Yesterday, a mother told me that her 4 year old asked,
while he was sitting in his car seat.
Now, aside from the fact that this is obviously a brilliant child that will someday rule the world, there's a lesson for salespeople as well as regular, normal, every day adults.
You could answer,
but you have to be prepared for,
and now you have to explain yourself to your four year old or your prospect or whoever else is asking the questions and when you can't stop their questioning by giving them an answer that will satisfy them, don't you feel frustrated?
However, if you were to ask,
"Have you ever seen a penguin?" and when they say, "yes", "Did you see any thumbs?"
You're controlling the conversation. You could also ask, "What do we need thumbs for?" What can you do without thumbs?
Wanna try it? Give me a call.
"Do penguins have thumbs?"
"Why are rocks hard?"
"Why do sailboats float?"
"Why do ticks go on grass?"
"Why are rocks hard?"
"Why do sailboats float?"
"Why do ticks go on grass?"
while he was sitting in his car seat.
Now, aside from the fact that this is obviously a brilliant child that will someday rule the world, there's a lesson for salespeople as well as regular, normal, every day adults.
You could answer,
"Maybe"
"Because"
"Because"
"Because"
"Because"
"Because"
"Because"
but you have to be prepared for,
"But why?"
"But why?"
"But why?"
"But why?"
"But why?"
"But why?"
"But why?"
and now you have to explain yourself to your four year old or your prospect or whoever else is asking the questions and when you can't stop their questioning by giving them an answer that will satisfy them, don't you feel frustrated?
However, if you were to ask,
"Have you ever seen a penguin?" and when they say, "yes", "Did you see any thumbs?"
You're controlling the conversation. You could also ask, "What do we need thumbs for?" What can you do without thumbs?
Wanna try it? Give me a call.
by Rick Roberge
Rick Roberge is a sales consultant and coach. It’s not unusual to see him working side by side with his clients making calls, at a trade show or handling a 'situation'. Today he works only with salespeople that want to be 21st Century Sales Rock Stars that want to attract new customers and convert them into evangelists using social media, sales skills and superb customer service. Rick writes regularly for Sales Rock Stars & RainMakers at RickRoberge.com and Sales Anecdotes and Their Antidotes in Sold Magazine.
Rick Roberge is a sales consultant and coach. It’s not unusual to see him working side by side with his clients making calls, at a trade show or handling a 'situation'. Today he works only with salespeople that want to be 21st Century Sales Rock Stars that want to attract new customers and convert them into evangelists using social media, sales skills and superb customer service. Rick writes regularly for Sales Rock Stars & RainMakers at RickRoberge.com and Sales Anecdotes and Their Antidotes in Sold Magazine.
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