PAJAMA GAME

The other day, I overheard one parent discussing techniques with another. It seems that the one has figured out a way to get his kid enthusiastic about going to bed.

Instead of telling the child that it is time for bed, the parent asks excitedly, “which color pajamas do you want to wear tonight?”

What those parents don’t realize is they have stumbled upon the “alternate of choice” close.

This is just a gently persuasive way to help your customer commit to the sale. By making a decision about a small point (color, quantity, size, material, etc.), the customer concedes they are ready to buy.

Nobody likes being told what to do....not even kids at bedtime. Asking strategic questions can lead the customer to make the smartest decision of all, which is to buy from you.

You might even get your kids to bed with this pajama game.

Comments

[Bob Mincus]

This is brilliant!

Actually, I can use this advice on both levels: with prospects and with my 2 1/2 year old son ;-)