Changing your Coeur d’Alene Idaho business prospect’s expectations can be an extremely powerful closing tool, but one that does require much practice to perfect. For example, most people will enter a shoe store to check out what’s new in footwear and at most expect to purchase one pair of shoes.
But what if the Idaho shoe salesperson focused on changing the prospect’s expectations? Instead of focusing on selling shoes, the focus would be to persuade the prospect that purchasing more than one pair of shoes would be a wise decision for whatever reason is valid at that point.
This technique works because when we have determined our expectation prior to shopping or making a purchase, we have set the parameters of what we expect will happen and what we expect to purchase. When that expectation is suddenly changed or influenced by a professional persuader it throws our thought pattern out of whack and, more importantly, changes our built-in defense mechanisms to salespeople, clearing the path or opening our minds to new ideas.
Shift Expectation
The easiest way to shift expectations is to tie in an excellent reason for the CDA Idaho business prospects to forget about why they are buying and motivate them to buy more than or something other than what they expected to purchase. The reason that is created to change expectations has to benefit the buyer more than anything else does in the sales equation. This could be a discount for buying more or a relevant incentive, such as buy the two pairs of shoes and receive a free ticket to a local running clinic or seminar. Once you have established what the prospects’ expectations are you can then devise a plan to throw them slightly off balance by introducing something that will greatly change their expectations and in doing so greatly increase your odds of closing and at a higher value.
