Title: Good method for making buyers feel more comfortable
Product review: When I was taking teaching courses, we learned the best way to teach was by making the students "teach themselves" through asking simple questions and having students arrive at their own conclusions. It was called "guided learning". The same principle is used in this form of selling which is great for at least two reasons. First- Everybody likes a choice. Nobody wants to be told what they have to do, and be locked in a corner. Here, you ask questions which sort of leave the choices up to the buyer and so #2- he feels more satisfied about doing business with you. I HAVE been to certain places for example, calling to inquire about buying a car, where I now know the salesman was TRYING to use this method. However I found his questions were canned.. not listening and asking and trying to steer me towards an unsuitable car when I had my own reasons for not wanting that one. A short but good book overall.
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