ONE OF THE oldest tricks in the sales book is to get your prospect to agree with you. Not on any earth-shattering subject like “do you want to buy this fridge?” but on an altogether less controversial plane. Classically, you suggest, on meeting your prospect, that it’s a “nice day, huh?” Provided it isn’t raining, you should get a noncommittal “Sure is.”
But that “Sure is” is anything but noncommittal, because your prospect just agreed with you. Once they agree with you on a small point they’re much more likely to agree with you on a big one. The trick is timing. You work through a few more easy questions ...
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