Sunday, 6 May 2012

Is the Secret of Sales Seduce, Rationalise, Close?

In 1961, the Harvard Business Review published an article by industrial psychologist Robert McMurry, who argued that a good salesperson does three things. First they seduce the "prospect", sifting quickly through the prospect's emotions and fantasies to arouse the particular one that will be satisfied by his product. Then they provide the logical justifications for buying the product, which the prospect may neither need nor be able to afford – "It's a 12-month payment plan, Mrs Johnson, just $75 a month, and this offer ends tomorrow". Finally, they apply the pressure to close, to relieve the prospect of their cash". 

Read the full Guardian article: Are you selling yourself short?

Ken Thompson (aka The BumbleBee) blogs about bioteams, virtual collaboration and business simulation at