A 'Reverse Psychology' Sales Technique

In this video, Mike Michalowicz the author of The Pumpkin Plan, shares a closing technique that puts customers in the position of explaining why they want to work with you.

[ZombieJohn]

Good stuff, truly—but the guy is speaking in front of 3-4 people in a tiny conference room and when he tells a “joke” there’s literally a creepy laugh track from an auditorium filled with hundreds...and when the 3-4 people clapped at end, they edited in a super creepy applause track from an amphitheater holding thousands. :0

[thomastic]

that is actually derived from a technique pioneered by Socrates and is literally named "The Socratic Method" it is used in a high level of arguments and building cases and for manipulation. Google it and you will see the principles of it to understand hwo what he is talking about is exactly that

[dylangrieveable]

love it- so interesting the way the human mind works. 

[ron]

This has been taught by The Sandler Sales System for decades.

[macchonk]

If he was to ask why, I probably would have said.. " Because I'm not you..".
In negotiation, I don't believe in exposing their strength, unless I'm not interested.. Double reverse psychology.. wham

[cocross]

didnt work for me would have instantly said ok i will give you the the 3 if thats wat u your happy with

[cjunk]

its just love it when sales people try all their tricks on me. if you asked me on a scale of one to ten, i would tell you ten, but then add that i was already ten and you can only go down from there