Provocative selling: The art of using words to succeed in sales



Provocative selling is a new concept that is currently causing much controversy. On the one hand, it reflects all popular sales methods and methods today. But on the other hand, provocative selling is also considered an art, in which we need to achieve the set goals by applying all means, techniques and methods of using words as well as psychology. social to create a successful sales conversation. A successful sales conversation here is understood as maintaining or creating a change that significantly affects the initial conditions and circumstances in which that conversation takes place, sometimes even despite the change. the priorities of others.

Rules and ways of thinking in Provocative Selling

“It is easy to sell items that are currently popular, but how to make that item popular is the most difficult thing.”

GIGANT

It's time for us to lay a new foundation in sales. Many salespeople and consultants have long wanted to find creative ways to design more successful negotiations that lead to good results by closing contracts quickly and consistently. solid.

Once again, the influence we exert underlies all social interactions. Only it can influence and help us control our emotions at a certain sales stage. Therefore, the first thing to do is to start programming or maintain psychological stability towards customers. row.

Only the best salespeople know how to apply emotions in the most necessary way, and at the same time think rationally in using techniques, means and language. They often act intuitively or know how to intrigue customers at a certain stage of the conversation. Therefore, we boldly propose a way of action that requires a friendly contact style, knowledge of modern psychology, worth thinking about and at the same time a new way of selling in practice. current economy. This method helps us maintain our reputation and even helps us improve our position in the eyes of customers.

You have experienced many action, language and thinking models that teach how to talk in sales. They can be provocative, irritating and successful, but for someone new to business, the first priority is still sales profits.

In our view, a new approach to sales is needed. Because:

    * If you do not take full advantage of your technical and methodological abilities as well as your foundation of socio-psychological knowledge and personal experience, each sales conversation is almost certain to fail, even in the seemingly insignificant stages. is not important at all.
    * Provocative selling is not only a matter of using learned knowledge but also of always updating and applying new knowledge.
    * 90%'s success in provocative selling is due to good preparation by the seller.
    * The requirement for trust and credibility prevents us from creating a change in the minds of customers, but only very few people work hard to change that.
    * Provocative selling is the ability to use tricky language rules to persuade the interlocutor.
    * Professional sales-talking skills can only be effective when the salesperson clearly understands the means and methods of applying it.
    * All means and methods in Provocative Selling depend on the purpose of the conversation, the development of the story and the interlocutor.
    * Previous sales psychology only helped create emotions for simple salespeople, but in the sales process, it should be associated with the extremely complex cognitive brain (known as customers). potential goods).
    * In contrast, modern sales psychology creates “push” for salespeople, in which people explain to sales consultants what is going on – especially when the consultant must Explained to them basically and to their surprise, that nothing happened.
    * Provocative selling is a modern sales method by applying the (social) psychology model and using a concise way of conveying information.
    * For all negotiating partners, provocative selling helps set a clear direction for resolution in language, through professional talk about products/services. With the ability to understand based on analysis, salespeople will create honest instincts while talking, while not drawing erroneous conclusions from untrue facts.
    * We first explore the topic of Provocative Selling not as a way to train sales methods but as a way to train information communication methods. Because a bad salesperson always faces pressure to meet targets because he has to work hard for 365 days.
    * On the contrary, a good salesperson is always confident every day, always knows clearly what motivates him to increase sales and what he is lacking.
    * Provocative selling is the art of finding ways to sell successfully according to your wishes.
    * Meaningless statements like "For me, success in sales comes so simple" only show the vague ambitions of amateur salespeople who do not know the point of balance and do not have floating a "bridge" over a precarious abyss of thinking with the deceitful argument that everyone will understand everything on their own, the problem is that they just can't imagine it.  

A little note for all those who are skeptical about provocative sales techniques: If you stop paying attention to it and treat it as a boring art, you will only perform at a mediocre level. unfinished degree.

What is the Harvard selling style and Provocative Selling?

