Kindle Notes & Highlights
Interestingly, opening a call by asking the customer “How have you been?” increased the meeting booking rate by 6.6 times over the baseline!
self-perception theory. Introduced by behavioral scientist Daryl Bem in the early 1970s, the theory states that people tend to view themselves in ways that are consistent with their public statements and behaviors. In cold calls where customers are asked how they’ve been and answer positively (which most of us tend to do even if out of habit), their words influence their feelings. And that immediate rush of positive feelings makes them more compliant as sellers look to continue the dialogue.
Prescriptive sellers like these sell with conviction. They provide clear, insightful recommendations to their customers and in many ways are
able to create intoxicating certainty around the buying process.
When a customer evaluates a bunch of solutions and ends up purchasing one, how often do you think they buy the solution that is truly best for them?
As it turns out, human beings make decisions primarily based on one thing. Feelings.
