Seriously, guys, if you haven’t discovered Daniel Pink yet, you really need to take some time and listen to his thoughts, or read one of his books. In fact, we included his latest book, To Sell is Human: The Surprising Truth About Moving Others, on our Ultimate Reading List: 89 Books Every Sales Pro Should Own. Without gushing too hard over Dan, I’ll just say that his thoughts and videos are bite-sized and easily digested and the one I wanted to show you today is no different.
It features a very persuasive technique using counterintuitive questions to get others to name off reasons they should AGREE with your position. So very simple and poignant.
Have a listen:
Now imagine using this technique in the sales world.
You might ask a prospect, “So, humor me here. From 1-10, how likely are you to make a decision on this within the week?”
They might reply, “Honestly, we’re probably a 3 right now.”
You’d say, “Really? Interesting. Why not a lower number?”
“Well, it’s not TOTALLY on the backburner. It is a decision we will have to make sooner rather than later. It is a pressing issue after all.”
Publish Date: July 19, 2016 5:00 AM
Co-Browsing is the practice of web-browsing where two or more people are navigating through a website on the internet. Software designed to allow Co-Browsing focuses on providing a smooth experience as two or more users use their devices to browse your website. In other words, your customer can permit the agent to have partial access to his/ her screen in real-time.
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