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Digg it UP - Leverage Avoidance Values for Irresistible Selling
Do you announce a meeting and find either no one shows up on time, they come with their own agenda, or the meeting goes on and on? If this is true in your case, then worry no more.Here are six steps to help you develop successful meetings:1. Establish a realistic and specific objective. Ask yourself, "Wha
What must you absolutely not have when driving a car?
What do you not want in a car?
What do you want to avoid at all costs by using this product?
Which factors are the most important to avoid?
Typical answers might include - poor visibility, limited leg room, a noisy engine. Let's say you were
Sanitizing is the process used to rid or reduce the number of microbes (microorganisms) on the surface. Sanitizing cannot be accomplished until surfaces are clean.Sanitizers are generally divided into two categories: non food contact sanitizers and food contact sanitizers. According to the EPA, non food contact sanitiz
Values:
In simple terms, values are what is most important to us. If you ask yourself: what is most important to me about having a new car? You will discover the key issues that you consider when buying a car. Your prospects will also pay attention to their values when you present your offering.
Ask your prospects what is most important to them and they will tell you their values, it is then up to you to structure your conversation around what matters to them.
So if they value ease of use and simplicity - don't waste their time talking about advanced functions. Instead spend extra time and go into great detail explaining all there is to know about how easy it is to use the product.
By talking about what your prospect considers most important you will grab their attention and quickly find out if your offering is for them. And this is as far as most people get with their persuasion skills. There is a further step however.
Avoidance Values:
When you also discover and appeal to what your client wants to avoid, you become an especially valuable advisor. Everyone has avoidance values i.e. what is important to avoid. In the example of buying a car, it could be wanting to avoid costly maintenance, high insurance premiums and the disapproval of the neighbors.
Your only challenge is that people often won't tell you what their avoidance values are because they don't always know themselves. Only when you ask the right questions will you be able to help them discover what these values are. Give them an example of what you mean by avoidance values and then ask them:
What must you absolutely not have when driving a car?
What do you not want in a car?
What do you want to avoid at all costs by using this product?
Which factors are the most important to avoid?
Typical answers might include - poor visibility, limited leg room, a noisy engine. Let's say you were
Hello againToday we want to talk about where you can look for some help. This is useful anytime, but especially when things don’t seem to be going too well in the early days.Networking Networking is a great way not only to get some help when you need it, but to help you keep
Ask your prospects what is most important to them and they will tell you their values, it is then up to you to structure your conversation around what matters to them.
So if they value ease of use and simplicity - don't waste their time talking about advanced functions. Instead spend extra time and go into great detail explaining all there is to know about how easy it is to use the product.
By talking about what your prospect considers most important you will grab their attention and quickly find out if your offering is for them. And this is as far as most people get with their persuasion skills. There is a further step however.
Avoidance Values:
When you also discover and appeal to what your client wants to avoid, you become an especially valuable advisor. Everyone has avoidance values i.e. what is important to avoid. In the example of buying a car, it could be wanting to avoid costly maintenance, high insurance premiums and the disapproval of the neighbors.
Your only challenge is that people often won't tell you what their avoidance values are because they don't always know themselves. Only when you ask the right questions will you be able to help them discover what these values are. Give them an example of what you mean by avoidance values and then ask them:
What must you absolutely not have when driving a car?
What do you not want in a car?
What do you want to avoid at all costs by using this product?
Which factors are the most important to avoid?
Typical answers might include - poor visibility, limited leg room, a noisy engine. Let's say you were
Have you ever noticed how the people you assume are going to be jerks turn out to be just that? And if there is someone you're especially excited to meet, then you meet her and she seems great! Often our assumptions and expectations about someone we're about to meet for the first time play out exactly as we've already mentall
By talking about what your prospect considers most important you will grab their attention and quickly find out if your offering is for them. And this is as far as most people get with their persuasion skills. There is a further step however.
Avoidance Values:
When you also discover and appeal to what your client wants to avoid, you become an especially valuable advisor. Everyone has avoidance values i.e. what is important to avoid. In the example of buying a car, it could be wanting to avoid costly maintenance, high insurance premiums and the disapproval of the neighbors.
Your only challenge is that people often won't tell you what their avoidance values are because they don't always know themselves. Only when you ask the right questions will you be able to help them discover what these values are. Give them an example of what you mean by avoidance values and then ask them:
What must you absolutely not have when driving a car?
What do you not want in a car?
What do you want to avoid at all costs by using this product?
Which factors are the most important to avoid?
Typical answers might include - poor visibility, limited leg room, a noisy engine. Let's say you were
Background I finished my MBA in October 1985 and placed at M/S. XYZ Pvt. Ltd. (the real name of the company is hidden)as a Management Trainee. The Company produces empty containers used by tooth powder, face powder and paint manufactures. The process of production of containers was as follows.Production Process
Your only challenge is that people often won't tell you what their avoidance values are because they don't always know themselves. Only when you ask the right questions will you be able to help them discover what these values are. Give them an example of what you mean by avoidance values and then ask them:
What must you absolutely not have when driving a car?
What do you not want in a car?
What do you want to avoid at all costs by using this product?
Which factors are the most important to avoid?
Typical answers might include - poor visibility, limited leg room, a noisy engine. Let's say you were
Here are some tips and considerations when putting your resume together and as you continually update it.1. Keep your resume up to date in case that perfect job comes along and you don’t have time to write your resume from scratch.2. Ensure your resume has no spelling or grammatical errors. Typos can be an insta
What must you absolutely not have when driving a car?
What do you not want in a car?
What do you want to avoid at all costs by using this product?
Which factors are the most important to avoid?
Typical answers might include - poor visibility, limited leg room, a noisy engine. Let's say you were selling software, the answers might be data loss, system crashes, limited upgrades.
Show your prospect how your product satisfies her values and protects her from her avoidance values and your powers of persuasion will be irresistible.
Give yourself time to get used to asking probing questions that elicit avoidance values. Although it seems unusual at first it does get easier with practice.
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