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Did I Mention You’ll Be Sitting Near Taylor Swift?

Did I Mention You’ll Be Sitting Near Taylor Swift?

Contrary to very old sales beliefs, you don’t get prospects to change their minds after saying “no” by continuing to repeat the same question. Their egos are involved and they won’t reverse themselves.

But if you present new information (“I think I neglected to mention that….”) they can then change their position to “yes” with no “loss of face.”

“Would you like to buy two tickets to the fundraising performance?”

“No.”

“Did I mention that they’re third row center?”

“That’s different.”

“And you’ll get your name in the program as a sponsor?”

“Let’s do that.”

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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