Try to ask positive questions

In the course of law students, professors will tell them: "when you cross examine a suspect in the witness stand, don't ask questions that don't know the answer in advance."

The same admonition can be used in sales. If the defense lawyer cross examines the witness without knowing the answer in advance, it will cause him a lot of trouble, and the same situation will happen to the sales staff.

Never ask a question with only "yes" or "no" answers unless you are quite sure that the answer is "yes".

For example, don't ask the customer, "do you want to buy a coupe?" Instead, say, "do you want a two door or a four door car?"

If you use the latter two-way question, your client can't refuse you. On the contrary, if you use the previous question, the customer is likely to say, "No." Here are some alternative questions:

"Do you prefer delivery on March 1st or March 8th?"

"Will the invoice be sent to you or your secretary?"

"Do you want to pay by credit card or cash?"

"Do you want a red or blue car?"

"Do you want it by freight or by air?"

It can be seen that in the above questions, no matter which answer the customer chooses, the salesman can successfully make a business.

Develop the habit of speaking like this: "don't you agree..." For example: "don't you agree that this is a beautiful car, sir?" "Don't you agree that this land has a magnificent view of the sea, sir?" "Don't you agree that the mink coat you tried on is very warm, ma'am?" "Don't you agree that the price means it's of great value, sir?" Because you are quite sure that the customer will give a positive answer to these questions. When the customer agrees with your opinion, it will also generate a positive response.