Molte scuole di pensiero associano il concetto di vendita al termine PERSUASIONE e le sue innumerevoli sfumature. E da questa associazione si diramano una serie di Tecniche di Vendita "Persuasive" (vedi Principio del Contrasto, Principio of Scarcity, Social Confirmation, etc. etc...)
I personally do not believe at all in this reading of sales and not for mere spirit of contradiction, or by implication, but simply because if we go back to the pure meaning of the term persuasion (ie grouping of resources which serve to convince others to do what you want), I find diametrically opposed to what for me is the sale.
more than an attempt to convince someone else to do what is in my head, I argue strongly that a good seller should simply try to understand what is already present in the head and the heart of the buyer and only after this discovery, it should search to understand what are the obvious and less obvious needs of the customer, then combining the solutions to those needs connected with their products and services. In other words, the task of the seller is not to manipulate the head of others with a variety of communication techniques developed, but simply to open in selflessly to the needs of the interlocutor to understand if and how they might be helpful . Even at the cost to get to say a sincere "I understood his need and I say very frankly that my product / service is best suited to solve its needs."
If all sellers were able to simply get in this mental and emotional condition, of course riuscirebbero a raddoppiare i propri volumi di affari. Perchè TUTTI noi siamo stanchi di essere convinti ad acquistare con tecniche ragionate e "scientificamente provate". E se proprio non possiamo liberarci di queste ormai inflazionate tecniche di convincimento, saremmo piacevolmente colpiti da chi invece riuscisse ad avere il coraggio di convincerci a non comprare.
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