 |
 |
 |
 |
||
Section:: Miscellaneous Articles < Archives > |
||
<< previous (CONTINUED FROM LAST PAGE) The Top Five (Most Idiotic) Sales Techniques! 4. The Tie-Down Technique Again, our old friend Tom Hopkins has a whole arsenal of Tie-Down Techniques you can use: Scenario A: Client: "I like green." Salesperson: "Isn't green an emotional color? We're offering a choice of three new shades of green on our latest models. Which do you prefer, Bali Mist, Irish Sea, or Acapulco Spring?" Client: "I go for Bali Mist. It looks like the most restful shade." Salesperson: "Doesn't it?" Scenario B: Client: "Quality is important." Salesperson: "Isn't it?" If you ever chewed on tin foil you'll have a reference for how irritating this close can be. The Tie-Down Technique is nothing more than a tag-along-line the salesperson throws in whenever the client says something he or she agrees with. You can usually identify a Tie-Down in sentences ending with words like: Isn't it? Don't you? Couldn't you? Wouldn't you? The list goes on. It's particularly annoying to hear a salesperson using this technique over and over, isn't it? I'm sure you've heard this down many times, haven't you? 5. The Erroneous Conclusion Technique The Erroneous Conclusion Technique is an intentional blunder on the part of the salesperson that gets the client to reveal information he or she may not have otherwise shared. For instance, a salesperson may overhear a couple talking about a stove they're considering buying: "We need this stove by the fifteenth of June," the woman says, "that's the day before your parents anniversary and we need to prepare a lot of food..." The salesperson makes a note of the remark and then later says to the clients: "So your parents are coming on the tenth of June, aren't they?" "No," the woman responds, "they're arriving on the fifteenth..." The salesperson then asks: "So you'd need the stove delivered by the thirteenth?" "Yes," she says. "Good." The salesperson pulls out an order form and starts filling in the delivery date. The Erroneous Conclusion Technique begins with a deliberate lie that evolves into a ham-handed ploy to get the order form filled out. The salesperson using this technique believes it's more difficult for the client to resist once his or her words are committed to paper. Of course, this reasoning is misguided... and more often than not, ridiculous. Deliberate deception is no way to begin a life-long relationship with your client. In fact, it's no way to begin any kind of relationship. I'm astounded to hear sales trainers when they first teach this technique; many trainers not only teach this technique but they also consider it one of the best ways to have a "good time" with their clients. As Tom Hopkins notes, "If you make a mistake and they correct you, write it down and they own it. It's fun... and there's nothing to it." Maybe I'm a little old fashioned, but it doesn't sound like much fun to me. Note: There are so many idiotic techniques masquerading as professional sales tools that it took considerable restraint to limit my list to only five. Other idiotic techniques that I could have included in this report but didn't: the Nail-Down Close, the Half-Nelson Close (the name says it all), the Hat-in-hand Close, the Five-Dollar-Trust Technique, Reflexive Closing Questions, and of course: the Deliberate Mistake Technique. About the Author Len Foley: Effortlessly Convert 25-30% More Prospects Into PAYING CUSTOMERS! Free Report Reveals: "How Any Ordinary Business Professional Can Turn Into An Unstoppable Selling Machine!" Check Out: http://www.21stcenturysalestraining.com/mail.htm All articles published on EthanCote.com are copyrighted by their respective author. They are not to be taken without the consent of the author. |
||
| Copyright © 2000-2003 EthanCote Web Design Ink. All Rights Reserved. | ||
| Home | About Me | Services | Clients' Case Studies | Reasons | Horoscopes | Free Wallpapers | Online Games | Contact Me | ||
