Breaking Buyer Habits
Good Cop-
Find out what type of personality that the person is. Find out how they make decisions like this that you are offering them. Often you will be forced to do this based on the type of sale that you have. If you are selling a product that has a great deal of supply out there from other avenues then you will have to almost sell yourself and your character as much as selling you’re the product. You will have to prove that you are knowledgeable and trustworthy. Your success will be created in the details of the product and applying to how it will benefit your prospect.
Bad Cop-
This is a great sale because there is very little selling. If you have a product that is in high demand then you will have more control on using take-aways and being less concerned whether they purchase it or not. You have to create an image that no matter what they do, you and the company will still be doing great, whereas the customer really needs you and there is no way out.
The prospect has to prove themselves worthy of the product often by spending more or being more aggressive for the product. This is a sale that takes time and can be more expensive. If you try hard to convince on this type of sale then it will backfire on you. In essence they have to be more flexible to you then you to them. It is more time sensitive and requires an immediate decision by the prospect.
Either of these approaches will result in sales if used correctly for the right type of sale. A Good Cop sale is going to take more time. You have to find out what process they appeal to whether that means comparing and contrasting, getting their lawyer to look at the contract, or asking for advice from a close friend. One of the best sales techniques is to help people make a decision is to continue to appeal to their emotions.
Tell Stories-
Testimonials are important because often creatures of habits will have to break their old habits to buy with you. Appeal to both sides of their brain (emotional and analytical) by giving examples of people that purchased your product and those that didn’t and the results of what happened because they didn’t.
People often have the habit of following others and what decisions that they made. If they see people acting fast on your product then they will do the same because the demand is very attractive. Old habits die hard for people, so make sure that whatever you offer makes sense to a prospect that it will not extremely alter their daily routine, but extremely improve their outcome.
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Filed Under Sales And Marketing |
Tagged With Bad-Cop, Buying-Decisions, Creatures-Of-Habit, Good-Cop, Qualify, sales, sales-techniques, Selling-A-Product, Supply-And-Demand, Testimonials
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Thats quite insightful the bad cop technique is used mainly when selling to the public I think?
That is correct. When dealing with a business there tends to be several visits and often a lot of alterations. When you are selling to the consumer then you get to set the rules as far as what options a customer may have as long as you have enough demand for your products.
I’m a total creature of habit, and sometimes I have to stop myself from buying something out of habit! I end up with way too much. (when I shop alone)
If a salesperson comes along, I walk away usually. I loathe pressure.