I learned this trick from a guy named David Sorrells. He’s a great salesman.

Let me walk you through this step by step.

- Write down a 4 of diamonds on a piece of paper (like the card).
- Cover the piece of paper or put it in your pocket (you could already have it saved somewhere, like in your cell phone.)
- Ask someone to “Pick two suits of cards (clubs and hearts).
- If the person picks diamonds as one of their suits then skip to step 6.
- If the person does not pick diamonds then ask, “Ok, what suits are left?”
- Ask the person to “Pick one of those”.
- If the person picks diamonds skip to step 9.
- If the person does not pick diamonds then ask, “What’s left over?”
- Repeat the word boldly…”
**DIAMONDS**“
- Now ask the person “Pick three even cards” (2, 6, 8.)
- If the person picks 4 skip to step 13.
- If the person does not pick 4, ask “What other even numbers are there?”
- By this time 4 should be one of the selections.
- If there are two cards left skip to step 16.
- If there are three cards get the person to pick two.
- Get the person to pick one of those numbers.
- If the person picks 4 skip to step 19.
- If the person does not pick 4 ask “What is left over?”
- Repeat the answer boldly, “
**4! of DIAMONDS**“.
- Now, most often the person will be suprised and ask how you did that.
- Either tell them, or don’t.

Think about this process. It is a fundamental part of salesmanship.

**You have to **

**ASK THE RIGHT QUESTIONS**

**to get to**

**THE RIGHT ANSWER!**

Until next time…

Keith Porterfield

a *Student of Sales*

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