From the course: Flip the Script: A Toolkit for Sellers and Negotiators (Blinkist Summary)

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Leveraging pessimism is the key to success in sales

Leveraging pessimism is the key to success in sales

From the course: Flip the Script: A Toolkit for Sellers and Negotiators (Blinkist Summary)

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Leveraging pessimism is the key to success in sales

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- [Woman] Blink five of six. - [Man] Salespeople are the ultimate optimists and they'll do everything possible to project that optimism onto you. Whatever they're selling is the deal of a lifetime and it will never break or go wrong. Whatever your concerns they'll have an answer, but all this does is put pressure on you, the buyer. A buyer's questions come from a healthy skepticism that you're being offered something too good to be true. And those questions are a vital part of the buying process. A great sales person won't try and brush aside a buyer's pessimism. He'll use it to his advantage. - [Woman] The key message here is leveraging pessimism is the key to success in sales. - [Man] The way to use your buyer's pessimism is by creating a script known as the buyers formula. This encourages your buyer to feel she's in control of the process while allowing you to direct the process to your advantage. Here's how it works in…

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