Quote:
Originally Posted by FirstBorn
First, too bad this forum doesn't have a 'Like' button or 'Thank You' button... 
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They say you can send 'commands' to someone by relaxing, mirroring the person, and by 'thinking' towards the 'subject' of what you want them to do.
For instance;
You're selling a TV...
There are two models to choose from.
The $150 TV and the $300 TV.
Your 'subject' is standing there thinking to himself:
"I want the features of the $300 TV, but I was only planning on getting the $150 model."
Meanwhile, you are standing in front of the customer, looking at him, relaxed, and thinking:
"I'll take the $300 model, anyway."
- mentally repeating yourself and visualizing the customer saying this to you.
Next, the customer says to you,
"I was only planning on purchasing the low end model, but I'll take the $300 model, anyway."
What are your thoughts on this?
Thanks,
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A couple of points first; have any of you ever gotten a "dirty look"? That was communication, same as a smile from a pretty girl, and fights have been started with the line, "What are YOU looking at?"
See, being looked at, and being aware of it, is hardwired into us. We sense it, sometimes feel a chill, maybe even our hairs stand up warning us of danger.
The reason I take people to the mall is so they can experience this communication and show them, how and why non verbal communication is so valuable.
Now for the question. I talked about "Toothpick Pete" before, he and I were two of the top salesman in a chain of consumer electronics stores. Neither one of us followed the company policy, which we both hated.
See, they were TYPICAL, running ads for low cost leaders, then using the bridge technique, showing them the high priced one and then forming a bridge to the one the company wanted us to sell.
So there is old world salesmanship in getting a 150 dollar spender to double the amount, and this is taught and still used today, H H Gregg is one of the old fashioned consumer electronics stores using it, which is why I won't shop there, ever.
But the idea of planting the 300 dollar thought can be helped with subtle technique.
Let me give a better thought...one that I used... I want to give this customer the best value for whatever the amount he will spend.
So if he was stuck on the 150, I didn't give him good enough reasons to move him, or he honestly couldn't afford much more, unlike Judge Rhinehold in
Ruthless People selling speakers (if you can't afford it, f'kn finance it)
You give it your best shot.
But, as most salesman know, what the customers say they have to spend and what they do, are two very different things.
While projecting the thought in a state of Feeling Divinely Blissful, with the loving thought of what is best for you is the 300 dollar TV, while standing in front of it or having it over your shoulder and in some way pointing to it...
you would say the 150 TV it is an ok deal but
a better deal would be (the 300 dollar tv) BECAUSE...
then the reason... the warranty is for a year and not just 90 days, and has a much better service record, you can talk to our technician the guy who works on them everyday...
But, I think having a positive thought toward your prospect won't hurt, but a more thought out plan, coupled with the thought is going to be much more valuable.
Pete and I refused to sell loss leaders and when the customer complained, why advertise it then, we'd shrug our shoulders and tell them about Larry, Curly and Moe...the stooges who owned the company and they didn't ask our opinion on their crummy ads...
we could establish rapport. It was almost NEVER a good idea to sell a low end VCR, or TV, because they would wind up in repair shop and the customer would hold it against the salesman. We prevented that from happening and got far more referrals than the excited kids who just wanted to sell anything.
Before you try FASCINATION, you need to synch up, rapport, mirror, pace and cold read all in just a few seconds. Then when you have a clearer idea of what they are thinking, you can REPLACE that thought with one of your own.
Especially if you put the welfare of the customer first.
Gordon