A great idea from a book called “Ninja Selling” by Larry Kendall talks about the FORD principle of lowering your customer’s resistance to begin a sales call. The idea is to remind you there are four ways you can lower resistance in your buyers.
The “F” in FORD stands for FAMILY. Let’s talk about your family to make things more comfortable.
The “O” stands for talking about your OCCUPATION and your job and career.
The “R” stands for RECREATION and what do you do for fun.
The “D” stands for talking about your DREAMS.
Applying the “FORD” technique to selling is a clever way to remember the different options your reps have to lower the resistance of your buyers to improve your chances of selling and closing the sale.
What can you do to apply this “FORD” principal to your team’s selling efforts? Think this could effectively start off a sales call by first talking about their family, their occupation, what they do for fun or talking about their dreams?
Today’s video talks about the four great options to lowering a buyer’s resistance to help improve the persuasive environment of your team’s sales calls…so they can sell even more!