Jim is an ideal example of a salesperson who uses persuasive communications. Jim is a very direct, empathetic salesperson. He won’t falsify information about where he works consequently he wants others to succeed. Numerous times I heard Jim say that Zions isn’t the cheapest option by far that in fact Zions is the most expensive. But in return you get quality and service, which pays for itself. Jim will go out of his way to help someone succeed.
Example: Jim showed me an example of how he would use persuasive communications with a construction company. You have a lot of employees that need services, and what we’d like to do is put a bow on it. We’d like to be your bank for your business, your personal business, and your employees business. It’s real simple. I have three products that I want to talk about. Corporate cards that you get cash back on, personal checking accounts, and any type of loans that you may need. This is persuasive communications because he’s persuading them to see the bigger picture. Jim said he “focuses on them, it’s about them stupid.”
Customer Participation
Four main ways to induce participation are …show more content…
If the person started the business or inherited the business they take pride in their company. Another way Jim incorporates the customer is by meeting at the customer's office and he will ask “Could I have a tour of your operation?” Jim brought up an excellent example of this by using the movie Pretty Woman. When Julia Roberts is shopping and the salespersons are blowing her off because they’re judging based off her appearance. They don’t believe she can afford to shop with them. After Bernard from the hotel comes with her they bend over backwards to help Julia, but Bernard insist that it’s about her not me. Pay attention to her not