Say This, Not That · Persuasion
Tuesday or Thursday? How to book the meeting
Two options instead of "shall we or shall we not".
Don't ask: "Should we set up a meeting?"
Ask: "Does Tuesday morning or Thursday afternoon work better?"
Same idea as gold or silver. Give two options, instead of "shall we, or shall we not."
A plumber buying four toilets doesn't get asked, "Do you want them?" He gets asked: "Will you take them with you now, or should we deliver them to the site tomorrow?"
Both answers are a sale.
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More on persuasion
- Gold or silver? Never ask a yes-or-no questionGive two options where both answers are a purchase.
- The reverse no: the easiest way to get a yesIt's easier to say no than yes. So ask a question where "no" means "go ahead".
- Stop saying "don't mention it" to customersWhen a customer thanks you, don't erase the goodwill. Say this instead.