Justifying a Purchase: The "Blissful Ignorance Effect"

Mr C I won't change a thing. I've read and studied thousands of this and that perceptions and conclusions, cliches and ways to sell - believe me when I say while my experience in years isn't the same as some who post here my studies are very thorough.

So I will continue to be clear and honest, direct and concrete, specific and in every case do my best to get a commitment from the person I sell to laying out all the pros and cons in their decision making.

I will continue to prospect people who want TODAY exactly what I offer and from that begin an inquiry to see if it's a complete match. Having built a successful business that way and one I have big plans for I see no reason to change what works.

MitchM

Originally Posted by MitchM I will continue to prospect people who want TODAY exactly what I offer and from that begin an inquiry to see if it's a complete match. Having built a successful business that way and one I have big plans for I see no reason to change what works.MitchM

Good Luck to you Mitch I hope you don't feel that I'm doubting your method as I'm not, I am just trying to pick your brain a bit in an effort to hone my skills more.

Just for my own understanding do you have any numbers on the people that call you back after the take away? IMO the take away is very powerful as I found that people want what they can't have I'm just currious would you attempt the take away if you have just recently sold a gidget via Blissful Ignorance, and through your probing concluded the customer would not purchase another Gidget from you or your company, or would you proceed with the one time sale?

Here's the thought behind this I've concluded for me I have a 20%-30% sucess rate with the take away so out of ten prospects that leaves 7-8 suspects that walk away, I'm trying to convert another sale or two out of that 7-8 and trying to get an idea if it's even worth it, or should I just focuss my attentions on that 2-3 and get the referal and move on? your thoughts on this would help me with my understanding of the situation, thanks.

~James

I do no take away or fear-of-loss manipulation or tactic to build my business. I first find out if the person initially wants or wants to look at what I offer. If the answer is NO I usually call back in a month or two.

When the answer is YES to my offer question modeled on the "High Probability Selling" process, I engage in an inquiry, a trust and respect conversation. Following that is usually setting a second appointment ear-to-ear or face-to-face IF there's a commitment of WANT TO AND WILL DO. The outcome doesn't always fit WANT TO AND WILL DO but as I've disqualified the 95+ % who are low probability prospects today closing numbers are high.

During the appointment/presentation I'm looking for mutual commitments of expectation and still ready to disqualify. In that conversation if fear-of-loss or take away becomes a point-of-interest it's because we've identified a real potential loss issue - it's not a tactic to produce a sale.

MitchM

Great point!

Depending on what you are selling, it could go either way.

A relatively small or inexpensive product that will not have a huge impact on the life or business of your customer would probably be best sold, regardless of how accurately the customer allows himself to weigh the benefits.

With larger, more high-impact transactions, like data management software, a vehicle or fleet of vehicles, consulting services, etc., it would be prudent to make sure that your customers perception of the product is congruent with it's actual benefits and drawbacks.

Does anybody else have a comment on the Blissful Ignorance Effect?