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memorable sale


Reverse Psychology MAURA CANNON


My most memorable sale was a few years back – when I was selling new construction in newly developing communities. I was working in the suburbs, and a very nice couple kept returning and returning but always had a reason they could not buy just then. Finally, on a busy Sunday, they came in with still more questions after the prices had increased dramatically. I answered them and nicely told them that, as much as I enjoyed their visits, I did not believe they would buy a new home, and I had to continue with other clients. Now I believe in reverse psychology, because they pulled out their checkbook and bought a $650,000 townhome on the spot – in cash. You never know when reverse psychology is going to seal the deal. 


REP TO REP


Delivery “Code Red” When a customer asks, “When can you have it ready?” reps often go into “code red” to come up with the earliest – and usually unreasonable – time they can deliver the product. But why go there?


Instead, if you simply ask the client, “Is time a problem for you?” you will know the real time frame that will make the client happy. In most cases, the client will respond with a much more reasonable time of delivery than you would have wrongly imposed on yourself. On the other hand, if the client does expect an unreasonable delivery date, you can decide whether you want to break your neck to get it done.


Keep in mind that, often, when you take on an unreason- able delivery date, someone in production and shipping will have to drop what they are doing – which may create a delivery problem somewhere else. Also realize that, when you promise a lightning-fast deliv- ery date, if you’re one minute late (even if it’s in world-record speed) you have failed in the customer’s eyes.


– W. B. JONES SELLING TIP ‘‘ Happiness Is the Only Good


Did you hug yourself today? Yup, I do mean yourself. Because, if you don’t psychologically hug yourself first, any child-hugging you will do will become meaningless. Here’s what I mean. Grandparents with low self-esteem will beget par- ents with low self-esteem, who will beget children with low self-esteem, who, in turn, will beget grandchildren with a low self-esteem and so on. Get the message? Ever see a whole family of “waddlers”? Doctors tell us that less than one percent of overweight people suffer from metabolic or thyroid problems. The other 99 percent self-constructed their obesity. A local newspaper recently had a roving reporter question a group of people aged eight to 70 on what they had wanted to be when they grew up. The only mature humanistic “want” came from the eight- year-old girl who wanted to be a nurse and help people when they were sick. Everything else was part of the “me only” philosophy. In his classic work Reality Therapy, Dr. William Glasser says we all have the same two basic mental needs: the need to love and be loved, and to feel worthwhile to ourselves and others. Our health and happi- ness depend on having both needs fulfilled on a regular basis. On a scale of 0 to 100 percent, where do you stand on the loved/lov- ing meter? How about a measuring spoon on self-worth? Do you fill the spoon? Or is there barely a drop? Life is really very simple. You are what you think about all day long! When you’re ready to face reality, sit down and figure out what went on in your mind the past day. If you truly like what you see, keep think- ing it. If you don’t like it, change it! How? Well, a good start would be to follow Robert G. Ingersoll’s advice. He said, “My creed is this: Happiness is the only good. The place to be happy is here. The time to be happy is now. The way to be happy is to make others so.” I think his message speaks for itself.


– JACQUES WEISEL SELLING POWER AUGUST 2015 | 5 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


In marketing, simple messages always win. LARRY ELLISON


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