A salesman is trained to
control his customer by asking questions. He is trained to answer
questions by asking questions, and to seek a commitment to purchase by
answering a question with a question that asks for the sale.
If you are to control the salesman, you must learn to use the question
principle. When you ask, “Can I have the car tomorrow?” the
salesman will probably answer you by asking, “Will you buy the car if I
can have it ready for you by tomorrow?” He has not really
answered your question but rather set you up. Now you must either answer
him or ask another question. If you simply say “yes” or “no,” you have not
received the answer to your question, but you have answered his question;
you either buy or leave the door open to another question from the
salesman.
A suggested response is, “If I decided
to buy the car, yes, I would want delivery
within a day. “Can you deliver the car within a day if we come to terms?”
First, you get yourself off the hook; then you go back to your
original question—as yet unanswered-and you have
made no commitment. He who asks the questions, controls the situation.

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