Timing
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Pillar Two (2) of the customer's decision: Timing. Why should I do it now?
You've heard it before - "gotta create some urgency with these people."
So how do you push without being pushy? We need to create some "constructive tension," while making it clear to the customer that they are in control. When the customer feels that they're in control, they feel comfortable, and they continue the conversation. Use the magical phrase, "it's up to you."
Reflection and Discussion:
Can you think of a time when someone was trying to pressure you into doing something? How did it make you feel when they continually pushed for what they wanted you to do or buy?
Imagine saying the phrase "it's up to you" to a customer. Would you be nervous that it seems like you're letting them off the hook, and it might have the opposite effect?
Is this a phrase that you'd use towards the beginning of an interaction? Or towards the end?
When are you typically making recommendations to the customer. Is it towards the beginning? Why or why not?
What are some things that create urgency?
Practice how you would say this to a customer, and then add your own version of the phrase, "it's up to you."
You've heard it before - "gotta create some urgency with these people."
So how do you push without being pushy? We need to create some "constructive tension," while making it clear to the customer that they are in control. When the customer feels that they're in control, they feel comfortable, and they continue the conversation. Use the magical phrase, "it's up to you."
Reflection and Discussion:
Can you think of a time when someone was trying to pressure you into doing something? How did it make you feel when they continually pushed for what they wanted you to do or buy?
Imagine saying the phrase "it's up to you" to a customer. Would you be nervous that it seems like you're letting them off the hook, and it might have the opposite effect?
Is this a phrase that you'd use towards the beginning of an interaction? Or towards the end?
When are you typically making recommendations to the customer. Is it towards the beginning? Why or why not?
What are some things that create urgency?
Practice how you would say this to a customer, and then add your own version of the phrase, "it's up to you."