Comments on: Picture Perfect

By: Steve Clark

Steve Clark — Tue, 07 Apr 2009 19:27:09 +0000

For your information the term negative selling has been used by many notable sales trainers for decades. I first read about it in Tom Hopkins book “How to Master the Art of Selling” first published in 1980.

In this book, on page 233 Hopkins says, “The concept of negative selling is very simple: If you express doubt in your prospects ability to do something, he’ll tend to do it just to prove that you’re wrong.”

If you had ever read this book or others like it you would not have made such an ill informed comment.

If you want to rise to the ranks of the elite in selling I suggest you start reading and doing your homework before you go popping off about things you don’t know.

By: J G

J G — Tue, 07 Apr 2009 14:30:26 +0000

While the theme of this post is useful, the “Art of Negative Sell” is absolutely the wrong title for the technique. There are many other title’s for this technique, but Negative Selling is not one of them. Negative Selling involves discussing a competing vendor in a “negative manner” and this should never be done under any circumstances.

By: Roxy

Roxy — Tue, 07 Apr 2009 13:36:11 +0000

I’m agreeing with Ruben(above.) This kind of real life dialogue drives home how well questioning can work. It also shows how you can sway the course of the conversation with how you set up the question. If salesperson B had just asked what the current insurance agent had done at renewal, would the prospect have even known that some agencies even renew mod worksheets, payrolls and strategies? Probably not. Now he has doubt about his current agent.
On a different note: I’m holding Profitable Persuasion right now. Looking forward to reading tonight.
Thanks Steve!

By: Jeff

Jeff — Tue, 07 Apr 2009 13:26:48 +0000

Great post, Steve.

I think the narrative structure of the post really brings home the differences between the old “show up and throw up” approach and a 3rd-generation (post-consultative) selling style. Yes, questions were asked, but it’s not just about asking questions: it’s about having enough insight to guide the prospect to articulate their pain points *through* your questions.

Again, really nice job.

- Jeff

By: ruben levisman

ruben levisman — Tue, 07 Apr 2009 13:14:34 +0000

This is a great example of two very different styles. I’d like to see more “Real life” samples like this. Thanks.