Saturday, October 11, 2008

Is Two Enough?

In my first sales training class many years ago, I learned the idea of the assumptive close. Assume that the customer is interested and will buy, it is only a matter of working out the details and giving him or her a choice. Don't use it too early in a discussion though. One effective word to use when influencing people is the word "enough". It is commonly used in retail shops to up sell. You are in a shop and have just decided to buy a pair of trousers. The clerk can ask; "Sure you would want matching socks with your new trousers. Would four pairs of socks be enough?" It works. Many people will say "yes". Try it yourself some time.

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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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