A CHOICE OF TWO YESES..........by Steve Duhl 
Monday, January 24, 2011, 08:04 PM
Posted by Administrator
It has been a while since I tortured blog reader with ramblings about my days in sales and the hugely important stuff I learned:
-WHOEVER TALKS FIRST LOSES.
-THE THIRD PARTY COMPLIMENT.
-MAKE PEOPLE WANT TO BE LIKE YOU AND THEY WILL BUY FROM YOU.

So, this entry A CHOICE OF TWO YESES is overdue.

Today, I emailed a client telling him that "Yes, I think you should try to make an appointment to discuss settlement with that guy who is threatening to sue you." I wrote "Tell him that you want to meet him at Panera next Wednesday." and "Would 4:30 be good or would 5:00 be better?"

We all like multiple choice questions. One of the choices is the correct answer and we are confident that we will know the answer once we see it. Nobody ever liked fill-in-the-blank....you just need to know a little too much to succeed at fill-in-the-blank questions.

So, if I want you to do something, I want to ask you to do it with a user-friendly....multiple choice question. Also, since it is easy to say "no"....especially for lazy people and for people who want to avoid your agenda...you don't want to include "no" as one of your multiple choices. And every "yes/no" question includes the "no" as one of the choices. So, "yes/no questions are not allowed.

"Would you like to buy the blue Ferrari now or the Red one?" "Do you want to buy the Samsung refigerator now or the Whirlpool with the freezer drawer on the bottom?" "Would you rather meet me at 5:00 or at 6:00?"

And, to that gorgeous dark haired woman standing at the bar slugging Tequila shots and looking for trouble: "Are you just buying me a shot or are you buying me a Corona chaser, also?"

Don't scoff. Try it. This crap actually works.



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