Wednesday, October 15, 2008


In a negotiation or sales situation instead of simply answering a question with yes, turn the question around, isolate the issue and let the other party say "yes". For example; question: "Is this item available in green?" answer: "If I can find it in green for you, will you consider a purchase/place an order/buy?" Don't give away the opportunity to "yes". Use the if... then logic to create a question in response to get the other party to say "yes". "Do you have these chairs in stock?" "Is this the chair you are interested in?" "Yes!"

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About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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