Wednesday, January 20, 2010

What you want and how telemarketers make you want it - Lesson 03


Telemarketers use your own urges against you...

Maslow's work explains Cialdini's later research, and why telemarketer sales
work at all.

Comparing Maslow to Cialdini, you can see that while some have
used Cialdini to just pick the key points to use in triggering their sales, with
Maslow's theory as a base, you can also identify your customer and see what
they are most likely to want next. However, most telemarketers are
operating on the law of averages and only 1) want to make their sale, and 2)
resell your name and number to another telemarketer.

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