In sales psychology, questions are more persuasive than statements — and it’s not even close. That’s because (scripted) questions can lead audiences towards a very specific conclusion, and our own conclusions are more credible than anyone else’s. If I tell you something, your defenses are up; when you tell yourself something, it’s almost certainly true. Quick example: Grocery stores want you to return (over and over again). Their business model, after all, relies on customer loyalty. Therefore, grocery stores have a vested interest in shoppers leaving satisfied, happy, and content. Which is why cashiers are trained to ask, “Did you...