72. The Law of Perverse Motivation
Everyone likes to buy, but no one wants to be sold.
People don’t like to feel that they are the recipients or the victims of a sales presentation. Most customers are independent in their thinking, and they don’t like to think that they are being manipulated, pressured, or coerced into doing anything. They like to feel as though they are making up their own minds based on good information that has been presented to them.
The first corollary of the Law of Perverse Motivation is The best salesperson is perceived as a helper who assists prospects in getting what they want and need.
Remember, it is the perception of the customers that, more than anything else, determines how the customers behave toward a salesperson. ...
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