Get your prospect to say YES 3-5 times!  (I hope you are not still using this) 

 

This really bad sales technique is outdated and screams that you are stuck in 1972! I saw it in action last week so I know it's alive and well and still being taught.  

 

It's nothing but a trick and a trap! No one likes to be tricked or trapped.

 

It goes like this.....

The salesperson gets the potential buyer in a situation where they ask a series of questions that can only be answered with a YES. (That is called manipulation)

 

This garbage no longer works on smart, savvy and sophisticated buyers.  

Here is a short list of questions that should never leave your lips......

• Do you want to save money?
• Can you see this saving you money?
• Can you see this product working for you?
• Do you want to protect your family?
• Can you see how it will make your life better?
• Do you want the best for your children?
• Do you want to make your business run more efficiently?
• Can you see this saving you time?
• Do you see this working for you?
• Can you see how this would benefit you?

 

Great sales people don't need to resort to using manipulative questions. They ask questions that feel collaborative verses combative. They ask questions that open people up not shut them down. 

   

 

If you think you may need a tweak or overhaul, reach and make the next move. Sales get better when you get better at selling.