Masters of Indirect Pressure . Kids know how to use “indirect pressure.” Indirect pressure is a way to follow up with authority, instead of apologetically. Here’s an example of kids applying indirect pressure: . “Daddy, remember when you said the next time we go to the store, I can definitely get a toy? You said that right? You remember you said it, right?” . Before Daddy has time to remember if he actually said that, he’s in the car, on the way to the store. . In a sales environment, this looks a little different, but the concept is the same. In this example, notice the difference between the novice salesperson and the expert salesperson. . If a prospect says they’ll be more available to talk next week, when you call them back don’t say, “I just wanted to call you back,” or “I’m just checking in.” An expert salesman may say something like, “Hey, John. You told me to follow up with you this week, so I’m calling to follow up. I’m excited to share with you what I have.” . The novice’
Comments
Post a Comment