Impulse Factors:rebuttal and resistance destroyers
Posted: Sat Sep 22, 2007 3:21 am
1. Indifference: "it doesnt matter to me" Acting the opposite of pushy, needy, or a salesman
2. Jones Effect/Social proof: a great example of this is where people know you, and or you use a pivot.
3. Fear of loss: "this is only being offered for a short time, if you dont act, you will lose out."
4. Time constraint: "act now: for a limited time only"
I recently started a sales and marketing job, and these are the 4 impulse factors we were trained to use to blast through peoples resistance to our products. Many people are wishy-washy even when presented with a great deal,(girls being gamed too, for sure) and need to be helped along to their decisions by using their factors. Use and enjoy.
2. Jones Effect/Social proof: a great example of this is where people know you, and or you use a pivot.
3. Fear of loss: "this is only being offered for a short time, if you dont act, you will lose out."
4. Time constraint: "act now: for a limited time only"
I recently started a sales and marketing job, and these are the 4 impulse factors we were trained to use to blast through peoples resistance to our products. Many people are wishy-washy even when presented with a great deal,(girls being gamed too, for sure) and need to be helped along to their decisions by using their factors. Use and enjoy.