“Manipulative Questions Get Short-Term Results!”
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Manipulative questions can be very powerful. They are used to externally motivate someone into action. And yet their power is mostly short term because they have an inherent weakness – they don't produce long term results for the majority of Distributors and customers. The outcome of asking these types of questions to get what you want people to do is usually one of later regrets.
And that's the Achilles Heel of the conventional selling process of using external motivation. It leads to resentment and is one of the major reasons why rejection, objections and buyers remorse come up – not to mention the high attrition rate. It lends credence to the saying: 'A man convinced against his will is of the same opinion still.'
Here's what happens. If you use manipulative questions, whose answers are you likely to receive - yours or the person you're talking with? Yours mostly! And, while you can make people temporarily motivated to do something, what usually happens after a short while? They stop being motivated. They stop doing what they agreed to do. Your Reasons or Theirs?
This psychological behavior of regret is called buyers' remorse. You might see evidence of this in your downline or your customers. The evidence is that they don't stay the course or don't stay on the product, and you're constantly having to call them to motivate them. The reason is that they came on board for the wrong reasons. Your reasons - not theirs!
Any form of manipulation, whether you're doing it for you or doing it for them, is manipulation. People sense this and enter into an agreement reluctantly.
Companies and advertising agencies put an amazing amount of energy and money towards keeping buyers' remorse at bay after the sale. For example, take those dazzling advertisements in magazines that advertise expensive cars. They are geared just as much to reassure the purchaser as they are to attract new buyers. Have you ever noticed being drawn to certain ads after you've made an expensive purchase to reassure yourself that you made the right decision?
Manipulative questions can conflict with the souls of others. People know they are being sucked in, even though they allow it to happen. You might have had manipulative questions used on you. If you have, how did it make you feel? Probably not so good, and you probably don't feel inclined to do this to others!
Manipulative questions will get the answers you want, but will they get the answers you need?
(Abridged version from my book - 'How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!')
Michael Oliver is an Internationally recognized trainer, speaker and author of the best selling book, “How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!”.
He is also the founder of Natural Selling® Sales Training.
His teleconferencing training, coaching and on-site workshops and speeches are in demand around the world. Every year he helps thousands of Independent Distributors and Direct Salespeople achieve outstanding business and personal results.
You can find out more about Michael, his book, CD's and free newsletter by going to
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