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It may surprise you to learn that there is one specific word you can use on the telephone or in direct mail advertising that will cause people to want to buy from you. Robert Cialdini, Ph.D. in his book “Influence: The Psychology of Persuasion (Collins Business Essentials),” talks about an experiment in human behavior with an unexpected result from using one specific word. I was reminded of this one word...
It happens to the best of sales people, just the way it happened to Jennifer (not her real name.) She made the telephone call, scheduled the appointment and everything seemed to go well. She wrote a thank-you note after the first appointment and then made a follow-up telephone call to the client. The client wanted a demo. The demo was a success. The client asked for a proposal. Wow! Time to...
During role-play at one of my recent seminars, the person playing the part of the sales person asked the prospect:
“What do you like best about your current vendor?”
Aaaaack.
What’s Wrong with This Question?
(1.) It is asking the prospect to sell herself/himself on the reasons why s/he is using the current supplier; to list all the benefits s/he is getting from the vendor.
It does not accomplish...
The Psychology of Persuasion
Did a Competitor Undercut You?
The Question That Tells You HOW To Close The Deal
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Ann Barr
757.463.0924
3419 Virginia Beach Blvd #201
Virginia Beach, VA 23452
Books By Ann Barr
