I remember when that question, "where's the fire?" used to be a sort of humorous reference to someone in a hurry.
Over the past few years I've seen a general slow down in both thinking and action to the point where the aforementioned expression is now outdated as a reference to people in a hurry.
I seldom see the entire business pulling together in a response fitting an emergency situation when sales or profits take a dump. A few managers may explore cost cutting measures but seldom is the business put on full alert.
I think the business community has adopted this sluggish way of addressing crisis from the government. If a serious problem presents itself to the government, the usual first step is to appoint a commission to study the problem. Remember when those used to be called "Blue Ribbon Panels"? Ha. Look at the recent 911 Commission Report. What do you suppose that pile of expensive paper cost the tax payers? Guess what, the Bush administration rejected the findings and took their own course. Congress, the instigator of the report, didn't really like the tome either. Congress hoped for a more "Get out of Iraq Now" proclamation.
Here's my point. Assuming you have qualified people in your organization, when business slows down or margins take a dive, everyone needs to respond as though the place is on fire and that they are trained fire-fighting professionals. If your staff isn't in the mode of cranking out creative suggestions and working hard and fast to turn things around, you need to get them fired up. And if they can't be motivated to move like their job depends on it, cut them.
Tuesday, December 4, 2007
Tuesday, November 27, 2007
Some Simple Strategies to Increase Sales for Women in Business
Are you a woman in business seeking some simple strategies to increase your business sales? Then maybe it is time to revisit the 3Rs Performance Model.
No I am not speaking about the 3Rs from your early childhood education of reading, 'riting or 'rithmetic, but the 3Rs for business: Relationships, Referrals and Revenue.
Business exists to make revenue - the third R. This R is the direct result of business referrals (second R) given that 80% of all new business comes from referrals. Businesses secure referrals from relationships (first R).
To increase business sales demands that you track all of your relationships that have been generated through your marketing activities. From those marketing activities you realize sales that lead to productivity or profitability.
For example, if you know that you attend one business networking event (marketing activity), you will secure 5 leads of which you build 3 relationships. Those 3 relationships lead to 2 sales that deliver 20% gross profits.
Another way to measure business results is through how many calls you make that deliver X percentage of appointments. Those appointments give you X% of presentation appointments from which you receive X sales. In real numbers, the progression might look like this:
100 calls = 50 first appointments = 25 presentation appointments = 10 sales.
If you want to increase business sales, then you need to make 200 calls to double the current sales results. However increasing sales is only one part of the equation. An increase in sales may result in a decrease in profitability because you may be generating more costs to deliver more sales.
By returning to your strategic plan, you can map a course so that when you take action to increase activity, your costs will stay within the acceptable parameters. And if you really have taken the time to plan your strategy, you may even be able to reduce some costs and increase profitability.
No I am not speaking about the 3Rs from your early childhood education of reading, 'riting or 'rithmetic, but the 3Rs for business: Relationships, Referrals and Revenue.
Business exists to make revenue - the third R. This R is the direct result of business referrals (second R) given that 80% of all new business comes from referrals. Businesses secure referrals from relationships (first R).
To increase business sales demands that you track all of your relationships that have been generated through your marketing activities. From those marketing activities you realize sales that lead to productivity or profitability.
For example, if you know that you attend one business networking event (marketing activity), you will secure 5 leads of which you build 3 relationships. Those 3 relationships lead to 2 sales that deliver 20% gross profits.
Another way to measure business results is through how many calls you make that deliver X percentage of appointments. Those appointments give you X% of presentation appointments from which you receive X sales. In real numbers, the progression might look like this:
100 calls = 50 first appointments = 25 presentation appointments = 10 sales.
If you want to increase business sales, then you need to make 200 calls to double the current sales results. However increasing sales is only one part of the equation. An increase in sales may result in a decrease in profitability because you may be generating more costs to deliver more sales.
