Do you use rebuttals to change minds?

Quote:

Originally Posted by Jolly Roger

And when those options had been exhausted what would you have done? Would you have made the suggestion to paint the piece?

No because suggesting spray painting it would have been enough to cover the idea of painting it too (what options would you have offered?)

Quote:

Originally Posted by Wonderboy

No because suggesting spray painting it would have been enough to cover the idea of painting it too (what options would you have offered?)

I'm not following your train of thought. You said you would have checked another store in the area and suggested a rain check in case a metallic stand did come in. If you exhausted those option meaning you called around and could not locate a metallic stand and the consumer did not want a rain check would you have made the suggestion of painting the piece?

Quote:

Originally Posted by Jolly Roger

I'm not following your train of thought. You said you would have checked another store in the area and suggested a rain check in case a metallic stand did come in. If you exhausted those option meaning you called around and could not locate a metallic stand and the consumer did not want a rain check would you have made the suggestion of painting the piece?

Since I already made the suggestion of spray painting the wooden stand, that automatically means I've suggested the idea of painting it too (if I understand your question).

Quote:

Originally Posted by Wonderboy

Since I already made the suggestion of spray painting the wooden stand, that automatically means I've suggested the idea of painting it too (if I understand your question).

Let's try this one last time.

If...

you had not already made a suggestion of spray painting the wooden stand
you called around but couldn't locate a metallic stand
the consumer wasn't interested in a rain check

...would you have made the suggestion of painting the piece?

Quote:

Originally Posted by Jolly Roger

Let's try this one last time.

If...

you had not already made a suggestion of spray painting the wooden stand
you called around but couldn't locate a metallic stand
the consumer wasn't interested in a rain check

...would you have made the suggestion of painting the piece?

Yes.

While I'm not a painting expert, I think spray painting would have worked out better. Why your focus on painting?

Quote:

Originally Posted by Wonderboy

Yes.

While I'm not a painting expert, I think spray painting would have worked out better. Why your focus on painting?

My focus is on understanding the point you're trying to make. There seems to be some confusion in this thread on that point.

What I think you're saying is that when a potential customer makes the decision to dismiss your offer from further consideration anything you do in an attempt to change that person's mind is a confllict with consumer choice and perpetuates the negative stereotype of salespeople.

Is that what you are saying?

Quote:

Originally Posted by Jolly Roger

My focus is on understanding the point you're trying to make. There seems to be some confusion in this thread on that point.

What I think you're saying is that when a potential customer makes the decision to dismiss your offer from further consideration anything you do in an attempt to change that person's mind is a confllict with consumer choice and perpetuates the negative stereotype of salespeople.

Is that what you are saying?

In telemarketing, due to persistence and an ever increasing barrage of phone calls, the B2C industry has been crippled by the federal DNC list (I understand up to 2 million jobs have been lost).

Getting down to the bottom line (not even considering my system), my sales have improved a bit (somewheres around 5-10%) by keeping my mouth shut rather than trying to change minds. By putting selling concepts from rebuttals into the presentation further improved my sales (still not my system - I've conceived this idea independently of someone else who wrote a book about it - if you're interested, let me know and I'll look up the name of the author and title).

Quote:

Originally Posted by Wonderboy

Yes.

While I'm not a painting expert, I think spray painting would have worked out better. Why your focus on painting?

My focus is on understanding the point you're trying to make. There seems to be some confusion in this thread on that point.

What I think you're saying is that when a potential customer makes the decision to dismiss your offer from further consideration anything you do in an attempt to change that person's mind is a confllict with consumer choice and perpetuates the negative stereotype of salespeople.

Is that what you are saying?

Quote:

Originally Posted by Wonderboy

Getting down to the bottom line (not even considering my system), my sales have improved a bit (somewheres around 5-10%) by keeping my mouth shut rather than trying to change minds.

That is one of the options available and it might be the best option for you but that doesn't make it the best option for someone else.

Quote:

Originally Posted by Wonderboy

By putting selling concepts from rebuttals into the presentation further improved my sales (still not my system - I've conceived this idea independently of someone else who wrote a book about it...).

I understand that might be a new idea for you however it is common knowledge in presentation training.

Quote:
Originally Posted by Wonderboy
Getting down to the bottom line (not even considering my system), my sales have improved a bit (somewheres around 5-10%) by keeping my mouth shut rather than trying to change minds.

That is one of the options available and it might be the best option for you but that doesn't make it the best option for someone else.

Unfortunately it doesn't seem to be an option (as I mentioned many telemarketing jobs have been lost and over the past 10 years). Managers and supervisors are realizing the damage that
rebuttals have done.

Quote:
Originally Posted by Wonderboy
By putting selling concepts from rebuttals into the presentation further improved my sales (still not my system - I've conceived this idea independently of someone else who wrote a book about it...).

I understand that might be a new idea for you however it is common knowledge in presentation training.

I only wish that the B2C industry was aware of it before the federal DNC list came around two years ago where the greatest damage was done (incidentally retail reps are guilty of this too along with some stores - for example a tailor at a Burlington Coat Factory kept pursuing me when I was walking away after I got finished talking with him).

Quote:

Originally Posted by Wonderboy

I gave you my definition of a rebuttal along with examples which doesn't correspond with your first paragraph.

Your definition of a rebuttal is not the only one that is valid wonderboy.

Quote:

Originally Posted by Wonderboy

Your next two paragraphs don't correspond with my experience (and others too).

I see, well my experience is different than yours and apparently the nebulous "others." I suspect there are others here who would agree with me.

If your "system" works for you then by all means, use it. My opinion that sales is as much art as science remains unchanged. The best practitioners of the art understand that flexibility is the key. If you cannot roll with the punches you will have a very unsuccessful career.

No two customers are the same, no two presentations are the same and no system can cover every eventuality.

Pat

Do you use rebuttals to change minds?

Persuasion and Influence Forum