Them: “You are not going for it, are you?”
Me: “Why not?”
Them: “What if it blows up in your face and you have nothing?”
Me: “What if it doesn’t blow up and I have everything?”
How many successful people do you know that are negative thinkers and afraid of taking risks? How many people who are always thinking anything new is impossible have been able to achieve great things? Let me answer those questions for you, none.
Does anyone remember the days when you walked into a prospects/client’s office and simply stated what you had, what it did, how it did it, why they needed it and when did they want it? I do. I also know if you are doing this, you may not be getting the results you want, or need.
Those days are long gone and I for one am so happy they are. There was no ‘getting to know the prospect’ time. All we wanted to do was walk in, tell them all about the newest thing and get out with an order if we could. The sad part was, we walked out more often without the order than with. Then, things started to change and we began the ‘bonding and rapport’ process.
It was not a miraculous concept, it simply meant we started to get to know our clientele better. We slowed the process down. The end results were more sales orders than before.
“We are currently having issues with our supplier on…” You think: “Great! I now have something in which to make us look better than the competition.” You think this because you have yet to achieve the art of the next question.
Questions form the solid base to any sales calls. This should now be entrenched in everyone’s mind. The question then becomes, what kind of questions should you be asking?
I wish I could give you a list of questions to ask, but I cannot. Every situation is different, every prospect/client is also different and every industry is unique in its own right. However, this does not mean you should not have questions ready to ask.
Confucius 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.
As most of you know, I am a voracious reader and I love to read business books primarily to do with leadership and business development.
I recently picked up a book on a new sales program and how to implement it. With most of these books, I can glean a nugget or two and think about it how it can enhance my own program. This book, not so much.
However, I took the book and read the part where it stated what you should do if someone asks: “What do you do?” After reading the two paragraphs to my group in The Action Suite, there were some interesting reactions.
Recently, at my advanced Toastmaster’s club, a gentleman had a 45-minute speech on “What is success and how does one go about finding it”?. This was a couple of days after posting an article by Mark Mason to my private group, The Action Suite Lounge, on the same subject. Therefore, how do we go about defining success?
Success is defined as, “the accomplishment of an aim or purpose,” along with, “the attainment of popularity or profit.” However, this goes against some of the most successful leaders of the world and what they think success is.