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Showing posts from June 24, 2014

SALES TECHNIQUE: When to crowd - or not crowd - your prospect.

We probably all had the experience of having a sales person get right into our face as they try to pressure us into buying.  It's not comfortable, and now we know why.  It's called "Approach Avoidance."  This is something I learned long ago during on-the-job sales training from a wily old sales dog - and now I now what it's called, and why it works.

We, the human animal, learned over our millions of year of existence to fear something that was approaching.  As Chicago Booth School of Business professor Christopher K. Hsee, explains in his recent paper, "In our long struggle for survival, we humans learned that something approaching us is far more of a threat than something that is moving away. This makes sense, since a tiger bounding toward a person is certainly more of a threat than one that is walking away."

We still have negative feelings about things that approach us -- even if they objectively are not threatening. Though we modern humans don't …