A Subtle Question That Sells – Big Time - Brad Huisken's Principles for Business and Life

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A Subtle Question That Sells – Big Time

Out of all the techniques in my entire sales training system, there are only two moments where I insist you use my exact words. Today, you’re about to learn one of them—because frankly, I haven’t found a better way to say it.
Here it is:
“Who recommended our store/company?”

That’s it. Simple. Subtle. But incredibly powerful.
Why? Because asking this one question creates an instant impression: that your business must receive a lot of referrals. Otherwise, why would you even ask?
And just like that, trust starts to build.

If the customer was referred by someone, perfect—you now have the opportunity to thank the referrer, which encourages even more referrals down the road. But even if they weren’t, you’ve already planted the idea that yours is a company worth recommending.

Now let’s contrast that with what I often hear:
“How did you hear about us?”
That’s an advertising survey, not a sales question. It invites responses like “I was walking by,” “I saw your ad,” or “I looked you up online.” Valuable information? Sure. But here’s the beauty—you’ll get the same insights when you ask “Who recommended us?”, while also subtly boosting credibility.

If the customer responds, “Oh, no one recommended you—I just saw your sign,” that’s your cue. Tell them your company’s story. Share what sets you apart. Build that connection. Because when a customer walks into your store or visits your website for the first time, they’re not just shopping for a product or service. They’re looking for someone they trust to deliver it.
That “someone” could be you.

And here’s where it comes full circle: at the end of every transaction, you should be asking for a referral, a review, or a recommendation. But if you’ve already opened the conversation with “Who recommended us?”, you’ve made that final ask far more natural—and far more likely to succeed.

This question doesn’t just work in retail. It’s equally effective for vendors, consultants, and sales professionals presenting at trade shows or pitching new clients.
So go ahead—put “Who recommended us?” at the very top of your sales toolbox. Use it every day. It’s one of the most subtle, yet powerful techniques I’ve ever taught.
And yes—it works like crazy.

Be sure to go to https://principlesforbusinessandlife.com/ – click on My Viewpoint Newsletter and read a fabulous article titled:
Why do we judge others when we shouldn’t – The path to peace through less judgment – By Bryan Dodge

Bryan Dodge is a world-renowned speaker, trainer, mentor, and life coach and The founder of Dodge Development Inc.

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FINAO
Brad Huisken
IAS Training
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https://principlesforbusinessandlife.com/
303-503-7835

Principles For Business And Life

A Subtle Question That Sells – Big Time

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