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Why You Want Your Customers To Reject Your Offers |
By:
Mark Hall |
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Why You Want Your Customers To Reject Your Offers
Mark Hall
If you really want to make more sales you need to get your customers to say no to your proposals. I know this statement doesn't make sense, however, please here me out. Read this article with an open mind and your will pick up a new strategy to sell more of your product or service this year.
We may live in negative times, however, one thing remain the same. People hate saying no. We like saying yes and making people feel good. When we tell someone no we often times feel just as bad as they do. Remember the little girl who approached you to buy her girl scout cookies. You really didn't want the cookies, but the thought of hurting her feelings was not worth the $5 the cookies cost. You bought the cookies and felt good about it. Why? Buying the cookies helped you avoid dealing with the feeling you get after rejecting someone.
On the other hand, most sales people give up too soon. As soon as the prospect says they aren't interested it is over. The prospective buyer simply leaves or changes the subject and the selling opportunity is forever lost.
Knowing that people don't like to says no is an advantage for the informed sales person. If you are trying to influence some one getting them to tell you no will actually work to your advantage. Start with the end in mind. If you want to sell the $100 product package, then you should offer the customer the $200 product package first. Why? This gives the customer a chance to say no. Remember they hate this. And there's only one thing they hate more than saying "no" oncethat is saying it twice. Offer the $100 product offer next. You'll sell more $100 product packages than if you'd never positioned your offers this way.
Researchers at Arizona State University conducted a study that illustrates this point nicely. They posed as representatives of a local youth program. They asked random students if they would be willing to chaperon juvenile delinquents to the zoo. Amazingly 17% of the students agreed.
However, the researchers found a way to dramatically increase their results. First, the researchers ask students if they would be willing to commit two hours a week for the next two years as a counselor for juvenile delinquents. Once the students rejected this offer then they ask if they would be willing to just chaperon the juvenile delinquents for a one day trip to the zoo. 50% of the students agreed. By carefully constructing the offers this technique tripled the conversion rate!
Implementing this technique could be huge for your business. It works time and time again. The key is to construct an offer that will be rejected then present a smaller request. You will convert more of your prospects into paying customers.
Mark Hall uses breakthru sales methods and internet marketing to grow his business. Visit his http://www.squidoo.com/vemmabusiness) vemmabuilder site for tips for http://www.the10daychallenge.com/ online business growth.
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Article Source: http://www.statssheet.com/articles/article71893.html |
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