19 EXAMPLE OF SALES PSYCHOLOGY AND CONVERSION TECHNIQUES #2 - PRESUPPOSITION
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#2 - PRESUPPOSITION
We use this technique to establish in advance the value for the services you will eventually offer the prospect is true and accurate. We do this to eliminate or reduce the prospect questioning the validity of your stated prices.
For instance, a presupposition is anything that must be assumed for a
statement to make sense. An example in the sentence “The cat sat on the mat,”
We must assume that there is a cat, a mat, and it is possible for a cat to sit on a mat.
In hypnosis, the hypnotist will often presuppose something necessary for the required change to occur: i.e. 'I don't know whether you're going to relax now or in a few moments' assumes that the client will relax.
When it comes to reaching out to your clients, you have to be careful which
presuppositions you use. For instance, “you need a plan” can be
misconstrued to mean they’re not capable of handling the issue on their own. Effectively, in their mind, you’re calling them useless or stupid. Instead of “you need a plan,” change up the wording and turn it into a question. “Do you have a plan?” implies the individual is smart enough to come up with a plan to reach their desired resolution.
Another presupposition you want to avoid is “are you the decision-maker?” Nothing implies that you’re trying to subvert them because they don’t appear to be the decision-maker more than that question. It can come off as insulting and degrading. Instead, ask them what the decision-making process is in their household. You’ll get your answers, and nobody walks away with a bad taste in their mouth.
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