I almost feel like I am giving away a secret sauce.
If in the next few months I am in a conversation with you about a blog partnership at Senior Housing Forum or a Vigil Health Solution call system and I use this as part of my closing spiel you will respond “Ah Ha”, he is doing that thing he wrote about.
I almost feel like I am giving away a secret sauce. If in the next few months I am in a conversation with you about a blog partnership at Senior Housing Forum or a Vigil Health Solution call system and I use this as part of my closing spiel you will respond “Ah Ha”, he is doing that thing he wrote about.
On the other hand, every time I send out an email or post an article at LinkedIn, readers and potential readers are making a decision to read or not to read. this blog. I want desperately to make sure that when someone makes the decision to read a Senior Housing Forum blog, they are getting information that is interesting, engaging and can be used to improve their senior housing community..
Think This is Not For You?
You may be thinking “I am not a sales or marketing person” . . . but you would be wrong. Along the way, virtually every day, you will want to persuade someone to do something or not do something. It could be getting a prospect to commit to moving in, but it might as easily be getting a resident to take a medication, go to the doctor or take a shower. It might be getting an employee (or a boss) to do something or embrace a new idea. It might be getting a candidate or an employer to say yes to you.
Here It Is
When you read it you will smack yourself in the forehead and say “of course” . . . ok, few of you may say “I know that, been doing it for years.” There is overwhelming research though, that suggests that most of us don;t do this even though it is incredibly effective. In fact it is so effective that doing this will double your chance of getting a Yes over any other technique. . . . After making your case finish with this thought. But you are free to . . . .
- Buy or not buy
- Sign or not sign
- Say yes or say no
The very fact that you are reaffirming that person’s ability to choose makes all the difference in the world. It sends the message that I am not going to punish you or do damage to you if you say no. It says I am going to still like you and talk to you if you say no or that you want to think about it. It says I will not be aggressive toward you.
This technique works best in a face to face selling situation. It is still effective, but less so in an email or telephone conversation. The exact words are not very important rather it is the thought or concept that is important. That’s it! Have you tried it? Does it work? Does it work on you? For more on this concept check out the INC article Most Effective Persuasion Technique You’ve Never Heard Of. That’s it! Have you tried it? Does it work? Does it work on you? Steve Moran
Thanks. This one is a keeper.
Very interesting! I consult in nursing facilities and just today had a need for this exact thing. A big THANKS to you!
Not only do I do what you suggest at a closing, I feel it helps me build trust my relationship with my client. This method truly shocks the old school sales folks. Becoming my clients trusted advisor is important to me. I do recommend ending with why its a great idea to act now 🙂
Having been in marketing for years in senior housing, it is always taught to reaffirm as you go. I really like the aspect though of making sure that the reaffirmation allows the person to make a choice. Especially for the senior themselves who have very little choices left to make for themselves, this is great. Thank you for sharing.
Great article and yes – choice is often the best way to show authenticity and sincerity. It is also important to point out that when you believe and are passionate about what you are doing – sales and marketing is the natural by product.
The “Takeaway”. A classic.