Exactly What to Say: The Magic Words for Influence and Impact

either avoiding a loss or acquiring a potential gain.

“everything you do either enhances or detracts from your ability to close the sale. No detail, however minute, is neutral.”

the winning edge

He quickly realized his responsibility was not to give them the answer; it was just to give them an answer, so he changed the way he answered the question.

Just out of curiosity, what is it specifically you need some time to think

Just out of curiosity, what is it that’s stopping you from moving forward with this right now

Just out of curiosity, what needs to happen for you to make a decision about this

the next time you hear the words “Thank you” from your customer or prospect, use that as your cue to ask for more

Asking them to sample a product

Asking them a question that creates scarcity in your first offer