Germany, May 2005. A conversation took place at a professional improvement workshop for leaders of a large enterprise - which is Deutsche Telekom's main competitor. This seminar was called “The Art of Customer Persuasion” and was held at a hotel in the Rhein-Main region. In addition to senior management experts, the conference also attracted many sales experts.

During the break, a female hotel employee - who is responsible for coordinating the provision of services for the entire building - approached the conference guests and said: "Your company often uses use our hotel's services to organize events, so we would like to accept your offer to provide services, instead of using Deutsche Telekom's services. But I don't know how long the transition plan will take. The service department told me that the process of switching suppliers could take three days. This doesn't work for us. We cannot afford to be without the Internet for that long because it will cause damage to our business. That's why we would rather use Deutsche Telekom's services.”

- What? Three days? – One of the company leaders asked again with a surprised voice.

– Yes, three days.

– So, if three days is really needed, then the problem is: Deutsche Telekom as a monopoly service provider simply does not want to switch faster.

- Yes, maybe so. However, it's worth it, we can't wait for all three days, even if your offer is very attractive. As said, we decided to continue using Deutsche Telekom's services and its T-online service.

The conversation only lasted about 10 minutes, and the female customer was convinced that the network switch would take three days, so her hotel would suffer damage within those three days.

During the conversation, all participants repeated the word "Deutsche Telekom" no less than 15 times, while no one mentioned the name of their business.

In short, the words “Deutsche Telekom” were printed in the head of the female hotel employee who was also a potential customer, and she felt like an expert in this field when she knew for sure that switching suppliers would level takes up to three days. Her interlocutors were passive and unable to make convincing arguments in their favor.

Finally, the department manager promised to collect the necessary information in the shortest time and send the hotel a new quote. However, from May to August, nothing changed. It's clearly a mythical sales style.

From the above example, we can now introduce the following concepts:

    * The Harvard model in negotiation is a form aimed at mutual cooperation based on idealization as well as belief in a good, talented person, as opposed to oneself. This model considers receiving satisfaction from customer service as the most important issue, not sales. At the same time, this model also contains egoism, contrary to its principles. While calling for friendliness with the slogan "Our unity is strength!", egoism never cedes its rights to anyone and laughs at its opponents behind their backs.
    * Provocative selling techniques are understood from two aspects: On the one hand, it researches and reviews all popular sales methods, methods and models up to now. On the other hand, it is considered a special art, whereby the seller (speaker) applies all methods, techniques and methods related to linguistic and socio-psychological aspects while speaking. talk to achieve 100% target. That is the art of persuasion. Attractiveness in conversation is contextual and influenced by changes in framing conditions - sometimes even intentionally ignoring the other person's priorities. 

Why must we emphasize these differences?

Nearly all sales seminar programs and professional training courses for sales staff are built on the Harvard model. It seems that this model has become a universal prescription for anyone who wants to become a successful sales person that Theodore Levitt - head of the Marketing Department at Harvard University, once "prescribed" in 1983: "The period of The speedy invasion is over...!”.

Thus, the expression “the overall value of a product or service” (Carl D. Zeiss/ Thomas Gordon) has a completely different meaning. This new pricing approach, on the one hand, targets customer loyalty and, on the other hand, focuses on long-term relationships with customers, or at least medium-term relationships. In addition, the sales process is also complicated by dense relationships. In the past, the traditional buying/selling war created winners (and losers) and the consequences were the destruction of relationships and “heavy invisible losses” between parties. related, requiring them to move towards Harvard's win-win model.

However, in this day and age, long-term projects with well-thought-out strategies no longer have great significance. Times in sales now seem faster and harsher. Today, those who work poorly in this field should probably be ready to find another job tomorrow.

The maxim "time is money" accurately reflects the nature of the manufacturing or commercial industry. Professional bidders often explain the "formula" for buying good goods at cheap prices, while those who have a lot of money to leave behind cover it up with beautiful words like frugality or "no budget". In many cases, this “cost-saving” formula is established by famous “strategy consultants”. McKinsey, Bain, Booz Allen and many others have designed these programs to apply new strategies. 

