|What trigger is associated with|
At this point ask the client to show you why their system is working for them. As an external observer the client may actually begin to trip over their own beliefs. As the client is engaged in showing the sales person the five basic requirements [how, what, who, when and why] something is good for them subliminal messages as to why something did not work, or is troubling a staff member begin to pop up in the conversation. The sales person is utilizing the self-perception theory where the clients triggers either or a sub-subliminal; or sub-conscious memory results in an window need for the sales person to close the sale on..
The clients attitude has begun to change because they
- are aroused and beginning to feel the discomfort of dissonance.
- attribute the cause of their discomfort or disbelief to their own behaviours and attitudes.
|Open the eyes the clients eyes|
to 'see' associated triggers that
close the sale for you?
When the client has a strong view on something the sales person calls the view into doubt by giving discomforting examples. Fast food sales staff are good at this when taking your order. How often have you been asked chips with that? Yet you know the calories present, even know your glucose level will not be good after it. But suddenly there they are and there's you eating them too! Or you are asked if you would 'Upsize'. You pay more for the unwanted economy of a bigger meal that you may have not wanted in the first place. Chips and all. All you really wanted was a hot drink!