In motion pictures we frequently see two law enforcement officials interrogate a prisoner or suspect.
They typically use the notorious good cop – unhealthy cop routine. One of many officers is tuff, offended and sometimes even merciless.
The opposite one is the precise reverse, being type, getting espresso and asking the suspect to speak in confidence to her. As a result of the prisoner appears like the nice cop is defending her from the unhealthy cop a bond of belief typically arises and the prisoner finally ends up spilling their guts and telling the nice cop all the pieces cops behaving badly.
Can we use the identical methodology in gross sales? Though we’re only one?
The Pink Panther
Within the new first pink panther film (with Steve Martin) he interrogates a prisoner, being each the nice cop and the unhealthy cop. It’s a very humorous scene, but when you consider it, that’s precisely what we try to do as salesmen.
When you have labored in gross sales you will have in all probability heard that it is rather vital to maintain the tempo of your conversations fluid. You do not wish to fall into the behavior of speaking with the identical monotone voice and transfer on the similar velocity all through the dialog.
Altering tempo is a device that retains each you and your prospect in your toes.
You develop into extra fascinating to hearken to and it provides you the prospect to underscore vital factors, both by rushing up or slowing down.
The Good Salesman
When you as a salesman can get the client to really feel about you because the prisoner feels in regards to the good cop you’re within the excellent scenario to do an correct wants evaluation and have the client hear and respect the recommendation you give.
This takes that you just undertake the traits of the nice cop, you hear, present compassion and attempt to provide you with an answer that can assist them.
The Unhealthy Salesman
There’s a motive the unhealthy salesman is part of the interrogation. It frightens the prisoner and pushes him in the direction of the nice cop. It additionally makes the nice cop seem all of the extra type and caring.
As a salesman it’s helpful to undertake this facet of the equation as effectively.
Generally be robust, put your foot down and make them hear.
By typically displaying them the tough actuality with out present wrapping it’s an effective way to maneuver over to the nice salesman once more.