If you want to close more deals and become a consistently successful salesperson, you have to learn to apply methods that will help you achieve your goals. Here are four less common, little-used techniques that will help you be more successful when dealing with potential clients.
The non-realistic choice
This method is also referred to as the „false option method“. The client is presented with two options, one more expensive and one less expensive, while naturally aiming to get the client to choose the higher-priced option. You can introduce a third, significantly more expensive option that you don't actually consider realistic, but which makes the desired option appear as a reasonable compromise.
Be kind
As mentioned in a blog post by SalesForce, people tend to reciprocate kindness shown to them in the past. If you assist a client, they will feel grateful, and the likelihood that they will try to accommodate you in the future increases significantly.
Focus on the positive
Avoid expressing anything in a negative manner. When discussing options, pricing, or negotiating with a customer, always focus on the benefits that your offer provides and on positive aspects in general. The customer will feel more comfortable and secure and will be much more open to your proposal.
Mirroring gestures
Do you want to establish rapport with a client and gain their trust? You can use a simple psychological technique. Adopt similar gestures, expressions, movements, and body posture as the client. This will subconsciously build trust toward you.
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