M4- A1 Persuasion and Negotiation

Let’s Try This

Try to develop a simple script for a role playing on how you will persuade your target customer
with the following situations:

• Win the mind of the customer: Logical, rationale arguments and strong evidence; benefits for
others.

Seller
- Hello. Are you looking for bags?

Customer
- Hi. Yup, I am.

Seller
- You know what? We have some fresh arrivals and there are some great discounts for
them.

Customer
- Really? Are they on display?

Seller
- Well, not all of them are on the display shelf. You’ll have to go to one of the counters, but
it’ll be worth it because there’s a 40% price cut.

Customer
- Sounds good… but are they as good as the stuff here?

Seller
- Yeah! It’s from the same manufacturer. They just have a special offer running.

Customer
- Take me there, dear!
• Win the heart of the customer: Connect on an emotional level; enthusiasm; common ground.

Seller
- Are you looking for something specific?

Customer
- Yeah I’m looking for a beige bag. But, I don’t see any I like.

Seller
- Well’ are you looking for soft beige or a dark tone?

Customer
- Something a bit dark, I think.

Seller
- Alright! Got any specific brand in mind?

Customer
- Nah! But I want the good stuff.

Seller
- Okay let me show you some of what we have in beige.

• If your customer is hostile, neutral, uninterested, or skeptical apply the appropriate persuasion
tactics.

Seller
- Good evening sir. Can I help you?

Customer
- Well I’m just browsing. Looking for interesting stuff.

Seller
- Great! Please let me know if you need any help

Customer
- Sure. Say, tell me … where can I find medium sized floral dresses in here?

Seller
- Looks like you’re looking for floral frocks.

Customer
- Yeah. For my wife

Seller
- Just follow me. I’ll take you there.
• Ask questions for self-persuasion and to get commitment: Leading, rhetorical, summarizing,
informative questions.

Jason
- Hey Lisa, what’s up?
Lisa
- Not much Jason. You say.

Jason
- Well… you buy almost everything online, right? Can you help me out cause I have no
idea how to do it?

Lisa
- Oh, you’re definitely asking the right person. What exactly do you want to buy?

Jason
- I want to give Jenny a Loreto bag. It’s her birthday this month.
Are there any websites that offer discounts and special deals?

Lisa
- For a Loreto?! The right place to shop online for that is at loreto.com!

Jason
- Is that so? I hope find some good deals there then. Thanks Lisa.

• Try out bargaining tactics: Door-in-the-face; That’s-not-all; Foot-in-the-door; Low-balling

Manager
- Hi. I’m the manager of this store. Hope you’ve had a nice time shopping with us.

Customer
- I sure did! You’ve got great bargains

Manager
- Could you please fill out a feedback form? We’re looking for ways to make our service
better.

Customer
- Umm… I don’t know. I’m in a hurry.

Manager
- Alright. There’s no problem. Let me just tell you that I’ve a discount coupon for 20%
which I can give you for your nest purchase, if you fill out the survey. It’s going to take
just a minute.

Customer
- In that case I will check it out. I’ve got a couple of minutes.