You Must Read This Sales Article Because…”

Word Count: 130
Character Width: 60
Resource Box: Bare Knuckle Selling / Bare Knuckle
Negotiating

“You Must Read This Sales Article Because…”

- By Simon Hazeldine (MSc FInstSMM)
the “Bare Knuckle” Salesman

(c) Simon Hazeldine. All Rights Reserved.
http://www.BookShaker.com

In a legendary experiment, social psychologist Ellen Langer
sent students to jump the queue to use a very busy
university library photocopying machine.

Students who just asked to jump the queue were turned away
about half the time.

However, those that offered a reason (“May I cut in line to
use the copier because my Professor will fail me if I don’t
get this to him in five minutes”) were successful in jumping
the queue 94% of the time.

Amazingly even offering a lame reason (“May I cut in line to
use the copier because I need to make some copies”)
succeeded 91% of the time!

The magic word appears to be “because”. It gives the
customer a reason to go ahead.

Why should you try this out with your customers? Because…it
works!

Simon Hazeldine is the author of the bestselling books
Bare Knuckle Selling (foreword by Joe Vitale) and
Bare Knuckle Negotiating (foreword by Duncan Banatyne)
http://www.bookshaker.com/articles.php?authors_id=20

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