Is "Assuming The Sale" Manipulative?

It seems to me that when you start asking questions of the prospect such as "Would you like that in blue or black?" without even first ascertaining if he wants your product at all, then you're manipulating which I think is the major reason for returns.

Anyone have first-hand experience at this or have any further thoughts?

Quote:

Originally Posted by Wonderboy

It seems to me that when you start asking questions of the prospect such as "Would you like that in blue or black?" without even first ascertaining if he wants your product at all, then you're manipulating which I think is the major reason for returns.

Anyone have first-hand experience at this or have any further thoughts?

Manipulation is about intent. Assuming the say because you thought the customer wanted the product is worlds apart from assuming the same because you were attempting to manipulate the sale.

Quote:

Originally Posted by Jolly Roger

Manipulation is about intent. Assuming the say because you thought the customer wanted the product is worlds apart from assuming the same because you were attempting to manipulate the sale.

So J.R., you're saying that the seller must be trying to consciously manipulate the sale to manipulate it. From a prospect's perspective it doesn't mean much since he or she wasn't given to chance to express his interest in your product if you didn't check first with the prospect.

Quote:

Originally Posted by Wonderboy

It seems to me that when you start asking questions of the prospect such as "Would you like that in blue or black?" without even first ascertaining if he wants your product at all, then you're manipulating which I think is the major reason for returns.

What does manipulating mean to you?

Quote:

Originally Posted by Wonderboy

So J.R., you're saying that the seller must be trying to consciously manipulate the sale to manipulate it.

I'm saying that manipulation in the context of attempting to persuade or influence a prospect to your advantage is about intention.

Quote:

Originally Posted by Wonderboy

From a prospect's perspective it doesn't mean much since he or she wasn't given to chance to express his interest in your product if you didn't check first with the prospect.

The prospect is always in control of his or her decisions. That was never lost or taken away.

Quote:

Originally Posted by Wonderboy

It seems to me that when you start asking questions of the prospect such as "Would you like that in blue or black?" without even first ascertaining if he wants your product at all, then you're manipulating which I think is the major reason for returns.

To me it's not so much manipulative but premature. It's like asking a woman even before the first date, "And do you prefer to have sex of the couch or on the carpet?"

Yes, at one point down the road this question does come up, but not yet. Also, when the buyer is ready to buy (vs. I'm ready to sell) she will tell me exactly what colour she wants. I don't need to jump so far ahead.

Thoughts?

I don't think that asking questions is manipulative at all. It's known as a trial close and to eventually seal the deal we have to wander our way through various questions to find out if we have a customer or not.

Over time we must improve our question asking skills to the point that they don't seem to manipulative to our prospect. Example is to envelope the questions in a homespun story of sorts. That comes from trial and error and experience.

Chuck

Quote:

Originally Posted by Bald Dog

To me it's not so much manipulative but premature. It's like asking a woman even before the first date, "And do you prefer to have sex of the couch or on the carpet?"

Yes, at one point down the road this question does come up, but not yet. Also, when the buyer is ready to buy (vs. I'm ready to sell) she will tell me exactly what colour she wants. I don't need to jump so far ahead.

Thoughts?

I agree that without the intent to manipulate the questions are premature more than anything else.

Quote:

Originally Posted by Wonderboy

It seems to me that when you start asking questions of the prospect such as "Would you like that in blue or black?" without even first ascertaining if he wants your product at all, then you're manipulating which I think is the major reason for returns.

If a salesperson starting making recommendations without first ascertaining what the customer wanted that would be manipulating.

I agree with Mickey,
You need to establish what the customer wants or needs before asking that question. Of course being confident in the product and in yourself enough to make the sale will help you don't want to come across as being to confident in order to avoid the customer believing you are being manipulative.

Is "Assuming The Sale" Manipulative?

Persuasion and Influence Forum