What My Psychic Taught Me About Being a Better Sales Person
Before I start, I was to disclaim that I do not believe in psychics, tarot cards, palm reading, or anything else of that nature. What I do believe is that psychics have scammed a lot of people out of a lot of money, so they must know something.
Here are a few things I learned from my one and only trip to a psychic:
Make them curious, open to cost, and committed to a first meeting.
Last night while I was at the nail salon a middle-aged woman in the chair next to me leaned over while speaking softly, “I can tell you have a lot going on. I’m a psychic. I’m right around the corner. Please come see me after work tomorrow.”
I was instantly curious. I do have a lot going on, but doesn’t everybody? Although, I thought to myself, maybe she has something interesting to say. Like the most difficult of leads, I was skeptical, without a conscious need, and sensitive to cost, but figured I would hear her out.
“So, how much does a reading typically cost?” I asked. Like many prospects, I didn’t have a budget set aside for this.
“Don’t worry about it. If you come by we can discuss cost and figure something out.” She was vague, but willing to work with me. We decided I would come by at 7pm the next day, and both put it in our calendars.
Create an experience worth paying for, then upsell them.
Upon approaching her shop in the East Village, I entered a small room scattered with incense, paintings of spiritual icons, and a pile of tarot cards. I was instantly intoxicated with excitement by the entire cliché garb.
She came out to greet me, and after a few minutes of casual chit-chat, she presented me with my options: a reading of a few personality traits for $5, a palm reading for $50, or a full reading with tarot cards for $85. The cynic in me went with the $5 option.
She started with flattery, telling me how kind my soul is, how I am a good person, and that I am intelligent. Next came the bad news, or in other words, why I needed her. My chakras are out of alignment and I have a dark energy in my life. After about five minutes of this, she paused.
“I want to continue the reading. I’m going to do the palm reading for $25. 50% off,” she offered, knowing she had me hooked.
I bought in. She had managed to get me, someone who believed in absolutely nothing she was saying, to be so excited that I was willing to shell out an extra $20 to learn more.
Get them to confide in you by asking all of the right questions.
The next 20 minutes consisted of her asking questions about my relationships, career, and family, sandwiched between solid pieces of advice and words of wisdom. Within minutes, I was spilling my soul to this woman: hopes, dreams, worries, and fears.
Like a good sales presentation, she was able to get me to open up about what I really want and what my true aspirations are by posing those hard-hitting questions directed at the bottom line.
Offer up compelling next steps.
The session ended with her telling me I had two people in my life who did not want to see me succeed: an older man and a younger woman. She told me that she would do her research tonight, figure out what their names are and what their faces look like, and I should call her tomorrow morning. We have a call set for 8 a.m.
By outlining the next steps following this meeting and how they will benefit me, the progression of the partnership became clearer and more desirable.
Now, with all of that being said, that will likely be my last trip to the psychic. Although it was a fun experience, and akin to a therapy session, I don’t truly believe my chakras are out of alignment. Sometimes, as hard as you sell, the partnership isn’t a right fit. If she was really a psychic, she would have known that.