Now, to be clear, as powerful as this concept is, you shouldn’t delude yourself into thinking that just because you phrased a declarative as a question, your prospect is now going to buy from you. That’s simply not how tonality works. Rather, it keeps the prospect in the game—by stopping their inner monologue from narrating against you—thereby, opening up the possibility for further influence by you, which will come in the form of your next sentence. In fact, at this point in the sale, that’s precisely how I want you to be thinking about things: word by word and sentence by sentence.
