Describe three types of suggestions used by salespeople. Provide an example of each to illustrate your answer.
What will be an ideal response?
Suggestions can be used effectively to persuade prospects. The skilled use of suggestions can arouse attention, interest, desire, conviction, and action. There are six types of suggestions and they are used for different situations.
Suggestive propositions imply that the prospect should act now, such as, "Shouldn't you go ahead and buy now before the price goes up next month?" This suggestion can be used if the prospect is delaying the decision.
Prestige suggestions ask the prospect to visualize using products that famous people, companies, or persons the prospect trusts use, such as "The American President uses this product."
Autosuggestion attempts to have prospects imagine themselves using the product. These are generally used in television advertisements.
The direct suggestion directly suggests the prospect to buy a product. It can be used for directly suggesting the prospect to buy a product without offending him/her. It does not tell or request the prospect to buy instead it suggests to buy.
The indirect suggestion is used at times for some prospects when it is best to be indirect in suggesting a recommended course of action. Indirect suggestions help instill in prospects' minds factors such as doubt about a competitor's products or desire for your product.
The counter suggestion evokes an opposite response from the prospect: "Do you really want this high quality product?" This is effective if you have already determined that the prospect wants a high-quality product.
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