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> August 12, 2012

Will This Approach Close Deals? I Want Your Opinion.

I read an article the other day that had me saying “yes” and then “really????”

I want your opinion on this idea, which is supported by research.

Many salespeople who hope to close the deal will do a “favor” for the prospective client. This works to help close deals because it shows interest in the prospect. To me “yes,” this makes sense.

Scientists who study us humans know that the opposite strategy works, too–get the prospect to do a small favor for you. The science is that once they do a small favor for you, they have flexed that muscle and are more likely to do a bigger favor for you–like buy from you.

An example of something simple would be asking for a glass of water or answering your request to know what time it is. Doing something simple for you leads to them granting more complex favors.

Ok, I’m on board with that, too.

Here’s the “what????????????” part:

The researcher has found and tested another approach, which he suggests is an even more powerful favor strategy. He tested not just asking the prospect to do a task, simple or complex, but to do something unusual. Like “Would you tie my shoe for me? I have a bad back.” Or “Could you check the back of my jacket? I think I have something on it.”

Apparently, the unusual though simple and quick request–when executed by the prospect–lifts the probability of saying “yes” to subsequent requests…like eventually saying “yes” to your proposal.

This sounds a little weird to me, but if it works, who cares!

My question to you is–have you tried something like this? If so, what was the result? If not, would you try it now that you know that science supports the fact it works?

Chris and I are always poking around to understand us humans to better adapt how we all market, and you never know where good ideas come from.

Is this a good idea that nets the results we all seek? Or is this, well, kind of odd?

By the way, would you do me a favor and call my sister and tell her I’ll be late for our visit?

Go forth and do great things,

Martha Hanlon and Chris Williams