The Ben Franklin Close

By Zig Ziglar

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Use a Sheet of Paper for this Logical Approach

Ben Franklin, one of the wisest men who ever lived, used to when he was confronted with a decision, he would draw a line down a sheet of paper. And on one side, he would write, "Reasons For" and on the other side, he would write "Reasons Against."

You draw the line down the center of a sheet of paper. And then you lead off by saying, "The major problem you're having is you are saying it costs." Now, why did you bring out the first and major one? Very simple. That's on their mind. They're going to bring it up anyway. You will diffuse a lot of it if you bring it up first.

The second thing that you've objected to was the fact that the timing is not just right. There are a whole lot of reasons for getting it. First of all, you've really stressed the fact that you really like it. You've also stressed the fact that you really want it. You've also acknowledged the fact that it would save you a considerable amount of money over a period of time. You've also said that it will save you a lot of work. You go right down the list and you should be able to put at least 10 good reasons why they should go ahead.

Then you say, "Can you think of any other reason for not going ahead?" Now, we've overwhelmed them so to speak here, because you've had their cooperation, you've provided them two. And they probably cannot come up with another one. Then they say, "No, I can't think of any other reason."

Then you simply smile and say, "Well folks, you know, it would be so wonderful if everybody I deal with took the logical approach to making a decision that you have taken."

© 2002 Ziglar Training Systems
ASB-018-004606

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