You’re interviewing a candidate for a sales position. You like their responses to your questions, so you ask a typical question often required of sales candidates, “Sell me something!” In this case it's a jug of water on your desk.
Strategic Discipline Blog
Which do you feel is more important, for you to be liked or for you to like the person you are trying to sell? You may disagree with this next statement, but if you think about it I believe you will discover it is true. Praise is the only information accepted and valued as much as when it is true as when it is false. What’s the point of this? The point is that it’s not important for the other person to like you. What’s important is for you to like them. Whether I like you or not will not determine whether I make a purchase, but rather if you like me I will be more inclined to purchase.
Is your business reliant on the commitment that customers and prospects make to you? Do your customers and prospects make appointments and/or reservations and then too often fail to live up to their end of the agreement?
That’s exactly what BOSE discovered when they introduced a new wave sound system. So they approached Dr. Robert Cialdini to review their ad and give them advice. He agreed that the ad contained everything that a customer would want to know, but he suggested one change, the headline. Instead of announcing new, he suggested, “Hear what you’ve been missing.” The result? A 45% increase in leads generated.
Curious why that works? I am. He indicated it drew on Principle #2 of his persuasion principles, scarcity, or "if I can’t have it I want it. "