -Dvevwr
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If you set an expiration date for a promotion, you have to stick to it. We always had price increases at the start of the year. If somebody buys at 11;59 on the 31st, they get the '06 price. Any time after that, they get the '07 price. If you start moving a line you've set, you lose crediblity.
Susan
Susan, I like the way you say "if" you set an expiration date. Drawing lines in the sand is tantamount to painting yourself into a corner. Professionals rarely do that. There are more creative ways to create urgency and still maintain credibility. However, when forced into the paint yourself in the corner you must maintain credibility by not allowing in after the deadline. -triadtraining
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WE have had thousands of people pass through SalesPractice, and there have been many references to Xerox training, Zig Ziglar, Tom Hopkins, and Dale Carnegie....and David Sandler also. You would be hard pressed to find more than a smidgeon of actual descriptions of any techniques they taught in the posts here--in spite of the fact that this is a sales forum. I seriously doubt that the general public is educated in the work of those authors to the point where they would immediately recognize "techniques" that those courses contained.
I will point out that if you think of clients and prospects as "the opposing team", your chances for long term success in selling are slim regardless of what "techniques" you use.
Right on target Gary!! -triadtraining
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I was shopping in Thailand, and walked into a store to check out the stuff. There was one sales rep in the back of the shop who saw us enter. She kindly walked away from us to allow us the room to enter and browse (good strategy considering the amount of "in your face" selling we'd already encountered that day).
The other sales rep we didn't spot casually walked to the front of the store, and behind us as we came in. TRAPPED!
We were confronted by a friendly staff member at the rear of the shop once we'd walked in, and a less friendly one as we turned to "browse our way out".
They had quite a good double team going on there! I'm sure there are many other examples of similar teamwork out there too. (I've used others in my work to help me sell, but not so overtly as this example).
Has anyone experienced this?
Thailand is very aggressive when it comes to their sales, however; due to the sheer volume of tourists I believe their strategy is a pure number game. Harass enough customers and eventually someone will say yes. Often when a customer realises the poor quality it's when they've returned back to their country. Their tailors are notorious for it. -MrCharisma
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* You ask the client does he smoke, the answer is yes, then you guilt trip him by saying "this beautiful set of encylopedias which will aid your sons entrance into Harvard, will only cost you 10 cigarettes a day" and, "are you aware you can save [produce money box] $4.22 cents a day by giving up 10 cigarettes a day, and this sum will pay for these wonderful, red, vellum bound books - that will grace your home for ever". You then drop some coins in the money box, hand it to him and try not to smile?
[2] Mr Lucky Luciano, I can see you want this lovely new Cadillac, its written all over your face, I've told you we will take your old bullet-ridden sedan from you, check it for fingerprints and dynamite wired to the ignition switch and bury it for you in New Jersey, but, we seem to have a slight problem, you've offered £12000 dollars tops, we want $13750, lets say we agree on $13 000 straight, if I phone my manager now, and if he agrees to drop the price to £13000, can we shake hands on it. You then pick up the telephone and speak to a phoney, a guy sat waiting for your call, who says "try and squeeze him for £13250". Either way your betting on a 2-1 shot.
The list is endless, better to keep it clean and straightforward is my motto, anyone need 3 sticks of dynamite, guaranteed not to have been used. -Incidentally