Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Here's where the research became interesting. When the researcher gave a nonsensical reason like, “Excuse me, I have five pages. May I use the copier? Because I have to make copies,” the person still said yes 93 percent of the time. It was a truly stunning finding. Saying the word because—giving a reason—was more important and powerful than the reason itself.