By using the power of
either/or questions, you remove “no” from the equation. We often say no to get out of things.
For instance, if someone invites you out on a Friday, you say no to get out of
it. Instead of yes-or-no questions, we practice either/or by asking
questions, such as:
Does
right now work for you or would later be better?
Are
you free to talk about this now or later?
If you provide choices, the
prospective client can assume they’ve already made the decision to meet with
you anyway. Give the consumer the choice to pick either “now” or
“later.” You win as long as they choose between two options.
Ask the question as if
it were about equipment on a particular vehicle. Do you want something with leather? Do
you prefer a light or dark color? Do you want two or four wheel drive? It’s
phenomenal as a control tool, even when customers think they’re in charge. If you have questions about this topic or
anything else, reach out via phone or email today.
