The secret of Socrates-
Joseph Allison, a sales representative for Westinghouse Electric Company, When I took over the territory, I called steadily for three years without getting an order. Finally, after thirteen years of calls and sales talk, we sold him a few motors. If these proved to be all right, an order for several hundred more would follow. Such was my expectation.
‘Right? I knew they would be all right. So when I called three weeks later, I was in high spirits.
‘The chief engineer greeted me with this shocking announcement: “Allison, I can’t buy the
remainder of the motors from you.”
‘“Why?” I asked in amazement. “Why?”
‘“Because your motors are too hot. I can’t put my hand on them.”
‘I knew it wouldn’t do any good to argue. I had tried that sort of thing too long. So I thought of getting the “yes, yes” response.
‘“Well, now look, Mr. Smith,” I said. “I agree with you a hundred percent; if those motors are running too hot, you ought not to buy any more of them. ‘He agreed it was. I had gotten my first “yes.”
‘“The Electrical Manufacturers Association regulations say that a properly designed motor may have a temperature of 72 degrees Fahrenheit above room temperature. Is that correct?”
‘“Yes,” he agreed. “That’s quite correct. But your motors are much hotter.”
‘I didn’t argue with him. I merely asked: “How hot is the mill room?”
‘“Oh,” he said, “about 75 degrees Fahrenheit.”
‘“Well,” I replied, “if the mill room is 75 degrees and you add 72 to that, that makes a total of 147 degrees Fahrenheit. Wouldn’t you scald your hand if you held it under a spigot of hot water at a temperature of 147 degrees Fahrenheit?”
‘Again he had to say “yes.”
‘“Well,” I suggested, “wouldn’t it be a good idea to keep your hands off those motors?”
‘“Well, I guess you’re right,’ he admitted. We continued to chat for a while. he lined up approximately $35,000 worth of business for the ensuing month.
Get the other person saying ‘yes, yes’ immediately.adapted from #howtowinfriendsandinfluencepeople ,by "Dale Carnegie ,if u like it give a and share.
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