Sales Training Tip from our sales training course.
The psychology of being intentionally naive.
We were training a group of online media sales people and one of the exercises was to pitch for an online advertising campaign that they could realistically go after, post training. When it came to their proposal (for a national brewer and pub owner) they were only charging the advertiser for the page impressions of their advertising banners with no extra media charge for some additional video streaming. One of the trainees, playing the roles of the brewer/advertiser questioned this, asking ‘So you are not going to charge us anymore for those users who spend 30 seconds watching one of our video streams?’ – ‘No’ was the response ‘it is a fixed rate and you can see those users as an additional bonus.’ It occurred to us that this could have formed part of the pitch strategy – appearing intentionally naive – (not to ask for additional money for something that obviously has value). Judging by the non-plussed looks on their faces they had not anticipated the question, but did the best thing they could by not realising their ‘error’ and trying to back track, and go for more money when it was too late.
How to sell using this sales training tip :
When you are next presenting any sales proposal, this could be a useful tactic for any product or service – where you are in effect allowing customers to see what is missing, and therefore interpret what they are not being charged for and adding additional value - whilst at the same time you win the business you originally proposed. This is different to being dishonest – you are intentionally offering something that a buyer can see is good value – giving them much less to negotiate on. What person in their right mind, doesn’t take a good deal at face value?
This sales training tip and many more can be delivered to you and your team by Bob and Jeremy of Reality Training Ltd. Book some sales training or a group sales training course now and educate your sales force.
For more sales tips contact Reality Training we will help you to sell more, more often. >>
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