Sources
Photos from https://www.alamy.com
https://www.pon.harvard.edu/daily/negotiation-skills-daily/for-a-mutually-beneficial-agreement-collaboration-is-key/
http://smallbusiness.chron.com/cutting-prices-good-marketing-strategy-61446.html
http://changingminds.org/disciplines/sales/closing/ask-the-manager_close.htm
https://blog.hubspot.com/sales/how-to-close
https://en.wikipedia.org/wiki/Framing_effect_(psychology)
https://drhurd.com/2014/12/02/50104/
https://www.simplypsychology.org/compliance.html
https://en.wikipedia.org/wiki/Door-in-the-face_technique
https://www.psychologytoday.com/us/blog/brain-wise/201310/the-power-the-word-because-get-people-do-stuff
Langer, E., Blank, A., & Chanowitz, B. (1978). The mindlessness of Ostensibly Thoughtful Action: The Role of “Placebic” Information in Interpersonal Interaction. Journal of Personality and Social Psychology, 36(6), 635-642.
https://www.pon.harvard.edu/daily/negotiation-skills-daily/for-a-mutually-beneficial-agreement-collaboration-is-key/
http://smallbusiness.chron.com/cutting-prices-good-marketing-strategy-61446.html
http://changingminds.org/disciplines/sales/closing/ask-the-manager_close.htm
https://blog.hubspot.com/sales/how-to-close
https://en.wikipedia.org/wiki/Framing_effect_(psychology)
https://drhurd.com/2014/12/02/50104/
https://www.simplypsychology.org/compliance.html
https://en.wikipedia.org/wiki/Door-in-the-face_technique
https://www.psychologytoday.com/us/blog/brain-wise/201310/the-power-the-word-because-get-people-do-stuff
Langer, E., Blank, A., & Chanowitz, B. (1978). The mindlessness of Ostensibly Thoughtful Action: The Role of “Placebic” Information in Interpersonal Interaction. Journal of Personality and Social Psychology, 36(6), 635-642.
Script
Sell Anything! How to Negotiate and Persuade | Sai-cology [Ep. 13]
ONE DAY ONLY! HEAD ON DOWN TO YOUR LOCAL OTTO’S AUTOS TO GET YOUR NEW USED CAR TODAY!
Ever wonder why salespeople are just so convincing? Or maybe you want to beat them at their own game! Today on Sai-Cology, we’ll be talking about ways to negotiate and persuade.
SAICOLOGY INTRO
Sell Used Cars
First things first, you gotta make sure you come off as neutral. As if you want the best for both parties. The last thing people want, is to feel like their getting screwed over-- so you need to put them at ease, make them feel sympathized with. You can do this by sharing anecdotes of when you were on their side of things, saying that you understand their situation, asking them questions, sharing “insider” information, or making multiple offers and options for them to choose for. People are far more receptive to those they like and trust.
Sum Cost Effect/Discount Pricing
Many times people will negotiate by slowly and slowly compromising so that it seems like you are saving a lot when really it is only a minimal amount different each time and the total of the discount is not really much. If you price your products higher, their perceived value goes up automatically since people assume there is a justification for it being more expensive. If something is cheap people might think it is not quality-- so if you price high then tell them you can give it to them for lower, they will want it much more than if it was the lower price to begin with.
Scarcity and Exclusivity
We also like things that are scarce and exclusive -- less quantity means higher value, with “one of a kind” being the most sought after of all.
Kiss the Messenger, not the Manager
Salespeople will constantly check in with their “manager.” This is for multiple reasons. First it makes you have to wait around longer and get more anxious about what they could be saying-- this can lead to stress, frustration, boredom or exhaustion which all make us more susceptible to suggestibility and saying yes. Imagine someone asked you to play scrabble. If you have other things to do you say no-- but if you are sitting around with nothing else to do, you’ll probably say yes just to change the pace and do anything. By the time you negotiate and wait for the final price to come around, you’ll be too over it to negotiate further and just agree to what they offer. The other reason is that it creates a person to blame. Usually the manager is in a back or top office and you don’t speak with them directly, so you can place your frustrations onto them easily. Then, the salesperson can push any blame onto them and relate to you more easily, thus making you sympathize with each other and form a closer connection than if they are the ones being the bad guy. Once this happens, you’re more likely to want to help them and agree with what
they are selling since you’re on the same side. If you want to learn more about how to close a deal-- check out this weeks bonus episode, coming soon.
