Making the client feel clever?

by 6 replies
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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.





#offline marketing #clever #client #feel #making
  • 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'
  • 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.
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    • 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.
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  • 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.
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    • 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
  • 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
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