Have your say: Most professional buyers have an unfavor- able view of closing techniques. I once trained professional buyers from three large organizations in a program that developed negotiating skills. I circulated a questionnaire among 54 of these buyfers that included the question: If you detect that a seller is using closing techniques while selling to you, what effect, if any, does this have on your likelihood of buying? Their answers were: More likely to buy 2 Indifferent 18 Less likely to buy 34 Nobody knows better than I do that this type of questionnaire data isnt a very reliable guide to actual behavior. But despite all the limitations of this kind of evidence, closing techniques certainly dont seem to be fa- vorites with professional buyers. Ive seen a number of books and train- ing programs which claim that sophisticated buyers: react very positively to the use of closing techniques because its a sign that theyre dealing with a professional. Thats dangerous nonsense. Theres not one scrap of evidence to back that sort of assertion. The few existing research studies all suggest that the more sophisticated buyers react negatively to the use of closing. From Spin Selling.
Posted on: Sun, 10 Aug 2014 03:48:27 +0000
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