By returning to your strategic plan, you can map a course so that when you take action to increase activity, your costs will stay within the acceptable parameters. And if you really have taken the time to plan your strategy, you may even be able to reduce some costs and increase profitability.
Successful Women In Business Know What Marketing Strategies Work to Increase Sales
How will you get your message out to prospects as well as current clients so that you have Top of Mind Awareness (TOMA) is a big concern for any woman in business. Given that most women in business have limited marketing budgets, each dollar must deliver as much bang for the buck and truly hit the target.
First, the most effective marketing strategy is Word of Mouth (WOM). This strategy creates a buzz because people are sharing their positive experience with other individuals. And who is someone more likely to trust, a friend or a Madison Avenue type?
Contrary to many women in business, another effective marketing strategy is direct mail. If you have a targeted list based upon your strategic plan, you may realize anywhere from a 25% to 75% response rate to your direct mail campaign. There are different types of direct mail from the oversize color postcards to a series of articles that have value for the recipient.
One of the most overlooked marketing strategies is to simply just ask for a referral. Research suggests that 80% of all new business comes from referral. Many business owners fail to ask existing clients or disqualified prospects for a referral. Again, people listen to those that they trust rather than complete strangers.
Other effective marketing strategies include:
* Blending the Internet through auto responders
* Personal phone calls
* Lumpy mail (mail that has something in it)
* Internet article writing
* Writing a book
* Speaking at national, state and regional events
Given that people need to be touched over 30 times for them to have TOMA regarding your business, your marketing plan should have several marketing strategies and then tactics (actions) to execute those strategies.
Remember, if you have an effective marketing strategy, then continue to execute that strategy. Do not stop doing something that is working. This is a mistake made by many women in business because they listen to someone else or try something new.
Effective marketing strategies should delivery a high number of leads and turn those leads into actual converted sales. You, as the woman business owner or woman executive, must take the time to determine what marketing strategies are delivering the most conversions and at the lowest cost. By taking this action, will eliminate this issue to allow you to focus on those other issues keeping you from your goal to increase sales.
First, the most effective marketing strategy is Word of Mouth (WOM). This strategy creates a buzz because people are sharing their positive experience with other individuals. And who is someone more likely to trust, a friend or a Madison Avenue type?
Contrary to many women in business, another effective marketing strategy is direct mail. If you have a targeted list based upon your strategic plan, you may realize anywhere from a 25% to 75% response rate to your direct mail campaign. There are different types of direct mail from the oversize color postcards to a series of articles that have value for the recipient.
One of the most overlooked marketing strategies is to simply just ask for a referral. Research suggests that 80% of all new business comes from referral. Many business owners fail to ask existing clients or disqualified prospects for a referral. Again, people listen to those that they trust rather than complete strangers.
Other effective marketing strategies include:
* Blending the Internet through auto responders
* Personal phone calls
* Lumpy mail (mail that has something in it)
* Internet article writing
* Writing a book
* Speaking at national, state and regional events
Given that people need to be touched over 30 times for them to have TOMA regarding your business, your marketing plan should have several marketing strategies and then tactics (actions) to execute those strategies.
Remember, if you have an effective marketing strategy, then continue to execute that strategy. Do not stop doing something that is working. This is a mistake made by many women in business because they listen to someone else or try something new.
Effective marketing strategies should delivery a high number of leads and turn those leads into actual converted sales. You, as the woman business owner or woman executive, must take the time to determine what marketing strategies are delivering the most conversions and at the lowest cost. By taking this action, will eliminate this issue to allow you to focus on those other issues keeping you from your goal to increase sales.
Monday, November 26, 2007
Lead Management - A Focus Above the Funnel - Part II
One of the sad truths of sales is the activities involved in being successful above the funnel; Lead Generation and Prospecting are more "blue collar" in nature than the rest of the Revenue process Sales, which traditionally has been more "white collar" in nature. Many sales reps fancy themselves white collar professions and therefore do not take to lead generation and prospecting. They fail to acknowledge that there is heavy lifting, plenty of hard work, in this contact sport called Prospecting.
