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#51
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Originally Posted by Liberty
The technique goes something like this... you're working with a salesperson (liner) who lands you on a vehicle. When you've agreed that you'd be interested in talking about a deal the salesperson turns you over to another salesperson (closer).
| 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.
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#52
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| Remember when...
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Originally Posted by JacquesWerth
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.
| 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.
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#53
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Originally Posted by Gary Boye
Jacques, do you remember when they used to call that "borax"? That's a word I haven't heard in years.
| 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.
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#54
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Originally Posted by Gary Boye
Jacques, do you remember when they used to call that "borax"?
| "Borax" referred to cheaps goods, like furniture, often sold by discount stores on 'time'.
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#55
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Originally Posted by JacquesWerth
And if the closer can't close you, then the "sales manager" Takes Over and then the General Manger, and then the Dealer.
| Yes, just like that.
Quote:
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Originally Posted by Agent Smith
"Borax" referred to cheaps goods, like furniture, often sold by discount stores on 'time'.
| 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.
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#56
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| Which manipulative sales techniques?
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?
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#57
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| Manipulation
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Originally Posted by SalesCoach
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?
| 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.
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#58
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| The Best List of manipulative Sales Techniques
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Originally Posted by JacquesWerth
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.
| 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
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#59
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Originally Posted by susana
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
| 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.
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#60
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| The Best List of Manipulative Sales Techniques
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Originally Posted by JacquesWerth
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.
| 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
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