Indifference and its Purpose in Sales

Indifference is probably the most effective of all 4 impulse factors. I’ve made an incredible amount of sales on my ability to convey indifference alone! If you can portray GENUINE indifference to your prospects, they will be compelled to buy now and not even think about asking if they can buy it later.

This is a basic psychological fact and it can’t be denied. If you want to compete with the pro’s then you must master indifference in your sales pitch. You can’t get around it!!

I believe, indifference is best portrayed non verbally, it is instilled in the reader by the context of your written words on a sales page and not by the actual words themselves. Face to face or in “copy”, indifference is basically something you imply. The best way I can explain this is by saying that indifference is the “It doesn’t matter to me.” or “I don’t care.” attitude. It’s the aura that you project which makes the prospect feel like it’s of no worry to you if they choose not to buy. INDIFFERENCE IS VERY IMPORTANT IN SALES!

Indifference is the opposite of over-zealousness or being desperate for the sale. It is the cool, nonchalant twin of “Fonzy” from the tv show “Happy Days.” This is extremely powerful simply because you are making the prospect feel like you don’t care if they miss out on the product. Your job is just to show them the product and nothing more.

People inherently want what they unfortunately cannot have. That being said, if you make it too easy for them to have it or you try too hard, they won’t want to purchase from you.

“You have to PULL the string… Not PUSH it!”

For example, if you’re struggling to hit a goal, you’re probably frustrated and its showing all over your face. And if it’s showing all over your face, then you have lost all of your indifference. All the customer sees on your face is desperation, “please buy this from me.” You have to keep your business posture at all times and remain indifferent about the sale. You must portray that it doesn’t matter to you if they buy your product or not.

Many times, marketers and sales people make the mistake of getting overly excited when they feel they have a prospect on the hook. Don’t get too excited until after the sale is closed.

Experience has proven to me, that on the days where I was care free about hitting a goal I made more sales. That’s because I didn’t have desperation written all over my face.

It’s because I set out those days with fun on my mind. My body language was telling people: “I don’t care if you buy from me or not.” People will be drawn to that type of attitude and behavior. Prospects will want to buy from you just because they like who you are. I’ve had people buy from me when they didn’t even need or want my product but simply liked me. Bottom line, you are selling yourself!!

Did you ever have a crush on someone in school but the more you tried to talk to them the more they played hard to get? Then when you gave up on them and moved your attention to someone else suddenly the first person pops up and shows interest in you? That’s because you became indifferent to them and people inherently want what they can’t have!

Home shopping channels use indifference by displaying a picture of the next product that they will be selling. Almost as if to say “It doesn’t matter if you don’t buy this because we’re about to move on to something else anyways.”

“We’re just about done with this item but don’t worry because coming up we have …. ” Again this is impulse building through indifference. The sales people are not done selling this product yet, but they are already talking to you about the next one.

Have you used indifference in sales? Share your experiences with us and see how a comprehensive CRM software can fit into your cycle.

Contact Carmel Vision today. We have just the right solution for your business and sales needs. It is our belief that change does not always have to necessitate breaking the bank.

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