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The Secret Of Super Persuasion: Speaking Is Productivity.

2008/5/22 16:00:00 14

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In the first lesson of every law student, the professor will tell them, "when you cross examine the suspects in the witness box, do not ask questions that do not know the answer first."

The same admonition can also be used on sales.

If a defence lawyer interrogates a witness without knowing the answer in advance, he will cause a lot of trouble for himself, and the same will happen to you.

Never ask only two answers to the question of "yes" and "no" unless you are very sure that the answer is yes.

For example, I would not ask the customer: "do you want to buy a two door car?"; I would say, "do you want a double door or a four door car?"

If you use the two option in the back, your customers will not be able to reject you.

On the contrary, if you use the preceding question, the customer will probably say "no" to you.

Here are a few two questions:

"Do you prefer March 1st or March 8th delivery?"

"Do you want the invoice to be sent to you or your secretary?"

"Do you want to pay by credit card or cash?"

"Do you want a red or a blue car?"

"Do you want to pport it by air freight or by air?"

You can see that in the above question, no matter which answer the customer chooses, the salesman can make a successful business.

You can think about these problems from the client's standpoint.

If you tell the salesperson you want a blue car, you will pay the bill. If you want to send it to your home in March 8th, it will be difficult to say, "Oh, I didn't say I would buy it today."

I have to think about it. "

Because once you answer the above question, it means you really want to buy it.

Just like the defense lawyer asked, "have you stopped beating your wife?" this question has obvious assumptions. Please note that this question is not: "have you beaten your wife?"

If the suspect in the witness box answers the above question, he will automatically plead guilty.

Develop the habit of saying so often: "don't you agree..."

For example, "don't you agree that this is a beautiful car, Mr. customer?" "don't you agree that the land can see a spectacular sea view, customer sir?" "do you disagree with the trial of this mink coat, which is very warm, madam customer?" "do you disagree with the price that it has excellent value, sir?" in addition, when customers agree with you, there will be a positive response.

I think that when selling to two or more people, it will be particularly effective if you can ask questions that require customer approval.

For example, when a family's husband, wife and twelve children go shopping in a car, I will ask the wife: "is the remote control lock most suitable for your home?" she usually agrees with me.

Then I will continue to say, "I bet you like the four door."

Because they are big families. I know they can only consider four cars.

She would say, "Oh, yes, I will only buy four cars."

After a series of criticisms of the performance of the car, the gentleman conjectures that his wife is interested in buying a car because she always agrees with me.

Because of this, when I want to conclude the paction, I have ruled out the factor that the husband has to ask his wife for advice.

Then, I will persuade him to agree that they think each other wants to buy this car, and there is no need to hold another family meeting to discuss. I also get this order.

When you sell it to more than two customers or a group of business people, this is especially effective.

It is a very effective way to persuade the person who has the power of control first, so that others will follow the nod agreement.

Naturally, I would suggest that before deciding who is the leader of this group, you should weigh everyone's weight.

Usually, he is the only one you need to convince.