Selling compliances
Posted by Stephen Rhodes
Ed Ludlow, a certified sales professional and consultant, shared his thoughts on the psychology of selling compliances, at Monday's meeting.
Ed said there are eight compliances - authority, reciprocity, rapport, reason, efficiency, consistency, social evidence and scarcity.
He touched on each and the stategies and tactics that might be used to build strong relationships with customers and improve sales.
He also engaged club members on whether using compliances was ethical. Ed says the test is: Is is legal? Is it balanced? and How will it make me feel about myself.
Sounds like the four way test.
He touched on each and the stategies and tactics that might be used to build strong relationships with customers and improve sales.
He also engaged club members on whether using compliances was ethical. Ed says the test is: Is is legal? Is it balanced? and How will it make me feel about myself.
Sounds like the four way test.