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Persuasion Strategies For Business, Marketing, Life - Human Behavior For Fun & Profit
Inertia is your most challenging form of resistance. It isn’t about you, your offer, or the sales process.
Inertia is rooted in your buyer and stems from his life experience.
It can be his past failures and disappointments replaying over and over in his mind. It can be his belief he already owns/knows what you’re selling. Either way, this stops him from
Skepticism is the type of resistance you’re probably most familiar with. It’s what most training in marketing or sales teaches you to deal with. Many of the techniques below may seem familiar. With that said, understand these work best with a unique type of resistance. You need to understand where your customer is coming from to make sure you hit all areas that work best with him.
Reactance is experienced when you feel like you’re being pushed into buying. It’s a reaction evolved from the sales process. As the pressure builds and you begin requiring commitments from your customer, they begin to pull away. Something inside causes your customer to jerk away, disagree with you, raise objections, or stop reading your sales letter.
Most marketing and sales training concentrate on ways to make the product and service you’re selling more appealing. They give you ways to build your message up so your customers drool with excitement. However, they don’t address the underlying resistance customers have when approaching their buying decisions. We all have some sort of resistance when [...]
When I was younger I ran a car and truck club for a group of guys with lowered trucks and cars. Yes, this was around when Hammer Pants were cool so it was a while ago. However, we loved our trucks and took great pride in customizing them with beautiful paint, solid (loud) sound systems, [...]
Today is Veteran’s Day. Despite what you see advertised, Veterans Day is more than a reason for every retail store to hold a sale. It’s the day we remember and celebrate the people that serve our country’s military. Most people won’t notice today’s meaning and will simply become irritated because they can’t get their mail. [...]
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