But + Delete Bad News

Shifting the Buyer's Mindset Shifting the Buyer's Mindset
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Transcript

All right technique number seven, the power of the butt. Now when you hear the word, but you can use it in a negative way, which most people do, believe it or not, they're positive ways to use the word but the first ones used in a negative way, it creates some resistance with the customer. And I'll give you a couple examples of that. But you can use but in a positive way as a delete button, and also as a way of delivering bad information. So for example, if you're a manager, and you have to give your salesperson bad news, there's a way of using the but to deliver that bad news. If you have customers who are angry with you because you failed to deliver on whatever it may be.

There's a way to deliver bad news in a good way. And I'm going to show you how to do that. Let's begin with the wrong way of using a budget. And this is what I often hear. Again, when the budget is used incorrectly it negates what the customer just said, let's say the customer just stated something to you and you said something like this. I hear what you're saying.

But it's whether you can afford not to use it sounds a little confrontational, but as soon as they hear the word but in this format, basically they're saying you're not even considering what I just said, you just kind of threw that away. Now again, we're going to show you how to use this in a positive way. How about this, I know you're upset. But over time, you'll get over it, I guarantee you that phrase will not go over very well. So again, that's a bad way of actually using it. Now, let's get some into some examples of positive ways to actually use the but the but can be used as a delete button to delete what came before it.

So you can shift the buyers mindset to where you want them to go much like the train tracks, keep that in mind. Let us use the butt to shift them. The cost is high. Again, you can agree I agree the cost is high. But the benefits far outweigh the cost. Right.

Again, you see I can shift that. I agree the cost is high and but the cost of weigh the future benefits of what you're going to get. Right. Now, how about this one? I'm glad you're happy with your current supplier. But are you getting the best service for what you're paying?

Oh, that's a powerful one right there. That's when you should study. I'm glad you're happy with your current supplier. But are you getting the best service for what you're paying for? And remember, you can tag a question on here and say, when was the last time you compare our our products against your current vendor? Again, you can ask questions to push them further down that road, as we talked about earlier, one more example.

Again, it does require effort to change, but it's necessary to remain competitive. So again, all I'm doing is using the button to shift them in again, delete what came before that, and then shift them in a positive direction. Get them to think the way I want them to think. Now, let's talk about delivering bad news, using the buck to deliver bad news. Now, here's a statement. Last month's numbers were horrible.

But we did generate a great deal of new leads to work on. Right? By the way, last month, Apostrophe S. Last month's numbers were horrible. But we did generate a great deal of new leads to work on. You see how I use that to deliver the bad news first, then the bad news is deleted. And the good news is remember, you know, in the speech, they always say you remember the first thing and the last thing using the but basically deletes the first part.

So people only remember the last part. Let's do another example. The presentation has a lot of errors in it. This is you delivering, let's say, coaching instructions to your salespeople. Look, the presentation has a lot of errors in here, but it does communicate the essential points and that's good. You see, I just gave them bad news and then slammed them with some good news on top of that, and they're just going to remember the positive.

Now they're not going to forget the errors in the presentation. But when you end on a positive note that makes the other person feel better. In many cases, this could be your customer For example, our delivery fell short last month. But given our inventory will be one week ahead this week. That's positive news. In other words, sometimes you have to fess up.

There's the bad news. But here's the good news. So again, the word but can be used effectively, if used correctly. So use it two ways. One is to act as the delete button. Again, just delete whatever it became before, but also when using but to deliver bad news, the bad news first, but and then give them the good news.

So what I'd like you to do right now is actually write a script out. How would you use the budget statements to actually deliver good news and bad news and then how would you use it for delete what came before that? do that right now before you go to the final video.

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