Why You Want Your Customers To Reject Your Offers
The secret to growing your business fast is to get your customers to reject your proposals. I know this sounds crazy. Why would you want your customers to say no? Well, this article will present clear evidence showing that you will actually sell more product if you allow your customers to reject your offer.
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.
One common mistake made by sales agents is giving up to soon. No one likes the rejection that comes with sales. Remember, don't take it personal. I hope to show you that this initial rejection is the door that leads to the pot of gold.
Before you approach your prospective buyer know exactly what you want to offer them. If you want to sell the $300 package offer the $600 package first. Why? Because this gives the customer to say no. The customer automatically starts to feel uncomfortable. Offering the $300 package second helps your customer feel like he can meet you half way. You'll sell a lot more $300 packages by positioning your offers this way.
There was a study conducted that illustrates this point. Researchers at Arizona State University posed as representatives of a youth counseling program. The researchers asked random students if they would be willing to accompany a group of juvenile delinquents on a day trip to the local zoo. Only 17% of the students agreed.
However, researcher found a way to get 50% of random students to agree to accompany a group of juvenile delinquents to the zoo. They simply changed the approach a little. First, they asked the students if they would be willing to commit two hours a week for the next two years to counsel juvenile delinquents. Two hours a week for two years? Of course this offer was rejected. Next the researchers asked the students if they couldn't commit for two years could they just accompany the group of juvenile delinquents to the zoo for one day. 50% of the students agreed.
Do you see how this technique could explode your business? If you want to convert more prospects you want to construct an offer that they will initially reject. Then you can offer another offer and gain more sales easier.
Article Source: http://www.search-raven.com
About the Author
Mark Hall has had a rewarding career in sales. Visit his vemmabuilder site for more instruction on online business success.
This article is licensed under a Creative Commons Attribution - No Derivative Works 3.0 Unported License, which means you may freely reprint it, in its entirety, provided you include the author's resource box along with LIVE links (without "nofollow" tags).
by: MarkHall
Total views: 20
Word Count: 488
Rating: Not yet rated