Here’s why you shouldn’t use fear, guilt, or shame as a tactic when people say no and what to do instead.
7 min read
This article has been translated from our English edition.
Kindly supported by Rahkim Sabree
- Put yourself in the customer’s shoes, you won’t like anything they push you to buy.
- If you feel sorry for buying a product or service, it means something is wrong.
- Sometimes what is in the sales book does not fully apply to reality.
When you’re selling a product or service, it is inevitable that at some point they will tell you no. In fact, you will likely be told no multiple times before you get your first yes, and even then you will continue to get rejected. The success of your business likely depends on your ability to meet a need and overcome objections. Your default outlook may be “no” for a variety of reasons, including timing, urgency, courtesy, and fear. That’s why it’s important Think of “no” as an opportunity to help the prospect to understand the value of what you want to sell.
The dark side of selling is using aggressive tactics like shame, guilt, or despair. win over a potential customer. Although fear-based marketing strategies can be effective, your new customer may feel needed or taken advantage of. Business models such as network marketing or MLM (multi-level marketing) are known to use this tactic. Sales reps promise financial freedom, flexibility, more business acumen, and all of the benefits of being your own boss. Unfortunately, it’s a familiar tactic to take advantage of the poverty and desperation that goes with it: I once bought an “Elite Training” package to learn a skill that I could later have learned for much cheaper or free.
Here are three reasons why you shouldn’t use fear, guilt, or shame as a selling tactic, and what to do instead.
1. You decrease confidence
Trust is a cornerstone in most relationships. If you are using guilt, fear, or shame as a selling tactic, You put your customers in a corner where their emotional reaction makes them feel compelled to buy somethingnot because they really need your product or service. That damages your relationship with that prospect beyond repair.
Instead, use relevant, easily identifiable examples that show the potential customer why your product, service, or idea is the best fit for their company. May they choose you with confidence, not fear.
2. They are less likely to share their decision with others.
When I was pressured to buy the aforementioned “elite workout,” I told a group of three people I trusted that I thought about it before taking the plunge. When I asked her, “What if it doesn’t work?” Her comments were “If someone can do it, you can!” His belief in me sold me. As soon as I bought it I started to doubt and question my decision.
I kept the fact that I bought this a secret for several years until it was far enough in my rearview mirror to openly discuss it. Word of mouth is still one of the most effective marketing strategiesand I refused to tell others about the opportunity because I was embarrassed and felt taken advantage of. Reading reviews and reports from other people who had been in similar situations made matters worse for me as I felt stupid to be a victim of it.
A great way to know how your customers are feeling when buying your sales is this ask them directly. One metric you can use is Net Promoter ScoreThis measures the likelihood that the customer will recommend your product or service to friends or family. Asking this question can help you determine how the customer feels about the interaction they have made and the purchase You can subliminally encourage them to go out and share their experiences with others, a win for you.
3. Turn it off
Some people may see the value of what you are selling, but they are simple They lose interest because they think your sales approach is aggressive. You identify with the discomfort of the triggers associated with fear, guilt, or despair and associate your tone with that discomfort. You may have seen this pattern in previous sales attempts and disconnected. After the first “no” you can get more aggressive and push harder, which will make your decision easier. You could even tell friends, co-workers, and family members about the experience and prevent them from giving a speech for you.
Understand that not every customer is your ideal customer It is important to establish and adhere to the boundaries associated with building trust, creating value and closing a sale. Instead, try to figure out what the barriers are to getting your prospects to answer yes. Is it about money, time, circumstances, or commitment? If you can make it easy for that person to do business with you, they probably will. And if it’s something that is out of your control, a positive ending can lead them to seek you out once they find out what’s keeping them from getting on board.
Whenever I am approached by something that feels like a “salesperson”, I immediately protect myself from textbook sales strategies that people use to convince you. Ready toTendency towards language, towards the tone of open or directed questionsand I start saying “no” even before the pitch is reached. As a consultant and coach, I also have to be careful about how I make potential clients feel. I make sure I build trust, create an experience they want to share, and leave positive the interaction that invites them to come back or if working with me makes sense in the future.