Thursday, December 20, 2012
If you are logical, this will appeal to you and it will particularly work if the person to whom you are talking is also logical. You will want to remember your algebra. If you remember algebra, you remember something like this: If A is true and if B is true then C must also be true. If you remember it that way, then you can create questions in that sequence and get somebody to conclude that it is a good idea to buy. Sir, would you agree that this is important. Yes. Would you also agree that that is important? Yes. Well, then clearly this product would be good because it would serve your needs. Oh, I see what you are talking about. If you think about it that way and position those questions, with practice you are going to get much better sales and much better results.
Wednesday, December 12, 2012
A leading question is a question that answers “Yes” all the
time, and you start it with “certainly” or “of course.” When you do this, think about what is
obvious. It is curious that when you
point out the obvious, people actually get relived and they are much more
interested in buying or they feel very good about the value. You might say something like this, “Certainly
you are going to want to get the best return on this investment” or “Of course
you’ll want this to come in on time and on budget.” If you remember, pointing out the obvious,
open with “certainly” or “of course,” the person actually likes it and they
feel much better. So, it might work
something like this, “Certainly you are going want to read this blog on a regular
basis.”
Friday, December 7, 2012
The two-option or three-option move--this is an open-ended question, so you always want to start it with the word “Which.” For example, if I want to meet with you next week, I would ask, “Which day is better for you, Monday or Tuesday?” Remember to put your preferred option last. Or, a three-option move is where you give three options and put the preferred option last. So I would ask, “Which day is better to meet you next week, Monday, Tuesday, or Wednesday?” Remember, the preferred option is last. You can ask two or three options. Make sure you open with the question, “Which?” So, ask the two-option or three-option move, put the “which” in front and it will sound something like this, “Which is better for you, buying one CD, two CD’s or the entire series?”
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