When you master the use of the word – WHY? – you’ll master selling.

Why is that? Because that word, Why?, is the most powerful word that you can use on a human being.

Simple, huh?

The great man, Milton S. Hershey, you know, the chocolate dude, had failed in business three times before age 40. Then he dedicated himself to asking – Why? – and now a vast majority of the people on the planet know his last name, the very mention of which releases pleasure hormones into the atmosphere.

Okay, I made that last part up. But it’s damn close to being true

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Do you want to speed up the sales process?

Master the art of asking questions.

Simple, huh?

Asking questions, rather than making bold statements, will speed up the sales process exponentially.

If you want to win a prospect, current client or just some average Joe over to your way of thinking, ask questions.

Ask, rather than attack, and you’ll win their confidence, which is connected to their pocketbook.

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“There is only one way under high heaven to get anybody to do anything. Just one way. And that is by making the other person want to do it. Remember, there is no other way.” ~ Dale Carnegie

If you want to make a sale, win an argument, prove a point, etc, there’s only one way to win the other person over to your way of thinking.

Only. One. Way.

When you show a person what they want, when you let them prove to themselves how much they desire that thing, they will move heaven and earth to get it and money will not be a problem.

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The great man J.P Morgan had a simple formula for finding out the real reason a person did something.

He always said the were only two reasons:

1) One that sounds good…

2) The REAL reason…

His simple formula for finding out the REAL one was to wait until the person stopped talking and then said one of these two things until he got to the REAL reason:

1) “Why?”

2) “In addition to that …”

It must have worked, my bank is named after him in some strange coincidence

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