Sales Careers >> Ask a Sales Pro >> fear-based tactics
fear-based tactics
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Posted 2 months ago Have you ever used fear -based tactics (scare tactics)in order to gain a sale? How did it end up working out for you? What are your thoughts about fear-based tactics? I just heard some really questionable tactics being taught. They described explosions,extensive property damage and after each painted picture of an impending disaster they would ask the question of :Do you want to wait until that happens or do you want to take care of it now. Am I being over sensitive not liking or even considering this tactic? Is this type selling due to the state of the economy?Is this more effective then spending the time needed to build a friendship relationship? What are your thoughts?
I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
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| Posted 2 months ago Rich - sometimes the truth is ugly, and depending on what you are selling it is necessary to bring to the forefront real life possibilities..
A friend of mine just lost his 17 year old son...Who would ever think to have life insurance your child?? The thought of it alone turns your stomach...In a situation like this, a funeral costs about $25,000.00 - Not everyone has that laying around their home.... The truth is, scare tactics are like cars...They can kill you or someone else if you use it improperly..If you use it with a sense of caution, empathy and understanding, you can really make a difference and divert a true disaster. I guess the big key is tact and diplomacy in your use....There are some slimeballs out there but you don't have to be one of those to use real life opportunities to not Scare but Inform.
Interesting topic-would love to hear more about this.... |
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| Posted 2 months ago it is not what is said but how it is said I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
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| Posted 2 months ago Interesting topic. It does seem that it has too do with what you are selling. If you are selling insurance...how can you NOT explore the awful risks of going without coverage? I think facts work better than fear with any product.
10% of customers had their product X break in 2 years compared to 5% of customers with our brand.
75% of people without insurance have X outcome. |
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| Posted 2 months ago Kit - I think you are absolutley right.....I rember buying a car once, and when i was in that little back room with the F and I guy who tries to sell you all the little extras - was trying to sell me a warranty......I'll never forget what he said. "5050 - I am sure you are comfortably with this purchase - blah blah blah - the fact is that this car has more than 300 computer systems....Did you know that the first space shuttle only had 6? If one were to go, - fill in the rest I bought the warranty after shrewd negotians on it.........And never used it - but I felt better about the car and safer - even though i don't have it anymore - i am still glad i had the warranty then.....It was playing off emotions, it just happened to be fear, backed up by fact!!!!!! |
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| Posted 2 months ago I think if you believe in what you are selling you don't have to lower yourself to "fear factor selling". I think if you have to get to that point you should take a good look at "why" you are needing to do that and what you can do to better your closings. Perhaps, pull some books on how to's of "closing"/ |
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| Posted 2 months ago Everybody's right. My first sales position was personal and group insurance. On the second day I was with the company, I visited a client to pay a claim on their teenage son. Did it hit home with me, you bet. I was already a believer in insurance, but the experience really placed an added emphasis on it's importance. But it's also important to sell the correct product for the customer's situation, and that holds true no matter what your industry. I saw dozens of agents selling products that were the wrong thing for a client because they had virtually no training, or a boss was pushing sales of a particular item. That has also held true as I moved into technical industrial sales. The bad part is that most prospects are counting on your expertise. (Or at least picking your brain for information, so they can buy the product on the internet :-)). I have seen sales people who know a few buzz words, sell something to a prospect that is totally wrong for them. And the prospect doesen't know any better until they speak with others who have the same needs, or competitors of their vendor who question why they made that particular purchase. if there is a real fear of something bad happening, it is wise to mention it in a non-threatening way. If that is your only reason for someone to buy your product, you'd better be selling something like dam design and engineering services where such a tactic would make sense. |
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| Posted 2 months ago There is a way to show the ugly side of the sale. Insurance. I know this person whoose son died at 14, he had no insurance, it costs the family dearly as they did not have the money to cover the expenses and now live in debt that is difficult for them to climb out. There other children no longer have college paid for or a chance to attend college. Do you want to wait until then or take care of it now and be covered.. (And by the way this couples son is sickly and frail.) or Many people do not want to face the fact we all perish ,some at a time before they should perish. Then go over the benefits to purchase the insurance to cover such a terrible tradgedy. Such as having all expenses taken care of before the act of death. There is a huge difference between exploiting the fear based strategies and exposing the risks of not purchasing the insurance. Both of these examples show that the unexpected can happen which way do you want it presented to your wife,sister ,mother? Huge difference explaining the horror and using the horror to your advantage to make the client weak,. I think that is where your debates are leading,People must know the consequences. However to concentrate solely on the horror aspect becomes fear based. I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
