Eliminate customers’ “reverse psychology”

作者：admin  点击次数：114  发布时间：2025-03-15

Rebellious psychology refers to a psychological state in which a person takes an opposite attitude and words and deeds to the other party's request in order to maintain self-esteem in a specific situation. The "rebellious psychology" of customers mainly refers to a psychological state in which you ask customers to buy your products, even if the customers need your products, they often refuse to buy them.
There are four main ways for customers to express their rebellious psychology: one is that he does not agree with your views; the second is that he thinks he has a better view of your statement; the third is that he thinks he can predict everything; the fourth is to deliberately be serious with you.
After knowing the definition and manifestation of rebellious psychology, the salesperson couldn't help but ask another question: Why do customers have rebellious psychology?
On the one hand, when the customer's psychological needs are not met, it will stimulate his strong needs; on the other hand, the opposition between customers and salespeople. When salespeople go door-to-door to sell, customers usually have a vigilant mentality towards them and instinctively distrust them. Therefore, the better the salesperson says about his products, the more customers think it is fake; the more enthusiastic the salesperson is, the more customers think he is hypocritical and just wants to cheat their money.
Many salespeople do not understand the "rebellious psychology" of customers. During the sales process, they always stubbornly and endlessly introduce products to customers without considering the feelings of customers. As a result, the rebellious psychology of customers becomes more serious, and salespeople are rejected by customers again and again. Let's see how Joe Girard eliminates the "rebellious psychology" of customers:
Mr. Edward's private car has been used for many years and often breaks down, so he decided to buy a new car. This news was learned by Joe Girard's company, so many salesmen came to sell him new cars.
They came to Edward's house and introduced to Mr. Edward in detail how good the performance of their company's cars is and how suitable they are for him. Some salesmen said, "Dear Mr. Edward, our cars are tailor-made for you." Some even laughed at him and said, "Your old car is already in tatters. If you use it again, it will be a loss of your status." The unexpected arrival of these salesmen made Mr. Edward very upset. In addition, their endless sales talk not only aggravated Mr. Edward's defensive psychology, but also aggravated Mr. Edward's "rebellious psychology". He thought to himself, "These guys are just a bunch of liars. In order to sell their cars, they say those unbearable words. I won't be fooled! I just don't buy it. Let's see what they can do to me." Needless to say, the salesmen returned to the company one after another with their heads down. Joe Girard looked at their depressed expressions, asked about the situation, and soon found out the reason. So he visited them in person. After knocking on the door of Edward's house, Joe Girard smiled and showed his business card as soon as he saw Mr. Edward: "Hello, I am a car salesman, this is my business card." Edward thought that Joe Girard was no different from the previous salesmen, so he said with an unhappy face: "No matter what you say, I will never buy your car, I will never be fooled." However, what Edward did not expect was that Joe Girard was not angry, and still smiled and said to him: "I think your old car is not bad, at least it can be used for another year or two, it's a pity to change it now, I think it's better to wait for a while!" Edward took the business card, and Joe Girard turned and left. At the moment Joe Girard turned and left, Edward's defensive psychology suddenly lost its meaning, and even the rebellious psychology disappeared. After thinking for a while, he still thought that he should change a new car. So he called Joe Girard and ordered a new car from him. After reading the above story, we are puzzled. Other salespeople talked endlessly about the performance of the products to customers, but Mr. Edward not only did not buy the car, but was also very angry. Joe Girard's short words made Mr. Edward decide to buy a new car. Why is this? The reason is that Joe Girard knows that rebellious psychology will cause customers to refuse to buy your products. If you can eliminate the customer's "rebellious psychology", it will prompt customers to take the initiative to buy products. Therefore, he adopted the opposite way of thinking, which not only eliminated the customer's rebellious psychology towards the salesperson, but also made the customer take the initiative to buy his own products. This is the reason why Joe Girard successfully sold this time.
If you can skillfully use the customer's "rebellious psychology", then you can successfully sell products to customers. Sometimes when a salesperson refuses a customer to buy a product, the customer insists on buying it, and the result is that the customer convinces himself.
Therefore, when selling products to customers, sales personnel should avoid causing customers to resist and refuse to buy their products. On the other hand, they should also learn to stimulate customers' resistance, arouse their curiosity, and make them have a strong desire to buy, so as to achieve the effect that even if you don't sell to them, they still have to buy. In this way, you can mobilize customers' enthusiasm from both positive and negative aspects to make your sales work successful. In the sales process, you can take the following specific steps:
(1) Reduce customers' resistance
Reduce unnecessary statements. Salespeople's statements will create opportunities for customers to resist, because salespeople's statements usually tell customers a point of view and position, which can easily lead customers to raise objections. The countermeasure is to ask customers questions to reduce the appearance of statements, use questions to guide customers, and make sales work go smoothly.
Think from the perspective of customers. When communicating with customers, salespeople can put themselves in the position of customers to think about problems. Imagine: If I were a customer, what differences would I have on a certain point of view? Then, in the conversation, express the resistance and differences in advance, leaving the other party speechless.
Improve credibility in the minds of customers. The higher the credibility of the salesperson in the eyes of the customer, the more the customer's resistance will be alleviated, and the more positive the customer's attitude will be.
(2) Devaluing one's own product
As the saying goes, "Wang Po sells melons and brags about them." The melon sellers all say that their melons are sweet. However, when dealing with customers with rebellious psychology, it is appropriate to use the method of devaluing one's own product. (This example is not very appropriate. It will make a big difference over time. No one wants to compare watches from time to time.) For example, a watch "shortcoming" advertisement claims that the watch is not very accurate and is 24 seconds slower a day. Customers are asked to consider before buying. Who cares about 24 seconds a day? On the contrary, it attracts a lot of attention.
Customers' rebellious emotions will make them have the mentality of "the more you brag, the less I believe you. The more you say bad things, the more I believe you." Salespeople must adapt to the ever-changing psychological conditions of customers. Using a fixed way of selling will only make customers feel psychologically tired. "Reliable quality, three guarantees, and world-renowned", customers have heard such words many times and don't think it's strange. Some counterintuitive sales methods can often attract customers who are psychologically rebellious.
(3) Limiting customer purchases
Some products will have advertisements such as "limited to one per person" to attract customers' attention and invisibly arouse their desire to buy. Many customers will think that the product is running out after seeing the promotional advertisements, and will buy more. Later, they will secretly rejoice that they were not discovered by the salesperson. Some customers who originally only wanted to buy one will buy more after seeing the advertisements. This method of limiting the number of customers' purchases will greatly arouse customers' rebellious psychology and invisibly improve sales performance.
(4) Asking customers for advice
If the salesperson says something and the customer contradicts you, then you might as well stop speaking and ask the customer for advice instead. Use the customer's rebellious psychology to change from selling products to learning skills, thereby satisfying the customer's vanity and making the customer feel comfortable. In this way, the customer will often give you guidance and encouragement, and the transaction is likely to be completed under such circumstances.