The Art of Closing the Sale by Brian Tracy

Author:Brian Tracy [Tracy, Brian]
Language: eng
Format: epub
Tags: ebook, book
Publisher: Thomas Nelson
Published: 2010-10-04T17:00:00+00:00

ASK EASY QUESTIONS

The second question would be, “We are doing a survey in this neighborhood for a national educational organization; may I ask you a couple of questions?”

Almost invariably, the prospect would say yes. People love to give their opinions.

The salesperson would then ask, “Do you believe in the importance of education?”

The prospect would predictably answer yes once more. The salesperson has now asked three “yes” questions. “Do you live here? Would you answer a couple of questions for our survey? Do you believe in the value of higher education?”

“May I come in?” Answer: “Yes.”

“May I sit down?” Answer: “Yes.”

“As part of our public relations program, we will be placing a set of encyclopedias in a few selected homes in this neighborhood at no charge. Would this be of interest to you and your family?”

Again, the prospect would answer yes. Everyone likes the idea of getting something free.

The salesperson would say, “We don’t sell these encyclopedias. What we do is place them in your living room so that when your neighbors visit and see them and ask where you got them, you tell them that you got them from us and refer them to us, so that we can come by and show them how they can get these encyclopedias for their homes as well. Would you do that?” And again, the answer is yes.

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