Using reverse psychology to win in sales

education, Human Brain, Marketing, mindset, psychology, Thinking

Most customers believe that when a sales person comes / talks or meets them, they will talk superlative about their company products and services. A lot of that will be worthless and baseless.

So most customers raise their guard and are ready with all kinds of objections to counter the claims of the sales person. Its just a mindset issue.

I have mentioned many times that marketing and sales are all about applied psychology. So if we know that the customer will come up with various objections to our offer, why not give out all the things that your offer does not have – upfront. This way you will puncture all the arguments that the customer could have been trying to add up against your offer.

Obviously you need to word it in such a way , that it does not demean the solution that you have provided. You could put it as …. most of the vendors have policies that completely disregard the customer’s need for authority….we were also like that….however we have now got better sense and brought about this change so that you have the authority….

By acknowledging the challenges upfront, you disarm the buyer with whatever objections they were intending to raise against you.

In addition if you have been educating your buyers , using your marketing, then the buyer would already have been primed with the fact that you keep the customer’s interests in mind first. Which helps reduce the pressure on the sales team when they are selling.

It’s taken me many years to utilize the understanding of human psychology in improving my customer handling capabilities and I am trying to still learn everyday. You should also see how you can utilize this knowledge.

Till next time then.

Carpe Diem!!!

As an example

Living abundantly

Abundance, compounding, dreams, Financial Independence, Human Brain, mindset

I keep talking about getting financial freedom or financial independence and how you utilise the magic of compounding to help you get financially free. However compounding is a very very long term game.

While you should be investing, it does not mean that you stop living your life Today. It does not mean scrimping through life. I was telling one of my relatives today, on this same philosphy, that you should learn to live abundantly . What is the point of having money which you save all through your life, but you yourself never enjoy it.

If you’re scrimping to save everything, so that you have something in the future that you will enjoy, then by the time you reach the age when you think you can enjoy, you will be too old to enjoy.

That’s why I mention, that you need to save also for your dreams and tick of the things on your bucket list while you are saving money. I have a huge bucket list of my own, which keeps growing. So while there’s some amount you are investing for the long term, you also need to have a fund to achieve various dreams that you have. And when you hit that target you need to actually go out and do that activity to achieve your dream.

At the moment because of the Covid restrictions, we cannot travel out of India, I am right now active every weekend exploring different countries on YouTube and listing out what I will do when restrictions get removed. Not sure in what shape and form travel will be allowed but I am still putting things on my bucket list.

Now your dreams could be making a boat, or weaving a carpet or going on a hike, take your time to do these activities. Because when you achieve your dreams, it helps improve the performance of your brain. If the brain performs better you actually achieve more and you get more abundance overall. You trick your brain by living abundantly and therefore get more abundance. Its a mindset issue. I am not taking about taking loans and living out of your means. However I am definitely asking you to invest money for your short term dreams, mid-term aspirations and long term goals, instead of only long term goals.

Till next time then.

Carpe Diem!!!

Can-Do

mindset, possibility thinking, problem solving

The first international foray that I was personally involved with was into Singapore. The OEM partner (the elephant that we chose to ride at that time) that we used to work with had their regional headquarters in Singapore. The India geography was part of South Asia which used to be clubbed with ASEAN at that time.

While we had our own operation in the US also, this was the first international operation which would be handled out of India. Eventually we were able to execute business in 11 countries out of India.

The various people whom I met in our partner’s office were nice and helpful. However there was one lady who I remember even today because of a phrase she used “CAN-DO”. She was responsible for the business from Singapore for our partner.

I remember we were both in the car and she was explaining the challenges that they face while doing Implementation and asked me questions on various scenarios and how we would handle such situations since we were based out of India. After I had answered all the situations honestly she just mentioned ” I like your CAN-DO attitude “. We eventually went on to do business in Singapore and all the other ASEAN countries for years.

I have always tried to find solutions with whatever I have – quite often I have failed, but a lot of times I have succeeded spectacularly but no one had given this attitude of mine a name. This possibility thinking has got me a lot of rewards.

Now when people try to keep show casing all the reasons why a problem can’t be solved, I use the same term and ask them to learn to get a “CAN-DO” attitude.

Till next time then …. “CAN-DO”

Carpe Diem!!!

Scarcity or Abundance

Abundance, mindset

If you look at the news channels everyday more often than not you will see things that are wrong , with our world.

On the other hand if you see poor illiterate farmers are using cell phones in India and various parts of Africa. I was surprised to see a demo of how a fertilizer company has given a Voice BoT as part of their mobile application and farmers use it in their language.

Earlier when I used to go to get my haircut done at the salon, after the cut the barber would hold a mirror at the back of my head. Since there were mirrors in the front also, I would see the reflection of the reflection of the rear mirror. Now after the pandemic I have avoided going to the salons because there’s a lot of people. I use a local utility App and they send me a barber at home.

This utility app connects me to the barber because he’s also using a smart phone. After my haircut this barber now takes the photos of how he has cut my hair and shows me. I can zoom into the photo and get the finer details of my cut which I could not get before in the salon. Some people are looking at creative uses of what they (the smartphone) instead of thinking of what they don’t have (the large mirrors of a salon)

Another example of how semi literate people are using the smart phone to cut the time in decision making for closing an order. I was getting a chest of drawers being made. To close the laminate to be put, my carpenter didn’t bring me samples to approve before fixing it in his factory. Instead he saved time and money ( 1 hour in traveling each side and then the time to show me the various options) . He just sent me the photos of all the options he thought would look good and then asked us to choose. Zero cost.

There was a time less than a few years back when we used to spend about a dollar a minute to call North America from India. Today we do video calls virtually free. So much abundance.

The news papers and television channels would make you think the world is coming to an end, because they run a business. They need a higher viewership so that they get advertising revenues.

However if you look at the world around you, you will see so many good things happening. Become inquisitive about them.

Till next time keep an abundance mindset.

Carpe Diem!!!