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Sales Training Moment #16 - Product Presentation, Does Sequence Matter?

Оценок: 18 | Просмотров: 4523
Sales Training (Atlanta, Georgia) - In this sales influence moment, sales trainer victor antonio discusses whether you should present the full feature product or the basic model first? Sales Influence is a sales training company based in Atlanta, Georgia. For more information go to http://www.SalesInfluence.TV or http://www.VictorAntonio.com
Категория: Хобби и стиль
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Текстовые комментарии (10)
Brendan Brosnan (4 года назад)
I like this video. I can see that the people who see the empty glass first thinking that it has gone from zero to half full, and they are thinking wow, this is something now, wheras before it was nothing. They perceive a gain. The second group see the full glass, and when it is emptied out, all that is left is half, which could appear to be a loss, and people hate loss. Example: When I was finishing up my last term in school before the holidays, I didnt expect any gift, but then the parents organization gave me a small bag with some cleaning utensils and shampoo for free. It was great because it was better than nothing! On the other hand it was much smaller than the one they gave the previous year, by at least half ha ha.
MadeOf Clay (4 года назад)
Hello, Victor. Doesn't this advice contradict the 'door in the face' strategy? Thanks in advance. Love your videos.
Victor Antonio (4 года назад)
p.s., Thank you for the question :-)
Victor Antonio (4 года назад)
MOC, interesting question; allow me to clarify.  The DITF strategy is about making a BIG request first (called the bogus request) knowing the person is more likely to say no.  Once the "no" has been stated, the second, less demanding, request is made (called the target request).  The contrast principle is in play here as the person feels relieved that there is a second (less costlier or demanding) option.  In this video, no request is being made of the participants; they're only being asked to give up anything, only an opinion.  So I don't think the DITF applies here.
Ayo Awosoji (4 года назад)
Hi Victor. Just want to know who and where was that study carried out. Any link or its just your thought?
Victor Antonio (4 года назад)
Thank you ;-)
Ayo Awosoji (4 года назад)
Yea. I believe you. I just need a link to it.  I believe you, victor. You are a mentor to me.
Victor Antonio (4 года назад)
Ayo, this was a study that was done; I would never make this stuff up :-)
Smike (7 лет назад)
amazing! thanks alot this is very interesting
Anthony Miner (8 лет назад)
Great!

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