CHAPTER 14The Opening Strategy for All Sales Calls

A MAN AND HIS WIFE WALK INTO A DENTIST’S OFFICE The man says to the dentist, “Doc, I’m late and in a hurry. I have two buddies sitting out in my car waiting for me. We have a 10:00 a.m. tee time at the best golf course in town and it’s 9:30 already, so forget about the anesthetic and just pull the tooth and be done with it.”

The dentist thinks to himself, “My goodness, this is surely a very brave man asking to have his tooth pulled without using anything to kill the pain.” Then the dentist asks him, “Which tooth is it, sir?”

The man turns to his wife and says, “Open your mouth, honey, and show him.”

Funny story, but can you really control another person? More precisely for sales pros, can you ...

Get The Secret Language of Influence: Master the One Skill Every Sales Pro Needs now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.