In response to my last posting about salesman's methods, Robert Bacal
wrote:
> Are you saying that it is alright to misrepresent the truth to get a
> sale (or to "help") a person to find THE WAY? It is one thing to
> point out potential benefits as a sales technique--it is another to
> lie.
I can see clearly my wording was in error. The salesman may use
methods that appear dishonest...methods...not actually say anything
dishonest. I have heard people talk about the methods that salesman
use ... How a salesman used emotions to get the prospect excited and
involved. Others use client testimonials to get the prospect to
believe it could work for him. Some sales techniques include using
the empty room of an office work the prospect up to make a decision.
There are many and varied techniques. All work to get the prospects
to make decisions.
I've just gone through an audio series on selling. It really opened
my eyes to the sales techniques used. Are they dishonest or
unscrupulous? Most are not. In salesman language they say that most
people are basically lazy and will not make a decision. The salesman
uses techniques to complete the sale...it's his job.
> your position...appears to me to be patronizing, manipulative and
> condescending, since it assumes that others don't know best so must
> be lied to, or mislead to get their attention.
In the case of new products, new concepts or new ideas, you have to
get their attention. I don't mean misleading or lying to them. It
may mean bright red letters on a book cover...a catchy phrase like
'learning organizations' ...a dynamic speaking presence...or a solid
marketing plan. These things all get past people's constant mind
chatter.
With this we have definitely strayed from both Learning Org and the
original thread.
Gary Scherling
Helping people help themselves
--GSCHERL@fed.ism.ca (GSCHERL)
Learning-org -- An Internet Dialog on Learning Organizations For info: <rkarash@karash.com> -or- <http://world.std.com/~lo/>