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Recently, I was listening to somebody that is pretty well known in my industry. He’s held some trainings which I’ve listened to in the past, however, something happened this time I heard him, I noticed something very interesting.
What I found is that he generally says really negative things about his competition. This made me think a lot because I was told since I started in this industry that you should never talk negatively about your competition.
I’ve known this since I was 17 years old! So, it generated a lot of questions when I listened to him talk this way.
How are people reacting to this kind of message? Is it not that bad to do such a thing? Is everything I know wrong? I had to do some research.
It turns out, there is a study on what is called Spontaneous Trait Transference. This basically means that all the bad attributes someone can find in others, once they are spoken are going to be deposited by the listener in the person who is talking about them.
So, if I said “XYZ is terrible at customer service” or “XYZ has no idea of how to do business” whoever is listening to me is going to unconsciously transfer those negative traits to me. There is no formal logic behind it but that´s how the mind works at some levels.
What I want to do is talk about the three conclusions this study led to, so you understand what is happening when someone undervalues his or her competitors in front of others.
You can be prudent enough to avoid this kind of talk on your own, but a client might want to communicate their bad experiences to you, and you can’t just act like they didn’t say anything. There has to be a reasonable reply from you, and that is something I am really excited to share with you today because it will save you a lot of trouble.
Listen to this episode to learn more about the Spontaneous Trait Transference and to be prepared for any given scenario where it may occur so it doesn’t interfere with either your interests or your clients’. I’m sure you’ll feel more confident to deal with these situations in the future.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.