Sell More by Taking it Away
The fear of loss can boost buying behavior. For example, you might say to a potential buyer, “I don’t want to put any pressure on you.” (sating this reduces the other person’s natural urge to resist). “It’s just that this is the last unit left in stock and I’m afraid that if you don’t take it – it will be gone by the end of the day. So, where are you with this on a scale of 1-10?” The subtlety lies in stating that you don’t want to exert pressure. Caution: use this approach sparingly and ethically or it will backfire.
Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author. For more tips, training tools or to inquire about engaging Jeff for your team visit www.JeffMowatt.com
Today’s chuckle:
For every action there is an equal and opposite criticism.
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