SAY IT

say itConfucius said: “Life is simple, but we insist on making it complicated.” Why is that?

There are many times during a session of The Action Suite I get: “Joe, it can’t be that simple.” to which I reply: “Yes, it truly is.”

There are so many out there in the area of sales that are expounding all sorts of techniques and tricks as well as manipulative ways to get to the bottom of what the prospect may be thinking or feeling. Here is a thought; ask.

David Sandler, the founder and creator of the Sandler Sales System (I am a proud graduate of this program) was very fond of saying: “If you feel it, say it!” Many times, I have followed that advice to great benefits not only in my sales/business career but also in my personal life. Can we all agree that there is no better state than the state of clarity?

If you have a prospect in front of you, while you are presenting your product/service, and they look like they are completely elsewhere, why not stop and ask: “Ted, it looks like you may not be interested in our solution to your challenge, would you like me to stop?” Feel it, say it.

Ted will come back with all sorts of replies, or, he may just come back with: “You’re right. I am not interested.” Great! You have saved a whole bunch of time for both Ted and yourself. You can move on and by saying it, you have actually built some rapport with Ted in that you respected his feelings and more importantly, his time. When you have something else, you can be sure Ted will see you.

I can just hear my fellow coaches losing it and stating “…what about this technique…how about following up with this…can’t you go into this mode?” To all of those I say: “Sure, but why are you complicating it?”

There are many things you can do, however, it depends on what Ted says after you have asked the question. In The Action Suite we go over the scenarios as to what may be coming from Ted and the best way to handle it which may include, simply leaving with a: “Thanks for your time Ted.” At the end of the day, we always work on the simplest solution.

Some may be thinking: “Why the simplest and not the one that will guarantee a more positive outcome for you?” First, it’s not about us, but rather about them. Secondly, a complicated technique may be hard to remember during the exchange, or even difficult to see. Thirdly, the simplest solution is in the majority of times not only the easiest to remember, therefore, removing all pressure and stress from you but also the right solution.

One of the reasons is if your technique sounds difficult as well as convoluted, suspicion will immediately be triggered in your prospect. Have you ever heard a pitch and all of a sudden something was said or done that made you go: “Wait a minute? What is this all about?”

If you have felt it yourself, why have you not said anything? Sales is really easy if taught properly and as long as you don’t try to complicate it. This also works great in your personal life.

In the end, the KISS principle really does work.

Written by Joe da Silva

Joe da Silva is a Business Adviser/Trainer/Coach to multi-million dollar companies in Canada as well as internationally. He has uncovered the many secrets to Sales and Business Success over his 40 years in the field. He shares his experience and knowledge with fellow professionals to significantly increase their proficiency, productivity, and profitability through group and individual training, seminars and ongoing sessions such as The Action Suite. Joe's passion and goals are to mentor individuals with their professional challenges by shortening the learning curve and showing them how to grow into their own success. (JoedaSilva.ca)

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