Having implemented a Touch > Contact > Engage, approach to managing your leads, you need to have a replenishment plan. The fact you are recycling leads, ensuring that you benefit from the fact that today's dud is tomorrow's cash cow, understanding that more is not best, just a start, you still need a means of brining new leads in to you base.
As with many things above the funnel, there are few secrets, the real deal is in implementing, and staying consistent; the things you'll read below all will work if you put them in to practice, and do so in a consistent ongoing way.
In no particular order, and with the understanding that many verticals have other unique sources for leads, here are a few everyone could use immediately:
• Referrals
• Dependent Referrals
• Networking
• Directories
• Cold Calling
• Referrals - Everyone talks about them, very few actually do it, or do it right. I find it very interesting, at every workshop I ask how many people have success with referrals, and in a group of 15 or 18 people two people will put up their hand; I then ask how many actually ask for referrals, and the same two people raise their hands. Everyone has worked referrals, but very few actively generate referrals. The one that do seem to restrict it to people they "have a relationship with"; when asked why they don't include prospects, or leads in pursuing referrals, they rarely have anything to offer other than that they "don't yet have a relationship". There have been numerous quality books written on referrals, we recommended one in The Pipeline's Recommended Reading section. The key is you can get referrals from a lot more people you deal with in business, from prospects, clients, vendors, tradesmen, even other leads. It is never too early to ask for referrals, you may not get one right away, but people will know you are ready for them.
• Direct Authority Referrals - One source of referrals need to be segmented from the others, and needs to be more consistently pursued and harvested, we call these Direct Authority Referrals. These are people who have relationships with people who could use your service or product, and are in a position to have to more than strongly influence matters as a result of being an authority figure. Often as a result, they are privy to information that you can benefit from, and where their recommendation or referral will fast track the process of moving a Lead to a Prospect, and hasten the sale in general. These could be lawyers, accountants, business advisors, bankers. Within given markets there could very specific relationships where one party is in a position to help the referral take on real teeth.
For example, there is a natural synergy between what I do and Sales Compensation consultants. They are interacting with people who can use our services, and can often be perceived as "an authority" by these people. Not only can we add value to their relationships by ensuring that the client fully benefits from their service we are able to accelerate the cycle for both our companies and increase the benefit for the client.
Regardless of the nature of the referral, you can take the initiative in ensuring a healthy relationship, send referrals their way, if you can, before you even receive one from them, this is a small investment, but one that pays long dividends.
• Networking - It's on everyone's to-do, not all ways done effectively. There are all kinds of books and articles written on networking, everything from etiquette to finding different networks. Our focus here is to get you thinking about where prospecting fits in to your lead management strategy and program. Not all networks a suitable for every type of sale, but there are always a number that will provide you a steady stream of leads. Since networking is part of the over all strategy make sure you don't over do it, but do it right. When you attend an event remember you are there to network not socialize. Have targets to measure against and adjust them and you networking based on clear objectives and results.
Having implemented a Touch > Contact > Engage, approach to managing your leads, you need to have a replenishment plan. The fact you are recycling leads, ensuring that you benefit from the fact that today's dud is tomorrow's cash cow, understanding that more is not best, just a start, you still need a means of brining new leads in to you base.
As with many things above the funnel, there are few secrets, the real deal is in implementing, and staying consistent; the things you'll read below all will work if you put them in to practice, and do so in a consistent ongoing way.
