Leading Loyalty by Sandy Rogers
Author:Sandy Rogers
Language: eng
Format: epub
Publisher: AMACOM
Published: 2019-01-17T00:00:00+00:00
THE “PROVIDE FALSE CHOICES” COUNTERFEIT
Another way to approach the woman is to ask what she wants and then let her make a choice, all with the intent to make a sale. “What kind of treadmill were you looking for? We have a range of them, running from $429 to our top-of-the-line model at $2,000. Are you interested in a small one or a large one? How much are you looking to spend?”
OK, so now at least we’re asking questions, which is a good thing. We’re connecting, and perhaps trying to understand what features she’d like. The limitation in this counterfeit is that we’re asking these questions from our frame of reference, and the questions won’t get us very far in learning her hidden story or the real job to be done. We’re still focused on the product instead of the need. Again, we’re assuming the woman is looking for a product—the only remaining question is which one she should buy. In a sense, these are false choices. A treadmill would probably help the woman increase her cardiovascular health, but a treadmill is only one of many ways to do the job she wants done—and maybe not the best way for her.
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