8 {{ upvoteCount | shortNum }}
8 {{ upvoteCount | shortNum }}

Making the client feel clever?

by socialentry
6 replies
Hey there,


I was doing research on telemarketing and I came across this:




The second effect is really a natural consequence of the first: We want that this realisation causes him to MOVE TOWARDS US, COME FORWARD on his own accord, reach for more.
This is done by "playing dumb" sincerelly, asking questions as if you didn't know the answers, thus allowing the prospect to be the CLEVER one. The cockier he feels IN YOUR COMPANY, the more he'll want cooperation with you, right?
...
Therefore, the further you go in the telemarketing steps, the more forgiving the process becomes for mistakes simply because the target person will tolerate more. So if in LATER phases you say something not too clever (meaning you stress your OWN cleverness) he will "forgive" you, see?




I just wanted to know opinions on this statements? I do know that some people bought from me because they thought they were being more clever then I was.

I know because they used negotiation tactics they found on the internet and/or they negotiated with their current provider before switching over.

Still, it seems somewhat counter-intuitive and kinda goes against what I've been told.


Thanks.



#clever #client #feel #making
  • Profile picture of the author isaacsmithjones
    Interesting... I can't really speak from experience. I try not to come access as a know-it-all, but I make it clear that I know my profession. But then when it comes to their profession, I don't pretend to know stuff that I don't. For example, if I'm working with a coffee shop, I ain't gonna pretend to know good coffee, or how the machinery works. But when it comes to getting customers through the door, and upselling the snacks etc, I'm happy to share my knowledge.

    So it will be interesting to see what other people say about 'playing dumb'
    Signature
    Why wait for sales to earn an affiliate commission?
    Earn up to £20 per phone call as a MyCallPartners.co.uk pay-per-call affiliate!
    {{ DiscussionBoard.errors[9299108].message }}
  • Profile picture of the author Jason Kanigan
    Google "the dummy curve sales training" and you'll find everything you want to know about this. It's not a new or wild idea. Watch a couple episodes of Columbo and you'll get the picture.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[9299174].message }}
    • Profile picture of the author Claude Whitacre
      Some people have egos that need stroking, and you could play dumb for them.

      Others are really looking for an expert to lead them.

      I've been selling for decades. I'm the expert. I want them following me. But I let them feel clever for following my advice. And you can compliment people on their cleverness, or their insight, without looking like you aren't bright.

      You can compliment them on their cleverness for;
      What they have done already.
      What they have bought in the past.
      The insight to increase their business with your services.
      Smart questions that show an understanding of their problems.

      Only do this a couple of times. If, after everything they say...you say "Wow, that's clever of you to say that"..you'll sound like an idiot.


      Once or twice is enough.

      And asking the prospect's opinion on something...and then really listening, is about the smartest thing you can do.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
      {{ DiscussionBoard.errors[9300397].message }}
  • Profile picture of the author Jeff Schuman
    This, like everything else in selling, is a skill that takes time and a lot of practice to develop. The best book I ever read was "How To Wind Friends and Influence People" by Dale Carnegie. I found people love to talk about themselves and how easy it was to sell when you took the time to let them do this.
    Signature
    Jeff Schuman - SEO Blog Writer For Hire! Buy affordable, SEO, quality, MMO niche blog articles. Fast turnaround.
    {{ DiscussionBoard.errors[9301348].message }}
    • Profile picture of the author KloudStrife
      Originally Posted by Jeff Schuman View Post

      This, like everything else in selling, is a skill that takes time and a lot of practice to develop. The best book I ever read was "How To Wind Friends and Influence People" by Dale Carnegie. I found people love to talk about themselves and how easy it was to sell when you took the time to let them do this.
      This is an excellent book, one of the best "self help" books ever written. Its possible to use all the strategies listed in this book in the real world and come out successful indefinitely
      {{ DiscussionBoard.errors[9302403].message }}
  • Profile picture of the author KloudStrife
    I really like how this tactic sounds. I do know that the smarter you try to sound, the more people will resent working with you
    {{ DiscussionBoard.errors[9302398].message }}

Trending Topics