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Always answer the question truthfully, but never................

Written by: Paul McGouran

Article Overview: Always answer the question truthfully but never......................Read on to find how this sentence ends.

Always answer the question truthfully, but never................

Anyone know how that sentence will end? Well that's a technique to get and keep your interest, which is not what this article is about. I promise you my next one will be. Subscribe to my forum and tell your friends, that way I'll keep the tips coming. Always answer the question truthfully but never........................... until your ready. So how does that work. Let's go up market today and sell Ferrari's. Your client comes in and tells you the want a blue one. You haven't got one,you can't get one they don't make one. What next?

You tell your client you can't get one but they do look nice in yellow or red. The client tells you it was a toss up between a blue Ferrari or a blue Masserati, thanks for your help - Goodbye.

You tell your client the car is available in the full range of Ferrari colours, lets go and have a look at some cars and see if the Ferrari is right for you. Have you driven the latest model yet Madam?

After the test run and when the client is buzzing about the car, you tell them something like this...... I've just checked and blue is not a current colour - and there are no plans to deviate from the current colour scheme. Now having driven it and loved it, and seen just how absolutely right it looks in red or yellow, can I ask you madam, do you honestly think any other car in any other colour, could have the stunning headturning effect of this beauty?* Particularly with you driving. (sorry that was me flirting) You cannot not buy this car! - (note the positive use of a double negative - very effective when used in the right place - but potentially dangerous - another forthcoming article - you cannot not subscribe to this forum).

So if not answering the question will buy you the time to be able to present the other features and benefits of the product or service then that is what you must do. How else can you defer an unwanted question? a couple of other methods

I'll answer all your questions at the end a lot of what you may have asked me will become clear after it's been covered in my presentation.

If you then get a welcome question you can still say - I'll deal with that now, as that may not be obvious later

Let's just park that for now - you'll see why later. Yes they will see why later - because it's not possible / available / not in the price etc.- but when you've had a chance to show the other benefits the original question - which may have been a deal buster if answered earlier may now not be such a big issue.

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Article Tags: answering the question, cars, colour scheme, colours, ferrari, forthcoming article, madam, test run, thanks for your help



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