Quiz 11: Obtaining Commitment
Persuasion in selling stand for making the customer convince that the particular product will provide him benefit and this is why this product should be bought by him; while manipulation stand for the process wherein the seller tries to offer its product in such a manner that the buyer gets attracted towards it no matter whether the product is capable of serving the customer or not in the way the buyer has intended. One buyer mentioned that "All the sales closing is devious and serves only the salesperson". This statement could be explained by stating that according to this customer, when the salesperson tries to close the deal with the customer by making him convinced to buy a particular product, the salesperson closes the deal by looking only at his and the firm's benefit by sidelining the customer completely. In this, a salesperson could make use of a technique but still keep the customer needs totally in mind by creating a deal wherein not only the firm has gain profits but also the customer has received benefit by buying the particular product or service. The price of the product, the availability of the product, the access and the features of the product should be worth giving satisfaction to the buyer which will make the salesperson to create a win-win situation for all. Selling stand for the process of selling the product or service to the prospective clients by making them aware of the benefits and features of the offering as well as the kind of satisfaction the product is capable of providing to its users. and, when persuasion is used by a seller in selling the goods to the customers, the customer not only buys the product easily and also remains loyal to that product for a long time owing to the fact that the buyer really needs that product. On the other hand, when the product is sold by the seller using manipulation, then there are high chances of losing a customer. This is because when the customer will get aware of the manipulation, he will never approach that product or the seller.
Non-manipulative closing methods are those in which the seller tries to close the deal and sell the product to the buyer without making any manipulations and without taking help of false statements and fake points. While, manipulative closing method is completely opposite wherein the seller makes use of all the possible manipulations, and fake statements to make the buyer buy the product. This calls for the difference between these two. The following is the list of all the closing techniques used by the sellers- • Minor-point close ; in this method, the seller repeatedly asks the buyer to select product over trivial issues and likings among the products shown to him to select from. Non-manipulative version - The color red is better than blue in this product. Manipulative version - Your complexion is such that any color red or blue will look good over you. • Continuous yet close ; in this method, the seller tries to communicate over topics with the buyer over such issues that seems to be affirmed by the buyer, this pressurizes the buyer to even say yes for buying the product shown to him by the seller assuming that seller must be affirmed even at this product also. Non-manipulative version - The color red is bright, energetic, shiny, and mood-saver etc. which could be a good choice. Manipulative version - You should buy red color because your personality is energetic, bright, and shiny and this color will enhance your mood. • Assumptive close ; in this method, the seller assumes that the deal is closed and the prospect has become a confirmed buyer and owing to this assumption he starts writing the order form on behalf of the buyer by asking him questions to be answered in that form. Non-manipulative version - The color red is better than blue and you should buy the product in large numbers that are red in color as it is the color of the month. Manipulative version - Tell me how many products of red color you want to buy and also the delivery date, location and the payment type. • Standing-room-only close ; in this method, the seller tries to convince the prospect to buy the product and close the deal by making him realize that later this deal will not be able to receive by him and might go to some other buyer. Non-manipulative version - The color red is better than blue in this product and there is huge demand for red color making this product to go out-of-stock every other time. Manipulative version - The product in red color is in great demand and later I cannot assure to sell you red color product as the other buyers are in queue to buy it. • Benefit-in-reserve close ; in this method, the seller tries to close the deal by other methods, and when he is unsuccessful, he tries to offer a discount over a deal if the buyer orders for it today itself. Non-manipulative version - The color red is better than blue in this product and you should buy it as it is in trend and gets out-of-stock readily. Manipulative version - The color red is better than blue in this product and you should buy it as it is in trend and gets out-of-stock readily, if you buy the product today, you will be additional discount ranging from 5 to 8 percent. • Emotional close ; in this method, the seller tries to emotionally blackmail the buyer to close the deal and buy the product. Non-manipulative version - The color red is better than blue in this product and you should buy it unless I will lose my commission for the day. Manipulative version- The color red is better than blue in this product and you should buy it unless I will lose my commission for the day, and I have to gather money to pay for my wife's surgery next week and the insurance company is able to cover that surgery.
Selling stand for the process of selling the product or service to the prospective clients by making them aware of the benefits and features of the offering as well as the kind of satisfaction the product is capable of providing to its users. In the letter written by Mr. DA, it is highly emphasized that buyers should focus and pay attention towards what they are buying and the source from where the product is being offered to them. The buyers should give priority to the sellers who belong to minorities, are disabled veterans, or women entrepreneurs. This will give these people a way for earning a livelihood and leading an independent life. On the basis of this letter, it could be said that one should carry ethical concerns for buying most of the products from the source that is in a need for financial help and support and this could be provided to them only when the buyers will be alert and attentive towards buying the products from these people. The buyers possess an ethical obligation to timely respond to the needy sellers and assure them for buying the products from their end. This will not only make the sellers confident but also provide them with the capital to grow their business further.