I am not in theory a "salesman" of any sort - but I kinda end up in businesses that sell stuff, so impossible to avoid.
I think the pyschology of sales can be fascinating. Nice example:
Ponder this for a while ...
Harvard social psychologist Ellen Langer once conducted an experiment where she asked her students to cut in line at a copy machine.
First she compared the following two approaches:
Case A: "Excuse me, I have five pages. May I use the Xerox machine?"
Case B: "Excuse me, I have five pages. May I use the Xerox machine because I'm in a rush."
It should surprise no one that 60% of those asked in Case A said "yes" and 94% of those in Case B said yes.
In Case B, we have a more compelling reason. Case A is not very convincing at all.
Here's where it gets interesting ...
Case C: "Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies."
A shocking 93% of those asked in Case C said "yes."
" ... because I have to make some copies" is not a very compelling argument, but notice the response.
The conclusion hëre was that simply using the word "because" induced those asked to comply.
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The pyschology of sales
Interesting subject
Give me a beer because I am thirsty.
Please, pretty please with sugar on top!
@JE
People being trained in cold calling techniques are apparently told to always start by asking the person who answers the phone whether they are Mr/Ms so-and-so, the rationale being that after saying "yes" to the first question the person will be more disposed to say "yes" to those that follow.
People being trained in cold calling techniques are apparently told to always start by asking the person who answers the phone whether they are Mr/Ms so-and-so, the rationale being that after saying "yes" to the first question the person will be more disposed to say "yes" to those that follow.
I love the assumptive close myself.
"Would you like our salesman to visit Tuesday or Thursday evening, madam?"
Immediately your brain is distracted as to what you are doing on those days, rather than whether you even want the buggers round your house.
You need to lead them in with lots of small, simple questions. Clever damn stuff.
So you don't say:
"Do you wanna come in for coffee?"
you say
"Would you prefer cappucino or latte?"
"Would you like our salesman to visit Tuesday or Thursday evening, madam?"
Immediately your brain is distracted as to what you are doing on those days, rather than whether you even want the buggers round your house.
You need to lead them in with lots of small, simple questions. Clever damn stuff.
So you don't say:
"Do you wanna come in for coffee?"
you say
"Would you prefer cappucino or latte?"
You would never say "would you like to... OR do you want to..." because you are giving them the opportunity to say "no". Its important to keep the responses positive. Its amazing how changing just a word or two can completely alter the outcome of a conversation.
Like in a store, the sales assistant saying "How may I help you?" rather than "Can I help you?"
QUOTE (Kay @ Dec 2 2005, 6:22 pm) 
@JE
People being trained in cold calling techniques are apparently told to always start by asking the person who answers the phone whether they are Mr/Ms so-and-so, the rationale being that after saying "yes" to the first question the person will be more disposed to say "yes" to those that follow.
People being trained in cold calling techniques are apparently told to always start by asking the person who answers the phone whether they are Mr/Ms so-and-so, the rationale being that after saying "yes" to the first question the person will be more disposed to say "yes" to those that follow.
This is used in retail training as well. You are supposed to back off only after the customer has given you 3 nos.
I think "No, Go Away" is effective for the 1st no, as it usually eliminates the need to say No two more times. Unless of course, I actually want them to sell me something- and when that is the case, do you think I can find a sales assistant? Of course not.
QUOTE (Kay @ Dec 2 2005, 6:22 pm)
@JE
People being trained in cold calling techniques are apparently told to always start by asking the person who answers the phone whether they are Mr/Ms so-and-so, the rationale being that after saying "yes" to the first question the person will be more disposed to say "yes" to those that follow.
People being trained in cold calling techniques are apparently told to always start by asking the person who answers the phone whether they are Mr/Ms so-and-so, the rationale being that after saying "yes" to the first question the person will be more disposed to say "yes" to those that follow.
In sales you are also trained to repeat the potential customers name every once in a while, too. It's name re-inforcement or something. I guess your own name is music to your ears...
All this, and more, can be found in socii psychologist Dr. Joseph Levine's book entitled "Persuasion: How we are bought and sold"
First part is a bit dry...lots of statistics (well it is a psychology book), followed by some interesting, almost scary info. about just how far people go to sell something. The author undertook a lot of "observer participation" research, which means his results are first hand rather than collected from elsewhere.
Another of his books "The Geograhy ofTime" (looking at how time is perceived acroos the globe) is also a good read.
First part is a bit dry...lots of statistics (well it is a psychology book), followed by some interesting, almost scary info. about just how far people go to sell something. The author undertook a lot of "observer participation" research, which means his results are first hand rather than collected from elsewhere.
Another of his books "The Geograhy ofTime" (looking at how time is perceived acroos the globe) is also a good read.
Good thing they didn't try that shit with TTers. I am still waiting for my beer and I said pretty please with sugar on top. Maybe I should have offered free sex.
Good thing I don`t ( rarely) answer the phone in my firm. All people who call up get fucked off at the high-port (betcha don`t know what that means?). My boss on the other hand talks to every arse in the world for ages and ages. But at the end of it he says thanks but no thanks. I think he just likes the sound of his own voice.
It also depends on the intonation, not just the words.
"May I use the Xerox machine because I have to make some copies"
Would be far less successful than
"May I use the Xerox machine because I have to make some copies"
"May I use the Xerox machine because I have to make some copies"
Would be far less successful than
"May I use the Xerox machine because I have to make some copies"
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