I asked her if that was the "Insult Sales Technique".
By the frown on her face, she didn’t think I was too funny.
But I got a good laugh out of the odd number of skiers stopped at the top of the run, buckling down their boots, adjusting their gear, or waiting for friends before launching onto the ski run.
I don’t know if you ski or not, but I like to during the winter here in California.
A few days ago I took a Thursday off to go ski with some buddies. We were at the top of the Red Dog chair at Squaw Valley USA, and we decided to stop and take a picture of our dudeful selves with Lake Tahoe in the background.
There was a photographer there, taking pics for free and then selling em to you later off a website if you liked them.
One of my friends had the gall to ask her if she would take our picture with his camera phone.
Now what do you think she said?
Of course she said "No".
Smart gal, up to this point that is…
I mean if she had said yes, then every other yahoo would ask "Oh can you please take a picture of me with my camera too?" And then she wouldn’t have any business.
But then he asked her again.
And this time she said
Sorry, I am not going to touch puny little camera of yours.
I couldn’t help myself upon hearing that. I just had to throw out a wise-ass comment. And that’s when I asked her "Is that the Insult Sales Technique?"
She didn’t know what to say to that. And that is where her inflexibility hurt her. If she had wise-cracked back, she would have built some rapport with us, and she would have enrolled some other prospects up there simply by being entertaining.
What she should have done was started speaking louder so every skier prospect around could hear her and she should have said something these crazy dudes who wanted her, a Professional Photographer, to take a picture of them with their crummy little cell-phone camera.
She should have said that she just couldn’t do it, because it would be a crying shame to waste such a good photo shot on an image that these dudes would be embarrassed to show anyone.
In short what she should have done was capitalized on the situation in an entertaining manner by selling the consequences of wasting one’s time with a crummy camera phone.
But then she obviously hasn’t listened to my Persuasive Selling Skills Audio Program. Because if she had, she would understand how to position against a competitive alternative (like a cell phone camera) using the power of consequences.
Consequences wrapped in entertainment would have gotten her more sales. But she didn’t know how.
Do you know how to use the power of consequences to sell? If not, now’s the time to start learning how. This could be just the thing you need to know to close your next deal this month.
Sell with Pride,