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Taking "No" Off the Table

Recently, I went to my local Subway restaurant for lunch. As I waited in line I listened to the owner ask each customer, "How many cookies would you like?" Every person in line bought cookies. When I got to the register I commented on his great strategy: offering customers an item without the option of a simple yes or no answer. The owner said he hadn't thought of it as a strategy, but a way to remind customers of dessert, and that he indeed sold out of cookies every afternoon. It impressed me enough to think of how business owners can take "No" off the table when dealing with customers, leaving opportunity and "Yes" as the best option. Ask questions that lead to a conversation without "no"

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