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| Posted 2 months ago I know a few salesmen who sell by fear based tactics. The common point with all of them, they all demand to be treated with respect and make it known they will only be treated by respect. I think respect must be earned. I must earn the right to do business with the clients. I cannot demand respect and the right to do business with them. I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
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| Posted about 1 month ago rich - it sounds like those sales people you know have deeper personal issues!!!!!! |
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| Posted about 1 month ago Yeah your right they are controllers. I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
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| Posted about 1 month ago Rich - please don't misuderstand to go back to a previous comment you made... i am not suggesting, or advocating to engage in what I believe you and I would consider inappropriate behavior. I find it to be an atrocious act to play on someone's fears to create a sense of uncalming weakness for a sale. I think that we all hold our self to higher standards than that. Simply put - Truth delivered with empathy and concern will win. As a human, you cannot or should not do that to somebody. The examples that were used are so incredibly tragic, but the truth is in those situations - the people would be better off with the product...As this was mentioned by all, delivery and facts are the key ingredient. If your heart is in the right place in life, you will be fine in sales and make appropriate decisions. |
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| Posted about 1 month ago LOL I am . don't worry about me. I will never nor have I ever used fear-based as a way to do sales. I will bury people who sell this way. I have no respect for any who think this is a proper way to sell any products. I am a person who believes I am here for the client not one who believes I am there to do it to a client. I would have no problem guiding a client my way when my competition is a fear-based con man. Again no one has requested the client not hear the good and the bad towards the call to action. I am disgusted by this lame attempt at these fear based con men trying to call themselves sales technicians when they are crooks.Can you tell which side of the fence I am on? I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
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| Posted about 1 month ago RICH - always know which side of the fence you are on. You are all VERY CLEAR on that - and with most of your posts. These are interesting debates; and I am in full agreement with you on the tactics - and selling position.... I had a manager that used these on his people - he got whacked!!! I am glad for it.....I used to throw it back into his face. I think this can be summed up in two words that you used.
CON MAN |
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| Posted about 1 month ago I think Americans are becoming immune to fear based selling anyways since it has been so heavily applied since 9/11. I suppose one will never become completely immune to fear as a selling point, but I think as a nation we have developed more of a "healthy skepticism" than ever before. |
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| Posted about 1 month ago Sorry I have been MIA the last couple of days. I have been busy lately with everything going on.I did speak to a long time mentor about the fear-based selling. Surprisingly he thought it was more cultural and ethnic and a tactic taught as it is easy to teach and keep in place with little training.I agree with the last two ,the first two I am not so sure about.As I live in an area that has a diverse cultural and ethnic constituency I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
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| Posted about 1 month ago LOL, Rich I think that person has some cultural issues. I don't feel at all that it matters where your background comes from. I do feel however that some personalities portray more fear based tactics than others. I think fear based tactics are generated from people and businesses that lack the real passion for what they do and towards the people or companies they sell to. They are not seasoned enough to appreciate that you actually don't get rich over night unless you win a lotto! |
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| Posted about 1 month ago I ithink alot of things can be cultural - but I don't think your go to makret strategy is based on your ethnicity or upbringing... I think that is bull shi*** FEAR BASES TACTICS HAVE ONE HOME ---- THE PENETENTARY!!!!! Or Teaching children about drugs, drinking and driving...I will have no problem using that on my children when they come of age..... Other than that , they shouldn't be used. End of case...
If you are knowledable, confident, and have a strong business case, FACTS prevail....If you are in a situation where, you study an enviornment, you should have an action / implemention plan that will address all the business issues, and rememdies...When you do this, you don't have to use fear.....You don't have to close, you CONSULT AND COLLABORATE.... COLLABORATE = two or more people or groups coming together to gain a predetermined end result that is mutually beneficial....
There is nothing about that scare me., |
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| Posted about 1 month ago I've seen it done...part of the control of the call...However, I've never had it in me to practice. I want the company happy and excited when they buy from me. |
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| Posted about 1 month ago LOL Tuesday I had a conversation with a group who teaches fear-based sales. His argument was terminology. I called it fear-based he called it aggressive communication providing a swift decision. I said you bring them back to the pain when they have an objection or concern he said yes. At this time I gave him few of what I reply back to the client.He rubbed his chin and said wow those are good and powerful but more difficult to teach to people.You must rely on your people to do extra work to learn more on their own. I can teach aggressive sales and have them on the road in less then a week. Do I assume greed comes into play? I am here to learn and help others in search of information.With everyone having a common goal we should be able to help one another grow in our professional and personal lives. |
