Do you use rebuttals to change minds?

[quote=Wonderboy;22991]

Quote:

Originally Posted by wildwood76

"...let’s agree to disagree..." The Benjamin Franklin close is based on this concept. Still trying to get someone to change their mind. In the long run, on balance, the sales rep will lose in the big picture. Better to move on to live wires than dead fish to make the cash register ring with solid sales (a solid sale I define as a sale that never reverses or boomerangs - operationally speaking, not a great definition as you never know absolutely when an item may be returned nor when a service complaint may be lodged, so if someone has a better definition, feel free to post).

Agree to disagree indeed.

I wonder if we may be trying to apply rigid rules to something extraordinarily alive and dynamic - the interaction with a customer over time. People do change their minds - otherwise we'd still believe the earth was flat and was the center of the universe. I'll go a step further and say that many (most) sales require that customers change their minds about what they believe is possible, appropriate (and safe) for them to do. But as so many in this forum have pointed out , it's not about making them wrong, but rather helping them choose to change.

Quote:

Originally Posted by tom behr

I wonder if we may be trying to apply rigid rules to something extraordinarily alive and dynamic - the interaction with a customer over time. People do change their minds - otherwise we'd still believe the earth was flat and was the center of the universe. I'll go a step further and say that many (most) sales require that customers change their minds about what they believe is possible, appropriate (and safe) for them to do. But as so many in this forum have pointed out , it's not about making them wrong, but rather helping them choose to change.

Couldn't have put it better myself tom. I have said it before in this forum, and in training sessions as well, systems are STUPID, rigid approaches DO NOT WORK.

Pat

Quote:

Originally Posted by tom behr

I wonder if we may be trying to apply rigid rules to something extraordinarily alive and dynamic - the interaction with a customer over time. People do change their minds - otherwise we'd still believe the earth was flat and was the center of the universe. I'll go a step further and say that many (most) sales require that customers change their minds about what they believe is possible, appropriate (and safe) for them to do. But as so many in this forum have pointed out , it's not about making them wrong, but rather helping them choose to change.

Tom - Love your thought there.

Quote:

Originally Posted by toolguy_35

Couldn't have put it better myself tom. I have said it before in this forum, and in training sessions as well, systems are STUPID, rigid approaches DO NOT WORK.

Pat

Tell us what you really think Toolguy

Quote:

Originally Posted by toolguy_35

I have said it before in this forum, and in training sessions as well, systems are STUPID, rigid approaches DO NOT WORK.

Rigid approaches don't fair well in the world of constant change. Not all "systems" are rigid though.

Quote:

Originally Posted by Calvin

Rigid approaches don't fair well in the world of constant change. Not all "systems" are rigid though.

Well said Clavin

	#62
tom behr	changing minds I wonder if we may be trying to apply rigid rules to something extraordinarily alive and dynamic - the interaction with a customer over time. People do change their minds - otherwise we'd still believe the earth was flat and was the center of the universe. I'll go a step further and say that many (most) sales require that customers change their minds about what they believe is possible, appropriate (and safe) for them to do. But as so many in this forum have pointed out , it's not about making them wrong, but rather helping them choose to change.

Do you use rebuttals to change minds?

Persuasion and Influence