When Less is More: Applying the Counterintuitive Technique to Close More Sales
The counterintuitive strategy, a new approach to persuading and closing deals. Discover when and how to use this effective tactic to differentiate yourself from the competition and boost sales.
Did you know it’s bad to be desperate when trying to sell something? Yes, if you chase your customers, you create desperation and, consequently, they generate rejection. That’s why using the counterintuitive sales technique is essential.
Master Closer Martín Alonso Aceves Custodio says that the best way to apply this strategy is through reverse psychology and focusing on your personal brand. In that way, you attract more clients without the need to chase after them.
Now, how is this technique applied? Next, we’ll tell you all the details about reverse selling to gain more customers, increase sales, and make more money.
How to apply the counterintuitive sales technique to increase your sales?
Intuitive sales are based on the seller’s feelings and perceptions. Counterintuitive sales are strategies contrary to common sense, and we will discuss this in the following points:
Don’t fall into sales desperation, and strengthen your brand.
People will not buy from you if you try to force them, because they can tell you are desperate to make a sale. Why? What are they thinking? How do they see you? Maybe they think that since you’re chasing them, you don’t have enough clients.
They might also think that since you don’t have enough clients, your work isn’t of good quality, or you don’t work well. Remember that if you chase your clients, they run away. On the other hand, if they see you with confidence and without need, you attract them, you are magnetic.
You can achieve this with a good personal brand and by having clients come to you for the finalization of the sale.
What are the consequences of falling into desperation in sales?
The consequences of basing your business on the strategy of chasing your customers are:
- In the eyes of your customers, you lose value, your status declines, you become less attractive. Moreover, if you have customers who have bought from you, they change their minds and flee.
- Chasing your clients wears you out, puts you in a bad mood, and lowers your self-esteem. Think about this: do you see yourself in 5 years chasing after your clients? How will your health be?
Master Closer Alonso Aceves does not recommend this strategy, because you will not only lose your job or business, but also your marriage. According to some surveys conducted with the spouses of salespeople, they say that they bring work home, and it is exhausting; as a result, respect and love in the family are lost.
Follow the best examples of strategic selling
By strengthening your brand and maintaining your reputation, you can choose not to chase your customers, as it is a superior sales strategy, and that’s what the Rolex watch brand does.
Brand approach Rolex
The focus of the Rolex brand is to make its customers wait for a certain period to get the model they are most looking for or that they seek and need. For example, when you enter a store to buy the Rolex watch that everyone wants, you can’t do it.
Their game is that, first, you go once and show interest in something simpler that they want to “sell you”. They will tell you to come back in a few days to see if they have something in stock. But when you return, and they see that you are a person with taste and that you don’t want to speculate, maybe they will let you buy something you like, but that doesn’t excite you.
When you make the first purchase, they might let you sign up for a waiting list for the model you really wanted and that wasn’t the most sought after in the world.
After 6 months, a year, or more, they call you to say they have received the model you were looking for. He tells you that if you still want it, you have to go pick it up today, or they will call the next person on the list, and that makes you rush to buy it and thank them.
What Rolex does is exactly not chase the customer, the best counterintuitive sales technique, meaning the customer chases you. A Rolex watch model has value because of the brand and reputation they have built, and especially because they are not desperate to sell it; it is a quality product, but its strength lies in the brand.
Apply to detachment during the sale
Detachment is a reverse sales technique, which involves maintaining a good mood, and this makes a difference in how you perceive your results and prospects. It can be divided in two ways: internal detachment and external detachment.
Internal detachment is learning to accept the results regardless of what happens; your mood stays good. The external detachment is the one you show to your clients, meaning you maintain your well-being, whether they buy from you or not.
How to apply detachment in your sales?
The Master Closer Martín Alonso Aceves Custodio recommends the following:
- You can practice meditation or convince yourself that the results don’t matter to you and that not everyone will say yes. Maybe there will be more than just a yes, I want to buy, in other words, learn to overcome rejection.
- Let your client know that, whatever decision they make, you will continue to address their questions and ensure they feel comfortable.
- Use positive comments that reflect your priority as a seller, which is not to sell, but to ensure your client feels comfortable, and their needs are met.
If you practice detachment, you’ll notice a big change; your attitude will be different, and you’ll always have a positive mindset despite the rejections in your sales.
Offer a more expensive product
Many salespeople make the mistake of offering a cheaper product to a customer when the customer tells them the current product is too expensive. This is a mistake because you’re assuming the price is the problem.
Always remember that if a customer says your product or service is too expensive, it’s because it doesn’t solve their problem or is too expensive for what it is. Customers often prefer to pay more and guarantee that their problem is resolved, rather than pay less and remain unsure.
That’s why the counterintuitive sales technique of offering a more expensive product is ideal. Follow up on the sale, so your customer builds a business relationship with you and can purchase from you again.
The Intuitive Selling Technique to Sell More
Learning to develop intuition is essential in sales because it helps you make informed decisions. It focuses on your ability as a salesperson to understand your client’s needs and adapt to the situation without a structured process.
To apply intuition, you must have experience, a deep understanding of what you’re selling, and the ability to read signals. Among other interesting points, such as:
- Adapt your tone of voice to your client’s style and personality.
- Offer a personalized solution.
- Obtain more information from your clients by asking open-ended questions and understanding their needs.
- Build trust with your clients by applying social proof, i.e., success stories and testimonials from other clients.
Sales School is where you can learn more about sales from Master Closer Alonso Aceves.
Conclusion: The Counterintuitive Sales Technique
As we’ve seen, the counterintuitive sales technique is an effective tool for generating more sales. But it’s vital that it be done strategically and consciously.
Learn not to give in to desperation in your sales, follow the examples of the best brands, apply detachment, and offer a more expensive product, demonstrating that price isn’t the issue.
On the other hand, intuitive sales can take more time because you must know your customers to offer what they really require. As a salesperson, learn both techniques so you can apply them at any convenient time. Follow the advice of Master Closer Alonso Aceves and you will surely achieve success.
Master Closer Alonso Aceves
Martín Alonso Aceves Custodio is a sales closer who has grown thanks to his intelligence and the experience he has gained in his personal and professional life.
He wants to share all his knowledge through his Sales School so that salespeople like you can grow your business and build relationships now and in the future. Alonso has the sales tools and techniques he wants to share with you so you can become a professional salesperson in any field.