We all have a deep, deep need for a sense of being in control
Note, this says a sense of control and not actual control.
Feeling that we are not in control is a terrible resistance builder. Using pressure tactics to sell just doesn't work any more. And even if you do happen to make the sale, they sure as heck won't become a repeat customer or recommend you to anyone.
The control trap
The control trap
The control trap is when sales people and persuaders try to dominate the conversation. Or, they try too hard to impress clients with their superior knowledge. They want to hold the reins of control because they believe they can make their clients give into their wishes using tactics that are 50 years behind the times.
It doesn't work. It is doing it the hard way. Your clients don't like it and it's no fun for you either. No one wants to feel like they are being pushed or manipulated into buying something.
It doesn't work. It is doing it the hard way. Your clients don't like it and it's no fun for you either. No one wants to feel like they are being pushed or manipulated into buying something.
Your first objective is not to make a sale, it is to start a relationship!
Well, you're the boss so you decide
This is one of my absolute favorite techniques to use both to close a sale or in those moments when you see a client is having a hard time deciding.
When accompanied with that open palms gesture and a smile it is especially effective. It conveys trust in your client and feeds the ego at the same time. Most people never get to be the boss. This phrase and gesture gives them a strong sense of control and makes them want to give their approval (because that's something usually only the boss get's to do).
I had a investor that I was pitching a commercial building worth 7.6 million dollars. He was having a hard time trying to decide whether to make an offer. He looked as though he was about to say those dreaded words...'let me think about it'. Before he could say anything, I said, 'well Daniel, you're the boss so you decide'. He paused for a few seconds and then replied, 'ok, let's do this'. I've been a big fan of this technique ever since.
When accompanied with that open palms gesture and a smile it is especially effective. It conveys trust in your client and feeds the ego at the same time. Most people never get to be the boss. This phrase and gesture gives them a strong sense of control and makes them want to give their approval (because that's something usually only the boss get's to do).
I had a investor that I was pitching a commercial building worth 7.6 million dollars. He was having a hard time trying to decide whether to make an offer. He looked as though he was about to say those dreaded words...'let me think about it'. Before he could say anything, I said, 'well Daniel, you're the boss so you decide'. He paused for a few seconds and then replied, 'ok, let's do this'. I've been a big fan of this technique ever since.
Why it works..
We know that logic makes us think but it's emotions and feelings that make us act. By telling the client he or she is the boss, you make them feel good about themselves. And if you can make people feel things, you can make them act.
But you are free..
We know that logic makes us think but it's emotions and feelings that make us act. By telling the client he or she is the boss, you make them feel good about themselves. And if you can make people feel things, you can make them act.
But you are free..
Make a request, but acknowledge the other person has a choice. PsyBlog explains that this persuasion technique reaffirms the person's freedom of choice and indirectly tells the other person that you're not threatening his/her ability right to say no.
E.g. I believe this is the most cost effective option to solve your technical issues, But you are free to examine a more expensive option with extra features.
This technique has been tested and proven to very effective. Again, it gives the client a sense of control in making a decision.
What else can I do to make my clients feel a sense of control?This technique has been tested and proven to very effective. Again, it gives the client a sense of control in making a decision.
1. Let them do most of the talking. Ask lots of open ended questions. When they respond ask follow up questions. Then listen and learn. When it's your turn to speak, pause for a couple of seconds. This ensures you won't interrupt them and makes it seem you are digesting what they are saying.
2. Paraphrase back what they are saying.
e.g. So what I hear you saying is....
or, repeat back the last words that they said
e.g Client says....our biggest concern is that we can't predict which way the market is going.
You say....which way the market is going?
This technique makes them feel that they are being heard and understood.
This technique makes them feel that they are being heard and understood.
Did you know...
If you can create an environment where another person will open up to you, you no longer have to sell them anything. When you find shared values they will feel a strange connection with you. Then it's as though they are buying from themselves.
So stop trying to sell and start trying to make a personal connection. You will do that by talking less and listening more to give them the feeling of being in control and then buying your idea, product or service will come naturally.
No comments:
Post a Comment