Max Bottaro

Avoid yes or no questions

You want to avoid a situation where a costumer can give you a concise and clear “NO”. This not only puts them in a “no, not, never, can’t, won’t” mindset, it shuts down their “how” mindset. It’s weird, but when a costumer hears themselves say “no” they end up believing themselves. They can give you other bullshit objections for reasons not to buy; that is perfectly natural and even a good sign. But if you hear “no”, you can be rest assured that the part of their brain that comes up with “how” answers is shut down.

The easiest way to avoid this is not put yourself in a position to hear a “no”. Don’t ask “you want to buy, its $2195?” ask “if you were to buy, would you pay cash or credit?” I hate to use sex as an analogy to closing sales, but there are some similarities. You would never ask a girl “hey, you want to have sex? Let’s go.” You ease your way into it, so everything seems like a natural progression, and you avoid high pressure situations. Nothing will turn a prospect or a girl off more than being pushy, aggressive and direct. That doesn’t mean you should be shy, but there is a certain way of being bold that works.