The Question: ” I can go buy a new one for that much.” I’m a used car dealer and have heard this a few times, I know a lot of others have as well, so let’s hear those Sales Professionals responses!
The Answer:
The best response is not to argue but to lower the resistance. You can’t do that by just arguing using statistics and facts, Buying is an emotional process. Facts are just the excuse used to justify that decision.
We teach a tool for sales called anchoring. In short we teach salespeople to create emotional buttons that they will then use in the sale.
In this example let’s say you created one good feeling button and one bad feeling button. This is how you would use it.
” I can go buy a new one for that much.”
That may be true and I understand that ( While pushing the bad feeling button.)
But… For some reason you are here talking with me ( While pushing good feeling button) So let’s see what we can do for you.
This subconsciously associates buying a new car with a bad feeling.
It then subconsciously associates buying from you with a good feeling.
I know that seems pretty much out there to some of you but this is a much researched technique and we have been teaching it to people for 16 years.
Example from a few months ago:
Scott Sale $560,000 Sale – IN ONE MINUTE
Today I went to the state asking for money for training programs for the company I train at. This meeting is a big deal and in front of a board of supervisors. I was asking for $560,000 so by no means a small amount of money. The average person group spoke for a few minutes and had a reduction in the contract amount.
I used anchoring and got a yes in less than 60 seconds without a reduction or a single question asked of me. Got approved for a little over half a million.
Zero resistance
Used anchoring and won.
Anchoring and persuasion Mastery Bootcamp
London July 1,2,3 http://persuasioncodes.com/
Clearwater August 25, 26,27 https://www.essential-skills.com/3dmind/clearwater-2016-anchoring-mastery/
Stop arguing and selling buy trying to overwhelm people with ‘facts’.
