Posted on 23rd October 2008 by Jade Handy in Persuasion
I read an article in Selling Power magazine (October 2008 issue) today that got the wheels turning.
It was the article about Robert Cialdini’s new book. It read,
“People live up to the reputations we assign them, they want to be consistent with what they’ve committed to and how they’ve behaved in the past. If you describe them as long-term partners, they’re much more likely to stay long-term partners.”
Here’s how I’ve used this technique,
“You’ve been a customer for a long time, since Oct 1970. What makes you decide to stay a customer of XYZ, year after year?”
Try this, yourself. It’s a great way to remind customers of why they do business with you.help people live up to their committments, as well as,
Posted on 23rd October 2008 by Jade Handy in Uncategorized
The following is a specific example of this technique in a phone-based sales environment. If prospects are calling in based on the prospect receiving a voicemail, letter, or other marketing material from your team and you can help the prospect if the requested person is unavailable, then this technique of “trailing with what you want” is very helpful. Instead of encouraging the prospect to leave a voicemail or call back at a later time, sequence your words as, “Mike is unavailable. You could leave a voicemail for him, OR I can take care of you, immediately.” After all, the prospect called in because NOW is convenient for them, right? So, do the right thing for the prospect, you, and your company, by taking care of the prospect when it’s convenient for the future customer.
