Seesaw Technique
Balance Positive and Negative Feedback
The Seesaw Technique is a sales framework that provides a balance of positive and negative feedback to potential clients. It involves referencing the data from the scorecard, mentioning the highest and lowest category scores, and providing a solution to improve the lowest score.
- Provide a balance of positive and negative feedback
- Reference the data from the scorecard
- Offer a solution to improve the lowest score
- Reference the Data from the ScorecardReference the data from the scorecard to provide a balanced view of the potential client's strengths and weaknessesPro tipMention the highest and lowest category scoresWarningDon't come across as too negative
- Offer a Solution to Improve the Lowest ScoreOffer a solution to improve the lowest score, such as a free pass to a workshop or a physical copy of a bookPro tipUse the seesaw technique to provide a balanced viewWarningDon't be too pushy
Sophie's Call
Sophie, an appointment setter, used the Seesaw Technique to follow up with a potential client, Jo, and book a sales meeting
OutcomeBooked sales meeting
Not Providing a Balanced View
Not providing a balanced view of the potential client's strengths and weaknesses can lead to a negative perception
Not Offering a Solution
Not offering a solution to improve the lowest score can lead to missed sales opportunities
The Seesaw Technique was developed by Daniel Priestley, the author of Scorecard Marketing. He created this technique to help sales teams provide a balanced view of a potential client's strengths and weaknesses.
Source · BOOK
Scorecard Marketing by Daniel Priestley