{"id":11835,"date":"2008-01-23T11:28:54","date_gmt":"2008-01-23T18:28:54","guid":{"rendered":"http:\/\/hill-kleerup.org\/blog\/wp\/2008\/01\/23\/suggestive-selling.html"},"modified":"2008-01-23T11:28:54","modified_gmt":"2008-01-23T18:28:54","slug":"suggestive_selling","status":"publish","type":"post","link":"https:\/\/hill-kleerup.org\/blog\/2008\/01\/23\/suggestive_selling.html","title":{"rendered":"Suggestive Selling"},"content":{"rendered":"<blockquote>\n<p><em>Dear Mr. Unsolicited Advice:&nbsp; How do I close the sale with some guy who&#8217;s rejecting my fabulous offer to drop the $18,000 of services down to $13,000, just because he &#8220;says&#8221; he doesn&#8217;t actually have anywhere near $13,000 in his budget this year for this sort of stuff?<\/em>&nbsp;<\/p>\n<p><em>Signed, Longing to Close in Conshohocken<\/em>&nbsp;<\/p>\n<\/blockquote>\n<p>&nbsp;<\/p>\n<p>Dear Longing:&nbsp;&nbsp;Don&#8217;t listen to little plaintive cries of &#8220;I can&#8217;t afford it, my boss would kill me, can I see an <em>a la carte <\/em>list of services so I can price just what it is I need.&#8221;&nbsp; That way madness (and lower end-of-year bonuses) lies!&nbsp; And who really uses <em>&#8220;a la carte&#8221;<\/em> in a business conversation anyway?&nbsp; Stupid liberal arts majors, that&#8217;s who.&nbsp; Which means he doesn&#8217;t&nbsp; really understand numbers.&nbsp; So, instead, divide the cost into <em>three smaller payments <\/em>&#8212; never mind that doesn&#8217;t actually address the overall budget problem.&nbsp; If that fails, suggest ways he can <em>hide <\/em>the expenditure from his boss and clients.&nbsp; Oh, and when nothing else works, <em>distract <\/em>him by minimizing the presentation you&#8217;re showing him online so that he can see your sales contact system up on the screen and see exactly what other folks in the organization are ordering, who&#8217;s been talked to, and how out-of-date your info is on the company.&nbsp; It&#8217;s a lead-pipe cinch you&#8217;ll walk away with a sale!&nbsp; (Or, perhaps, with just a lead pipe, suitable for catching a Clue.)<\/p>\n<p>Signed,<br \/> Mr. Unsolicited Advice.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Dear Mr. Unsolicited Advice:&nbsp; How do I close the sale with some guy who&#8217;s rejecting my fabulous offer to drop the $18,000 of services down to $13,000, just because he&#8230;<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_seopress_titles_title":"","_seopress_titles_desc":"","_seopress_robots_index":"","_seopress_robots_follow":"","_seopress_robots_imageindex":"","_seopress_robots_snippet":"","_seopress_robots_primary_cat":"","_seopress_robots_breadcrumbs":"","_seopress_robots_freeze_modified_date":"","_seopress_robots_custom_modified_date":"","_seopress_robots_canonical":"","_seopress_social_fb_title":"","_seopress_social_fb_desc":"","_seopress_social_fb_img":"","_seopress_social_fb_img_attachment_id":0,"_seopress_social_fb_img_width":0,"_seopress_social_fb_img_height":0,"_seopress_social_twitter_title":"","_seopress_social_twitter_desc":"","_seopress_social_twitter_img":"","_seopress_social_twitter_img_attachment_id":0,"_seopress_social_twitter_img_width":0,"_seopress_social_twitter_img_height":0,"_seopress_redirections_value":"","_seopress_redirections_enabled":"","_seopress_redirections_enabled_regex":"","_seopress_redirections_logged_status":"","_seopress_redirections_param":"","_seopress_redirections_type":0,"_seopress_analysis_target_kw":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[35,21,53],"tags":[],"class_list":["post-11835","post","type-post","status-publish","format-standard","hentry","category-big-business","category-job-jollies","category-mr-unsolicited-advice"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":7189,"url":"https:\/\/hill-kleerup.org\/blog\/2004\/10\/12\/ask_mr_unsolici.html","url_meta":{"origin":11835,"position":0},"title":"Ask Mr. Unsolicited Advice about Telemarketing!","author":"***Dave","date":"Tue 12-Oct-04 12:36pm","format":false,"excerpt":"Dear Mr. Unsolicited Advice, I am a telemarketer. 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For you, that is. -- Cold Calling in Carolina If I say that...","rel":"","context":"In &quot;Big Business&quot;","block_context":{"text":"Big Business","link":"https:\/\/hill-kleerup.org\/blog\/category\/big-business"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":11995,"url":"https:\/\/hill-kleerup.org\/blog\/2007\/12\/17\/we_get_letters.html","url_meta":{"origin":11835,"position":1},"title":"We get letters &#8230;","author":"***Dave","date":"Mon 17-Dec-07 9:41am","format":false,"excerpt":"Dear Mr Unsolicited Advice:\u00a0 How can I really impress my clients to spend a whole truckload of money on my professional project research service?\u00a0 Signed, Consulting in Conshohocken Dear CC,...","rel":"","context":"In &quot;Job Jollies&quot;","block_context":{"text":"Job Jollies","link":"https:\/\/hill-kleerup.org\/blog\/category\/job-jollies"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":7174,"url":"https:\/\/hill-kleerup.org\/blog\/2004\/10\/14\/ask_mr_unsolici.html","url_meta":{"origin":11835,"position":2},"title":"Ask Mr. Unsolicited Advice about Professionalism!","author":"***Dave","date":"Thu 14-Oct-04 9:09am","format":false,"excerpt":"Dear Mr. Unsolicited Advice, How can I impress people with my professionalism in the office by using e-mail? -- Posting in Pennsylvania Just a note to those folks who think...","rel":"","context":"In &quot;Job Jollies&quot;","block_context":{"text":"Job Jollies","link":"https:\/\/hill-kleerup.org\/blog\/category\/job-jollies"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":7169,"url":"https:\/\/hill-kleerup.org\/blog\/2004\/10\/15\/ask_mr_unsolici.html","url_meta":{"origin":11835,"position":3},"title":"Ask Mr. Unsolicited Advice about Home Tech Support!","author":"***Dave","date":"Fri 15-Oct-04 6:26am","format":false,"excerpt":"Mr. Unsolicited Advice is a new feature here at Dave Does the Blog, even though Dave will eventually retcon some previous entries to use him. 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