As a young salesman, I was taught the "Ben Franklin Close." Franklin used this technique to persuade someone to his way of thinking. He drew a line down the center of a sheet of paper. On one side he would put "Reasons Why" and on the other side, "Reasons Why Not." Then he listed all the reasons why they should go ahead and the reasons why not. He was careful to give the most compelling reasons why they should go ahead. The process was so effective that he became one of the most convincing persuaders in America.
Franklin, who was raised in poverty and had only two years of formal schooling, became one of America's richest men. One of his discoveries was that if a person had done you a small favor, he was far more likely to grant you a larger one. He established relationships not by doing something for someone, but by asking a small favor of that individual. A classic example occurred during the Revolutionary War when he was trying to raise financial help for America in France. Though he was quite popular there, the French Finance Minister, Count Bergennes, refused to see Franklin. Franklin believed this was because Bergennes was jealous of the attention which was being showered on him. So what did Franklin do? He asked Bergennes to loan him an obscure book from his personal library. This flattered the Finance Minister so much that not only was he glad to lend him the book, but later they established a friendship and a very useful diplomatic relationship.
Franklin, who successfully brought the Constitutional Convention to a close and gained international fame for his discovery of electricity and his ability as a diplomat, was never thought of as a salesman, but he truly was one of the best our country has ever produced. He sold ideas, concepts and good common sense. Those are pretty good products to sell. Make them your products and I'll SEE YOU AT THE TOP!