Paradoxical Methods for Increasing Win Rates

Paradoxical Methods:

The most sought-after clients are already tired of well-worn sales techniques which have little success. The natural response of the client therefore is rejection. You have no doubt at some point received a sales call from a kitchen vendor on a Saturday morning, which goes something like this:

Mr. X?
Yes
Is your address XXX?
Yes
Mr. X, do you have a kitchen?
Followed by an irresistible urge to tell him to never phone AGAIN!
The ‘3-yes' tactic and the forced smile are both a little worn out. Same goes for "Do you want pay less taxes?" or "Visit our store on Saturday for the chance to win a free holiday!" which tend to have a profoundly discouraging effect (yet are used widely - perhaps for lack of imagination).

We propose following just 2 ‘anti-method sale' methods that are both extremely effective, since we never forget that the secret to successful selling is making yourself stand out above the rest.

The 3-NOs Method
Here, we are trying to elicit a NO - and not a YES

A telecommunications vendor:
Are you able to download your emails from your GSM handset?
Do you have a localized geographical tracking device for your sales team?
Can you send and receive faxes from your mobile?