1. Professional Sales II Scarcity and Selling

2. September 19, 2010 TCU Football Tickets!!!!!!! TCU vs Baylor Football Tickets are going fast for the 2010 season! Dont miss your chance to see all the great Mountain West action this year. TCU is going into this season with high hopes of bringing home the Mountain West Championship. Tickets are going fast, so get yours today while you still can!! 3. Scarcity Defined as satisfying unlimited needs and wants with limited resources Why do we pause a face-to-face conversation to answer the phone? 4. Cheesy Salespeople http://www.youtube.com/watch?v=XvpkciX2nk M&feature=relate Old-fashioned techniques vs. Professional Selling 5. Psychological Reactance Physical and emotional response to diminishing personal control Humans naturally react to the idea of scarcity, deadlines, and the loss of freedoms Buyers Remorse What happens when you feel rushed or pressured? 6. Scarcitys Sources of Power Human brains seek short cuts or consistency An items availability allows us to quickly and correctly decide on its quality Humans hate losing freedoms As an item becomes less available, we lose our freedom to choose between options 7. Optimal Conditions for Scarcity Most effective when customers believe an item is scarce, social demand is increasing, and they are directly competing for it. 8. Two-Year Olds, Teenagers, and Jurors? Similarities between two-year olds and teenagers? Periods in life where we recognize and assert ourselves as individuals Limiting choices leads to non-compliance Inadmissible evidence and jurors response SPIN technique Ask only what is relevant 9. As Professional Sellers, Features Benefits Advantages WIIFY? Create urgency without fear or manipulation Maintain a win-win attitude