The Key Issue

English: Abraham Lincoln, the sixteenth Presid...

English: Abraham Lincoln, the sixteenth President of the United States. Latviešu: Abrahams Linkolns, sešpadsmitais ASV prezidents. Српски / Srpski: Абрахам Линколн, шеснаести председник Сједињених Америчких Држава. (Photo credit: Wikipedia)

I found that by questioning the businessman, I got his mind off what he thought was the real issue, and got him on the track of what was really the most vital issue of all.

Lincoln said: “Much of my success as a trial lawyer lay in the fact that I was always willing to give the opposing attorney six points in order to gain the seventh – if the seventh was the most important.

How can you get at the key issue? Encourage your prospect to talk. As soon as a man gives you for or five reasons why he won’t buy, and you try to argue each one, you aren’t going to sell him. If you just get him keep on talking, he will help you sell him. 

When he gets all through, come back to that one point. Usually, that’s the true one. 

Frank Bettger

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One thought on “The Key Issue

  1. Pingback: Кад власт има право да вам отме приход (порези) и расподели га како жели; да диктира шта не сме да буде у уговорима између појединаца; да дикт

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