Using pressure to sell products (hard selling) is increasingly unpopular, because it involves deceptive tricks (more or less).
And for the truth to always be present, we would like to respectfully introduce to you the "Provocative Selling" method.

Rules and ways of thinking in Provocative Selling

“It is easy to sell items that are currently popular, but how to make that item popular is the most difficult thing.”

GIGANT

It's time for us to lay a new foundation in sales. Many salespeople and consultants have long wanted to find creative ways to design more successful negotiations that lead to good results by closing contracts quickly and consistently. solid.

Once again, the influence we exert underlies all social interactions. Only it can influence and help us control our emotions at a certain sales stage. Therefore, the first thing to do is to start programming or maintain psychological stability towards customers. row.

Only the best salespeople know how to apply emotions in the most necessary way, and at the same time think rationally in using techniques, means and language. They often act intuitively or know how to intrigue customers at a certain stage of the conversation. Therefore, we boldly propose a way of action that requires a friendly contact style, knowledge of modern psychology, worth thinking about and at the same time a new way of selling in practice. current economy. This method helps us maintain our reputation and even helps us improve our position in the eyes of customers.

You have experienced many action, language and thinking models that teach how to talk in sales. They can be provocative, irritating and successful, but for someone new to business, the first priority is still sales profits.

In our view, a new approach to sales is needed. Because:

    * If you do not take full advantage of your technical and methodological abilities as well as your foundation of socio-psychological knowledge and personal experience, each sales conversation is almost certain to fail, even in the seemingly insignificant stages. is not important at all.
    * Provocative selling is not only a matter of using learned knowledge but also of always updating and applying new knowledge.
    * 90%'s success in provocative selling is due to good preparation by the seller.
    * The requirement for trust and credibility prevents us from creating a change in the minds of customers, but only very few people work hard to change that.
    * Provocative selling is the ability to use tricky language rules to persuade the interlocutor.
    * Professional sales-talking skills can only be effective when the salesperson clearly understands the means and methods of applying it.
    * All means and methods in Provocative Selling depend on the purpose of the conversation, the development of the story and the interlocutor.
    * Previous sales psychology only helped create emotions for simple salespeople, but in the sales process, it should be associated with the extremely complex cognitive brain (known as customers). potential goods).
    * In contrast, modern sales psychology creates “push” for salespeople, in which people explain to sales consultants what is going on – especially when the consultant must Explained to them basically and to their surprise, that nothing happened.
    * Provocative selling is a modern sales method by applying the (social) psychology model and using a concise way of conveying information.
    * For all negotiating partners, provocative selling helps set a clear direction for resolution in language, through professional talk about products/services. With the ability to understand based on analysis, salespeople will create honest instincts while talking, while not drawing erroneous conclusions from untrue facts.
    * We first explore the topic of Provocative Selling not as a way to train sales methods but as a way to train information communication methods. Because a bad salesperson always faces pressure to meet targets because he has to work hard for 365 days.
    * On the contrary, a good salesperson is always confident every day, always knows clearly what motivates him to increase sales and what he is lacking.
    * Provocative selling is the art of finding ways to sell successfully according to your wishes.
    * Meaningless statements like "For me, success in sales comes so simple" only show the vague ambitions of amateur salespeople who do not know the point of balance and do not have floating a "bridge" over a precarious abyss of thinking with the deceitful argument that everyone will understand everything on their own, the problem is that they just can't imagine it.  

A little note for all those who are skeptical about provocative sales techniques: If you stop paying attention to it and treat it as a boring art, you will only perform at a mediocre level. unfinished degree.

What is the Harvard selling style and Provocative Selling?

Germany, May 2005. A conversation took place at a professional improvement workshop for leaders of a large enterprise - which is Deutsche Telekom's main competitor. This seminar was called “The Art of Customer Persuasion” and was held at a hotel in the Rhein-Main region. In addition to senior management experts, the conference also attracted many sales experts.

