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Why You Want Your Customers To Reject Your Offers
If you really want to make more sales you need to get your customers to say no to your proposals. I know this statement doesn't make sense, however, please here me out. Read this article with an open mind and your will pick up a new strategy to sell more of your product or service this year.
Make no mistake about it, people hate saying no. I know we live in a negative society, but I will demonstrate that deep down inside we actually hate rejecting people. Remember when you took a trip to the video store and saw a little girl selling girl scout cookies. You really didn't want to buy them. You did all you could to avoid her, yet and still when she ask you, you bought the thin mint cookies. Why did this occur? You simply don't like saying "no" to people.
One critical mistake made by many sales agents is giving up on the sale to soon. As soon as the customer says they don't want the product the agent backs off. I am not advocating high pressure sales, as you will see just a different approach that will cause you to close more sales.
Knowing that people don't like to says no is an advantage for the informed sales person. If you are trying to influence some one getting them to tell you no will actually work to your advantage. Start with the end in mind. If you want to sell the $100 product package, then you should offer the customer the $200 product package first. Why? This gives the customer a chance to say no. Remember they hate this. And there's only one thing they hate more than saying "no" oncethat is saying it twice. Offer the $100 product offer next. You'll sell more $100 product packages than if you'd never positioned your offers this way.
Researchers at Arizona State University conducted a study that illustrates this point nicely. They posed as representatives of a local youth program. They asked random students if they would be willing to chaperon juvenile delinquents to the zoo. Amazingly 17% of the students agreed.
However, something very interesting happened in the study. Researchers changed their tactics and asked random students if they would be willing to commit two hours a week for the next two years to counsel juvenile delinquents. Once the students rejected this offer they asked them the original request. 50% of the students agreed to accompany a group of juvenile delinquents to the zoo. This was three times better than the original method.
Implementing this technique could be huge for your business. It works time and time again. The key is to construct an offer that will be rejected then present a smaller request. You will convert more of your prospects into paying customers.
Article Source: OrganizingWeb.net
About the Author
Mark Hall uses breakthru sales techniques and internet marketing to increase his business. Visit his vemmabuilder lens for tips for online business increaseth. Get a totally unique version of this article from our article submission service
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