In no particular order, and with the understanding that many verticals have other unique sources for leads, here are a few everyone could use immediately:
• Referrals
• Dependent Referrals
• Networking
• Directories
• Cold Calling
• Referrals - Everyone talks about them, very few actually do it, or do it right. I find it very interesting, at every workshop I ask how many people have success with referrals, and in a group of 15 or 18 people two people will put up their hand; I then ask how many actually ask for referrals, and the same two people raise their hands. Everyone has worked referrals, but very few actively generate referrals. The one that do seem to restrict it to people they "have a relationship with"; when asked why they don't include prospects, or leads in pursuing referrals, they rarely have anything to offer other than that they "don't yet have a relationship". There have been numerous quality books written on referrals, we recommended one in The Pipeline's Recommended Reading section. The key is you can get referrals from a lot more people you deal with in business, from prospects, clients, vendors, tradesmen, even other leads. It is never too early to ask for referrals, you may not get one right away, but people will know you are ready for them.
• Direct Authority Referrals - One source of referrals need to be segmented from the others, and needs to be more consistently pursued and harvested, we call these Direct Authority Referrals. These are people who have relationships with people who could use your service or product, and are in a position to have to more than strongly influence matters as a result of being an authority figure. Often as a result, they are privy to information that you can benefit from, and where their recommendation or referral will fast track the process of moving a Lead to a Prospect, and hasten the sale in general. These could be lawyers, accountants, business advisors, bankers. Within given markets there could very specific relationships where one party is in a position to help the referral take on real teeth.
For example, there is a natural synergy between what I do and Sales Compensation consultants. They are interacting with people who can use our services, and can often be perceived as "an authority" by these people. Not only can we add value to their relationships by ensuring that the client fully benefits from their service we are able to accelerate the cycle for both our companies and increase the benefit for the client.
Regardless of the nature of the referral, you can take the initiative in ensuring a healthy relationship, send referrals their way, if you can, before you even receive one from them, this is a small investment, but one that pays long dividends.
• Networking - It's on everyone's to-do, not all ways done effectively. There are all kinds of books and articles written on networking, everything from etiquette to finding different networks. Our focus here is to get you thinking about where prospecting fits in to your lead management strategy and program. Not all networks a suitable for every type of sale, but there are always a number that will provide you a steady stream of leads. Since networking is part of the over all strategy make sure you don't over do it, but do it right. When you attend an event remember you are there to network not socialize. Have targets to measure against and adjust them and you networking based on clear objectives and results.
From Told to Sold! Leverage Your Stories to Resonate with Prospects and Customers
Have you ever heard a story that could have been about you?
Ever heard a story that reminded you of another one?
What about a story that sounded vaguely familiar?
Welcome to the power of story.
Unlike facts and figures, that often leave us cold, stories connect! And they connect deeply, often stirring us emotionally at a heart level. That's what makes them memorable, and powerful as a sales tool.
The Prevalence of Stories
We're wired for stories! And since birth we've been conditioned to respond to stories. It's how we learned about our family and environment, culture and country, our religion, strangers and the world at large. We remember stories, and we tell ours and others, repeatedly. And stories aren't just transmitted orally. They are fed us in and out of school, through books, radio, newspapers, opera, television and even through the Internet.
Stories in Sales: Story Tell, Story Sell
I've written before about the use of short success stories to help you sell. I prefer a three-part story, utilizing a Setting-Situation-Solution format. Using this format, you soft sell a listener on what you did for past clients, what you did on past projects, or the difference a product or service of yours made in solving a problem, overcoming a challenge or generating a favorable outcome.
The Power of Archetypal Stories
Your stories can work on both conscious and unconscious levels with prospects and clients. When you tell a story that echoes an archetypal theme your listener nods in agreement on multiple levels. Think about the stories you tell as you sell. Do they mimic traditional themes that represent the human experience? For your stories to connect, I recommend they allude to one of various familiar archetypal themes:
- The hero's journey
- Coming of age
- The acquiring of wisdom
- Pacts with the devil / fooling the devil
- Tricking the tricksters
Using The Archetypal Advantage to Connect with Customers
Consider some of these story genres and motifs for your use in selling products, services, and loyalty to brand affiliations and organizations.
