Persuasion Tips

Quote:

Originally Posted by celevers@yahoo.com

Hi,

...I ask customers questions that they cannot answer with a "No" or negative reply...,

Why do you do that? Why would you want to avoid information as to what the customer wants or doesn't want that would be contained in a truthful reply, "No."?

Why would you not want the wealth of information that is often available through negative feedback? This is the very same information that can redirect you into a more productive direction in the sales conversation--or subsequent sales conversations.

Hi Gary,

The reason that I do this is because I have already gotten the "negative fedback" from the customer. He/she has already told me what their process is and that it is working perfectly fine. By asking these questions I am directing their thought processes to be able to accept that there may be a quicker, more economical, environmentally safer , better way of accomplishing what they are doing. Otherwise the coversation and the sales process would end.

It is my job to 1. find out first what they are currently doing 2. ask about their satisfaction level with their process 3. then when I get the objections...to guide them into thinking about how our system can further improve, make more cost effective, provide a faster ROI, save them cycle time etc. The method that I use is to ask them questions that get them to think and become more open-minded to new ideas/processes. The ultimate goal is , of couse, to sell the product. Our product is a technologically advanced system that the majority of my contacts have never heard of or know anything about. This is a means of getting them to be receptive. And IT WORKS!!

Carole

Quote:

Originally Posted by Gary Boye

Why do you do that? Why would you want to avoid information as to what the customer wants or doesn't want that would be contained in a truthful reply, "No."?

Why would you not want the wealth of information that is often available through negative feedback? This is the very same information that can redirect you into a more productive direction in the sales conversation--or subsequent sales conversations.

Quote:

Originally Posted by celevers@yahoo.com

Hi Gary,
It is my job to 1. find out first what they are currently doing 2. ask about their satisfaction level with their process 3. then when I get the objections...to guide them into thinking about how our system can further improve, make more cost effective, provide a faster ROI, save them cycle time etc. The method that I use is to ask them questions that get them to think and become more open-minded to new ideas/processes. The ultimate goal is , of couse, to sell the product. Our product is a technologically advanced system that the majority of my contacts have never heard of or know anything about. This is a means of getting them to be receptive. And IT WORKS!!

That sounds like a a well thought out system. I like the way you explain it in a 3-step process. What I perceive you doing is taking their original negative response, and, through a series of open-ended questions, getting them to re-examine their initial position. A very professional approach, in my opinion.

Quote:

Originally Posted by Newbie

Sorry.

I know nothing about "persuasion" and was hoping others might provide a few tips that apply to sales and/or marketing.

What do you have now
What do you like about what you have now
What would you change about what you have now
When would you like to make that change
Then offer the soulution.
Virtually all sales are made for 2 reasons only. Fear of loss or desire for gain.
Find out which is the biggest motivator for your customer. Pose the problem and then offer the solution.

Quote:

Originally Posted by klozerking

What do you have now
What do you like about what you have now
What would you change about what you have now
When would you like to make that change
Then offer the soulution.
Virtually all sales are made for 2 reasons only. Fear of loss or desire for gain.
Find out which is the biggest motivator for your customer. Pose the problem and then offer the solution.

Quick and to the point. I like it.

Persuasion Tips

Persuasion and Influence Forum