Upload & Sell: Off
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D. Diggler wrote:
I wonder if the TheGE hit it that he could be doing some important things very right while still doing a lot wrong.
Absolutely. Like a jet travels off course most of the way but course adjustments made along the way are significant enough to get the plane to the intended destination.
I didn't take notes yesterday as I watched some so just going off the top of my head, during the post wedding sales meeting Taylor made a point of crediting the difference between asking the couple "Do you want this album or that album?" (I paraphrase) over asking "Do you want this album or not?" for working well because it's rooted in her being the "trusted adviser."
But asking either/or questions as opposed to yes/no questions has nothing to do with trust. Asking yes/no questions doesn't lessen trust. In fact there are times to ask yes/no questions.
Asking either/or works better at the point she was at because you're asking the couple to make a choice between two items, either of which more likely results in a sale, instead of yes or no, one of which certainly does not result in a sale. When she credited "trusted adviser" as being the principle the question's success, she was incorrect. That's another example of them not understanding the "why" of how what they're doing actually works. Without understanding how this works, you can't apply it correctly. Many will now be asking those questions thinking they're building trust, and wondering why it's not effective.
When they emphasized offering alcohol at sales meetings, I thought there may be statutes in their jurisdiction that nullify any contract entered into when one of the parties is intoxicated. Certainly in many of the viewers' jurisdictions this may be the law. That means their clients could contest the sale on that basis and have it cancelled. I felt it wasn't the best idea to teach others to get their clients buzzed nor do such things that potentially undermine the sale.
Telling the couple the discounts are tied to vendors' specials which end THAT NIGHT (what a coincidence!), to create urgency, is so obvious a ploy that Sal mentioned how other clients who happen to be in sales call him on it (and others don't and so it works on those occasions). There are better ways to make urgency work than incorporating it badly.
Besides the fact you lose credibility doing this to people. So it works AGAINST them being seen as the trusted adviser.
There were more things they did but I don't recall them all at the moment.
Anyway, then there's the handful of things he does right (whether he understands correctly why they're effective or not) that create massive good results, like the course adjustments of the flight plan.
So what would you guys think they are?