Final answer:
The "Feel, Felt, Found" technique is used by salespeople to empathize with buyers' objections and provide solutions that overcome their concerns. The "foot-in-the-door" technique starts with a smaller request to increase compliance with a larger one, and using uncertain language can invite constructive conversation and repair relationships after a conflict.
Step-by-step explanation:
To address a buyer's objections, a salesperson might use the "Feel, Felt, Found" technique. This technique involves the salesperson acknowledging the buyer's concerns by expressing that they understand how the buyer feels, mentioning that others have felt the same way, and then describing what they have found to work in overcoming those concerns. This method softens the response and creates a sense of empathy and understanding without directly disagreeing with the buyer.
The foot-in-the-door technique is another persuasive strategy used by salespeople where they build up to a larger request through initially obtaining agreement to a smaller one. For instance, if a store owner is aiming to sell you an expensive product, such as the latest smartphone model, they may first convince you to purchase a high-quality data plan, and once you have agreed to that, they might suggest adding a three-year extended warranty. Because you have already agreed to the smaller request, you're more likely to comply with the larger one.
To generate counterarguments or to avoid polarizing the conversation, it's helpful to use language that welcomes dialogue and expresses uncertainty. Phrases such as "it seems that," "it appears to me that," or "I may be wrong, but" can create space for constructive conversation. Using words like "possible," "likely," "plausible," and "risk" can also soften the tone while expressing valid concerns.
After a conflict, it's crucial to focus on repairing wounded feelings and achieving greater mutual understanding. The language one uses and the questions one asks should be thoughtfully considered to foster an environment conducive to learning and bridge-building.