During the break, a female hotel employee - who is responsible for coordinating the provision of services for the entire building - approached the conference guests and said: "Your company often uses use our hotel's services to organize events, so we would like to accept your offer to provide services, instead of using Deutsche Telekom's services. But I don't know how long the transition plan will take. The service department told me that the process of switching suppliers could take three days. This doesn't work for us. We cannot afford to be without the Internet for that long because it will cause damage to our business. That's why we would rather use Deutsche Telekom's services.”

- What? Three days? – One of the company leaders asked again with a surprised voice.

– Yes, three days.

– So, if three days is really needed, then the problem is: Deutsche Telekom as a monopoly service provider simply does not want to switch faster.

- Yes, maybe so. However, it's worth it, we can't wait for all three days, even if your offer is very attractive. As said, we decided to continue using Deutsche Telekom's services and its T-online service.

The conversation only lasted about 10 minutes, and the female customer was convinced that the network switch would take three days, so her hotel would suffer damage within those three days.

During the conversation, all participants repeated the word "Deutsche Telekom" no less than 15 times, while no one mentioned the name of their business.

In short, the words “Deutsche Telekom” were printed in the head of the female hotel employee who was also a potential customer, and she felt like an expert in this field when she knew for sure that switching suppliers would level takes up to three days. Her interlocutors were passive and unable to make convincing arguments in their favor.

Finally, the department manager promised to collect the necessary information in the shortest time and send the hotel a new quote. However, from May to August, nothing changed. It's clearly a mythical sales style.

From the above example, we can now introduce the following concepts:

    * The Harvard model in negotiation is a form aimed at mutual cooperation based on idealization as well as belief in a good, talented person, as opposed to oneself. This model considers receiving satisfaction from customer service as the most important issue, not sales. At the same time, this model also contains egoism, contrary to its principles. While calling for friendliness with the slogan "Our unity is strength!", egoism never cedes its rights to anyone and laughs at its opponents behind their backs.
    * Provocative selling techniques are understood from two aspects: On the one hand, it researches and reviews all popular sales methods, methods and models up to now. On the other hand, it is considered a special art, whereby the seller (speaker) applies all methods, techniques and methods related to linguistic and socio-psychological aspects while speaking. talk to achieve 100% target. That is the art of persuasion. Attractiveness in conversation is contextual and influenced by changes in framing conditions - sometimes even intentionally ignoring the other person's priorities. 

Why must we emphasize these differences?

Nearly all sales seminar programs and professional training courses for sales staff are built on the Harvard model. It seems that this model has become a universal prescription for anyone who wants to become a successful sales person that Theodore Levitt - head of the Marketing Department at Harvard University, once "prescribed" in 1983: "The period of The speedy invasion is over...!”.

Thus, the expression “the overall value of a product or service” (Carl D. Zeiss/ Thomas Gordon) has a completely different meaning. This new pricing approach, on the one hand, targets customer loyalty and, on the other hand, focuses on long-term relationships with customers, or at least medium-term relationships. In addition, the sales process is also complicated by dense relationships. In the past, the traditional buying/selling war created winners (and losers) and the consequences were the destruction of relationships and “heavy invisible losses” between parties. related, requiring them to move towards Harvard's win-win model.

However, in this day and age, long-term projects with well-thought-out strategies no longer have great significance. Times in sales now seem faster and harsher. Today, those who work poorly in this field should probably be ready to find another job tomorrow.

The maxim "time is money" accurately reflects the nature of the manufacturing or commercial industry. Professional bidders often explain the "formula" for buying good goods at cheap prices, while those who have a lot of money to leave behind cover it up with beautiful words like frugality or "no budget". In many cases, this “cost-saving” formula is established by famous “strategy consultants”. McKinsey, Bain, Booz Allen and many others have designed these programs to apply new strategies. 

Using pressure to sell products (hard selling) is increasingly unpopular, because it involves deceptive tricks (more or less).
And for the truth to always be present, we would like to respectfully introduce to you the "Provocative Selling" method. Kaestern Bredemeier.