One time, a customer asked if they could try my product. I responded, “You can…but I don’t recommend it. I recommend getting started now, and here’s why.”
Two minutes later, they bought.
Sales Trainer Grant Cardone responds to “I’m not buying today” with “That’s fine, most people don’t buy on the first day. Most people get information. What information can I provide to help you make your decision?”
In fact, numerous studies in Social Psychology have demonstrated that adding “you are free to accept or deny this offer” after making a request dramatically increases compliance.
The beauty of this technique is that it’s not a technique at all. Not manipulation, and not timidity.
It’s a recognition of reality. People are always free to do what they want and ultimately will.
When it counts, don’t be afraid of reminding this.