Category Archives for "Soft Sell"

The Seductive Voice of Soft HARD Sell

By John Aberle | Sales and Marketing , Soft Sell

I listened to an exceptionally fine preview call this week. It was so good that at first I did not realize it was the seductive voice of a soft HARD sell. The man and the woman used all the right terms about their mission being to help you with your mission and about doing this for you and for your customer. It was very convincing how for a mere $5,000 they would teach me about how to close more sales as well as how to close them at a higher ticket value.

Still, something bothered me about the presentation. At first I assumed it was just that I was uncomfortable with putting people on the spot about committing to their own business growth or choosing to miss out, or maybe it was that we can increase our prices thousands of dollars by not focusing on the value of our material but on the cost of not buying, such as on all the money you’ll leave on the table for passing on the chance to learn what we can teach you. Why did that bother me? Isn’t closing the whole purpose of sales?Continue reading