Three-year-old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain.

"Do you want to brush with the red or the blue toothpaste?" her dad asked gently.

"Blue," she said, glad to be given the opportunity to make a decision.

Ten minutes later, Kara was well tucked in, wondering when she'd agreed to go to bed in the first place.

You laugh at the story, don't you? The method used to get Kara into bed seems a bit like trickery. And who am I to say that it's not? Yet I want you to pay attention to one thing. Kara was glad to be given a choice between yes and yes.

Your clients are not much different

Clients come to you every single day asking you to give them a choice. A choice between yes and yes. Instead, all you're giving them is a choice between yes and no.

My friend, your bank account would see far better days if only you'd step back and use the immense power of the choice between yes and yes.

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ABOUT THE AUTHOR

Sean D'Souza uses age-old psychology, marrying it to modern technology, on his Web site, psychotactics.com. Can "psychological tactics" make a difference? Go there and find out.