Aversion and Framing
Like I mentioned in episode 9, Humans are very loss and risk and change averse people. You can use the Framing Effect to change losses into wins. When you’re trying to sell something, you want to focus on what they will gain. So, say something like “I’ll give you my car for $1000” rather than “give me $1000 for my car.”
Today, we talked about how to negotiate and persuade. Next week, we’ll talk more about this same topic, and after that we’ll cover how to make people tell the truth. As always, be sure to like, subscribe and hit that bell and comment down below any thoughts, comments or experience you’ve had. See you next time and remember, to behave yourself.
ONE DAY ONLY! HEAD ON DOWN TO YOUR LOCAL OTTO’S AUTOS TO GET YOUR NEW USED CAR TODAY!
Ever wonder why salespeople are just so convincing? Or maybe you want to beat them at their own game! Today on Sai-Cology, we’ll be talking about ways to negotiate and persuade.
SAICOLOGY INTRO
Sell Used Cars
First things first, you gotta make sure you come off as neutral. As if you want the best for both parties. The last thing people want, is to feel like their getting screwed over-- so you need to put them at ease, make them feel sympathized with. You can do this by sharing anecdotes of when you were on their side of things, saying that you understand their situation, asking them questions, sharing “insider” information, or making multiple offers and options for them to choose for. People are far more receptive to those they like and trust.
Sum Cost Effect/Discount Pricing
Many times people will negotiate by slowly and slowly compromising so that it seems like you are saving a lot when really it is only a minimal amount different each time and the total of the discount is not really much. If you price your products higher, their perceived value goes up automatically since people assume there is a justification for it being more expensive. If something is cheap people might think it is not quality-- so if you price high then tell them you can give it to them for lower, they will want it much more than if it was the lower price to begin with.
Scarcity and Exclusivity
We also like things that are scarce and exclusive -- less quantity means higher value, with “one of a kind” being the most sought after of all.
Kiss the Messenger, not the Manager
Salespeople will constantly check in with their “manager.” This is for multiple reasons. First it makes you have to wait around longer and get more anxious about what they could be saying-- this can lead to stress, frustration, boredom or exhaustion which all make us more susceptible to suggestibility and saying yes. Imagine someone asked you to play scrabble. If you have other things to do you say no-- but if you are sitting around with nothing else to do, you’ll probably say yes just to change the pace and do anything. By the time you negotiate and wait for the final price to come around, you’ll be too over it to negotiate further and just agree to what they offer. The other reason is that it creates a person to blame. Usually the manager is in a back or top office and you don’t speak with them directly, so you can place your frustrations onto them easily. Then, the salesperson can push any blame onto them and relate to you more easily, thus making you sympathize with each other and form a closer connection than if they are the ones being the bad guy. Once this happens, you’re more likely to want to help them and agree with what
they are selling since you’re on the same side. If you want to learn more about how to close a deal-- check out this weeks bonus episode, coming soon.
Aversion and Framing
Like I mentioned in episode 9, Humans are very loss and risk and change averse people. You can use the Framing Effect to change losses into wins. When you’re trying to sell something, you want to focus on what they will gain. So, say something like “I’ll give you my car for $1000” rather than “give me $1000 for my car.”
Today, we talked about how to negotiate and persuade. Next week, we’ll talk more about this same topic, and after that we’ll cover how to make people tell the truth. As always, be sure to like, subscribe and hit that bell and comment down below any thoughts, comments or experience you’ve had. See you next time and remember, to behave yourself.