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I first learned the fine art of reciprocation many years ago while in the furniture industry in Nashville Tennessee. I had no idea the power it contained yet I was amazed by its results. Results that seemed so innocent on the surface but were so complicated at its core. Reciprocation, in it's simplest form is the act of you doing something nice for someone and in return they feel the obligation to do something for you. It isn't a complicated process yet it is ingrained in us and part of human nature. You feel the very persuasive "pull" of Mother Nature to reciprocate. This is a natural response in most people and one that can be used to sell more products than you ever thought possible. Let me explain why. But first a little story of how I came across this powerful concept. While working in sales at a furniture store in Nashville Tennessee, a new regional sales manager had started a new process while greeting customers to try shore up sagging sales. We were all reluctant to try anything new, especially something that seemed like a "gimmick". But this process was very simple and straight forward so we decided to give it a try. The regional sales manager asked us to present a new customer a rose when they walked into the store. We would greet them, give them a rose, and ask them if we could help them find anything. The normal "knee jerk" response has always been "just looking" and nothing had changed with that prior to our new initiative. It was even a joke (and I am sure it still is to this day) among us sales people because everyone would say the same thing. You could bank it and we couldn't find any way around it. Then we started our new process. we would greet them and give them the rose. What followed was astonishing. People were so taken aback by the act of kindness that they immediately started to talk and laugh and tell us exactly what they were looking for. This had a tremendous positive effect on our close rate and sales and left all of us trying to figure out why. The reason was very simple. Reciprocation! The fine art of reciprocation is on display everywhere. Walk into a store or restaurant with a set of double doors and hold the first set of doors open for someone, nine times out of ten they will hold the second set of doors open for you. Reciprocation. Use reciprocation to increase your sales by giving your prospect something of value for free and watch what happens. I know you will be as amazed as I was trying to make a living selling furniture.
Gregg Zban is a leading marketer, coach, entrepreneur, and owner of The Guru Hub.
http://ezinearticles.com/?Warning!-Affiliate-Marketing-Can-Become-Addictive!&id=3872047
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