sales persuasion and yes sets
When it comes to sales persuasion and engaging the customer, take a tip from me and don’t be an example of a pushy car salesmen. In order to learn more about sales persuasion, I think it is important to know the following story that is all to common. Someone recently told me they took their car in for service and they were approached by a salesmen to buy a car. They just wanted some work done on their car. They wanted to know why was this sales person like this and how come they came across so pushy. In my post today, I will go over a little thing called “DNA”.
I have had a similar experience when I brought my car in to get a oil change and the sales guy tried selling me a car. The car was brand new and I was bringing it in for the two free oil changes I got. Pretty absurd right? You may have been agreeing with some of the sales reps statements or claims because they were undeniably true, but that doesn’t mean that you were being persuaded. When a sales person is getting you to agree to undeniably true statements that means they are getting you to engage in what is call a “Yes Set”. Yes sets are not usually enough to close some one, but once the potential customer is agreeing to statements or questions that are undeniably true it will be much harder to say no and much easier to say yes at closing time. See my upcoming posts on closes to learn more on Yes set closes.
Everyone has a
D – Desire
N – Need
A- Ability
A- Authority
The sales rep obviously didn’t ask the right qualifying questions to determine the desire and need. Someone will come off as pushy when they have not built the right amount of rapport with the potential client. Sales people will show signs of being pushy when they convey they have no interest in your feelings or concerns.
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