Positive Selling

One of the ways sales people get business is by asking for it. Many sales people ask not to get it.

Asking for it - "How many widgets do you need to order today?"

Asking not to get it - "You don't need any widgets today, do you?"

These are self explanatory on the type of response you are conditioning the customer for. Even in my position I have salesmen call on me wanting to know what I need or don't need. When it happened to me earlier today, from an experienced salesman, it reminded me the benefits of positive selling. He was not selling me that way. He was finding out if I didn't need anything. Sure enough, I had nothing I needed to talk to him about.