Reverse Psychology Sales Hack
The speaker explains a reverse psychology sales technique that involves framing questions to elicit 'no' responses instead of 'yes' responses. This approach works because people feel safer and more autonomous when saying no, making them more likely to agree to proposals.
Summary
The speaker demonstrates a sales technique called 'no-based questioning' using a personal example about choosing a restaurant with his wife. Instead of directly asking 'Do you want to go to Cheesecake Factory?' (which might get rejected), he suggests asking 'Would you be against going to Cheesecake Factory?' This reframing makes it easier to get agreement because the person can say 'no, I'm not against it' rather than having to actively say yes. The speaker applies this concept to sales scenarios, showing how asking 'Would you be opposed to moving forward?' or 'It would be crazy if we got you signed up' can be more effective than direct positive questions like 'Are you excited to move forward today?' The psychological foundation of this technique rests on the fact that people feel safer and more in control when saying no. People prefer to retain their autonomy in decision-making and don't want to feel vulnerable or responsible for actively agreeing to something. By allowing them to say no while still achieving the desired outcome, salespeople can leverage this natural psychological tendency. However, the speaker acknowledges that this technique has limitations and clarifies that it won't work for major decisions like buying a house.
Key Insights
- The speaker argues that asking 'Would you be against going to Cheesecake Factory?' is more effective than directly asking 'Do you want to go to Cheesecake Factory?' because it reframes the question to allow for a negative response
- The speaker claims that in sales, asking 'Would you be opposed to moving forward at the end of this conversation?' is more successful than asking 'Are you excited to move forward today?' because it's easier to get someone to say they're not opposed
- The speaker explains that people feel safer saying no because they want to retain their autonomy in decision-making and feel at ease when they can say no
- The speaker states that people don't want to be responsible for anything and don't want to feel vulnerable to saying yes or agreeing to something, so they prefer to say no and stay safe
- The speaker acknowledges that this technique has limitations, noting that you can't get someone to buy a house simply by asking if they would be opposed to buying it
Topics
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