Seth Godin has a great post
on how people accustomed to saying no
will continue to say no.

The opposite is also true.
People accustomed to saying yes
will continue to say yes.

A common sales “trick”
is to start the prospect off
with easy yes answers.

Have you thought about getting a new car?
Yes (or else what are they doing on the lot?)
Do you have some models in mind?
Yes (again, they are on your lot).

Those types of questions.
Working, of course, up to the big yes,
the yes to your sale.

This entry was posted on Thursday, May 17th, 2007 at 6:00 am and is filed under Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.