Overcome Customers’ Price Objections With the “Starbucks Break Down” Technique
Let’s say you’re a roofing salesman and you get a call from a homeowner who’s concerned about a leak in her ceiling. You do an inspection and realize that what she needs is a $500 repair. But $500 is a lot of money. So, to convince her to do it, you might use a persuasion technique called “perceptual contrasts.” You’ve probably read about it in ETR.
Thursday, March 26, 2009
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