Events Reinforcement - Motivating Buyers with Negative Reverse Selling
Being told what to do activates a defense mechanism that makes it more enticing to make a different choice. When buyers are pushed towards a sales goal, they pull back; when the salesperson pulls back, the buyer moves the deal forward.
In this course, learn about the role of reactance in motivating the buyer to exercise choice in the buying process. Using Pendulum Theory, learn how to respond to buyers based on their attitude profile. Use negative reverse questioning strategies to steer the conversation appropriately. Enable buyers to overcome preconceived judgments and objections to get to the truth.
Through hands-on activities and peer-to-peer learning, you can learn to control the conversation through negative reversing.
Trainer: Steve Weyl
Being told what to do activates a defense mechanism that makes it more enticing to make a different choice. When buyers are pushed towards a sales goal, they pull back; when the salesperson pulls back, the buyer moves the deal forward.
In this course, learn about the role of reactance in motivating the buyer to exercise choice in the buying process. Using Pendulum Theory, learn how to respond to buyers based on their attitude profile. Use negative reverse questioning strategies to steer the conversation appropriately. Enable buyers to overcome preconceived judgments and objections to get to the truth.
Through hands-on activities and peer-to-peer learning, you can learn to control the conversation through negative reversing.
Trainer: Steve Weyl