License to Sin:
The Power of Intentional Suggestion
by Kevin Hogan
Suggestion is a funny thing.
If Brianna suggests something to Veronika, Veronika may or may not act upon the suggestion. If Brianna suggests something to hundreds of people like Veronika, they may or may not act upon that suggestion.
Depending on certain variables (Brianna's authority, status, attractiveness, competence, the environment) you and I could figure out how significant Brianna's suggestion power is...
But Brianna could do one thing today that would make her influence with Veronika more powerful. There is one thing that she can do to increase the chances that Veronika will comply with what Brianna wants to have happen.
What is it?
Jeffrey Gitomer, author of the Sales Bible and the "Little Book of..." series, on our first dinner together, asked me, "In two words, what is selling?"
One of my all time favorite concrete walls.
I simply shook my head. No idea where he was going.
"Ask Questions."
That got the obligatory head nod because I had to wade through a lot of possibilities in my mind, and I still do today. One thing is for sure. "Ask Questions," is a really good answer.
It's unfortunate that most people ask questions ineffectively. They either come across as a "district attorney" or a "high pressure salesman".
The First...
"And where were you on the night of January 8?"
The Second...
"And Mr. Hogan (three people called me Mr. Hogan this weekend, PLEASE don't do that. Mr. is reserved for ...well...not me!), isn't it true that you've been using Williamson Lawn Mowers for 10 years and haven't enjoyed them once? And wouldn't it make sense to increase your pleasure while pushing by owning the new Super Delux XQR47 John Antler Lawn Mower? And if I were to give you the lowest possible price on the Super Delux XQR47...would you buy it today?"
Hmmm....
What's a different scenario? 
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Kevin Hogan
Network 3000 Publishing
3432 Denmark #108
Eagan, MN 55123
(612) 616-0732