Cautionary Tales
Cautionary tales are stories that warn of danger or harm that awaits you if you do or don't follow a particular course of action. Think of the boy who cries wolf one too many times and was no longer trusted. Or the story of the three little pigs. These tales are great for selling products and services. Perhaps you tell your story about the client who didn't back up, buy insurance or create redundant systems.
The Achilles Heel
From Greek mythology we know the tale of Achilles, the great warrior with a fatal flaw. If your story involves a competitor's product and its fatal flaw, we'll nod knowingly in light of Achilles' fate.
The Hero's Journey
The late Joseph Campbell devoted his life to studying hero tales from around the world. We can all relate to an irrepressible hero on a noble quest. The struggles to overcome, obstacles to negotiate, and sacrifices endured on the way to ultimate success. When your story echoes this arc your listener can become the hero or heroine, or is otherwise rooting for them. That's the power of story.
Creation Stories
Stories that explain how the world was created, or why the universe, world or life came to be the way they are. Found in many cultures around the world, these stories frame the world we live in, explaining its origins. Your creation story may explain the lineage of a device, an industry or your company.
Pourquoi Stories
These stories tell you why and how things are. They are great for teaching purposes. Stories such as "how the leopard got its stripes" explain a natural phenomenon or a reality we all accept. You can tell these why stories to explain the advent of trends, policies, research and migration paths for products and services.
Cinderella Stories
That elusive match, the magical shoe that fits just one foot, the chase, search or quest that ends in a match. An unjust oppression that is transcended. The conquest of love. These are universal sentiments you can tap in your sales story. Your love story can meld two devices, technologies, cultures or even ingredients.
From Told to Sold
As you can see, there are countless themes that echo the human experience. And they work across cultures and borders. Many of these same themes and motifs are present in Asian, European, African, Native American and other cultures. When your story is built atop a familiar theme it's that much more believable, tangible and powerful. Sell it through stories and you'll live happily ever after!
Ever heard a story that reminded you of another one?
What about a story that sounded vaguely familiar?
Welcome to the power of story.
Unlike facts and figures, that often leave us cold, stories connect! And they connect deeply, often stirring us emotionally at a heart level. That's what makes them memorable, and powerful as a sales tool.
The Prevalence of Stories
We're wired for stories! And since birth we've been conditioned to respond to stories. It's how we learned about our family and environment, culture and country, our religion, strangers and the world at large. We remember stories, and we tell ours and others, repeatedly. And stories aren't just transmitted orally. They are fed us in and out of school, through books, radio, newspapers, opera, television and even through the Internet.
Stories in Sales: Story Tell, Story Sell
I've written before about the use of short success stories to help you sell. I prefer a three-part story, utilizing a Setting-Situation-Solution format. Using this format, you soft sell a listener on what you did for past clients, what you did on past projects, or the difference a product or service of yours made in solving a problem, overcoming a challenge or generating a favorable outcome.
The Power of Archetypal Stories
Your stories can work on both conscious and unconscious levels with prospects and clients. When you tell a story that echoes an archetypal theme your listener nods in agreement on multiple levels. Think about the stories you tell as you sell. Do they mimic traditional themes that represent the human experience? For your stories to connect, I recommend they allude to one of various familiar archetypal themes:
- The hero's journey
- Coming of age
- The acquiring of wisdom
- Pacts with the devil / fooling the devil
- Tricking the tricksters
Using The Archetypal Advantage to Connect with Customers
Consider some of these story genres and motifs for your use in selling products, services, and loyalty to brand affiliations and organizations.
Cautionary Tales
Cautionary tales are stories that warn of danger or harm that awaits you if you do or don't follow a particular course of action. Think of the boy who cries wolf one too many times and was no longer trusted. Or the story of the three little pigs. These tales are great for selling products and services. Perhaps you tell your story about the client who didn't back up, buy insurance or create redundant systems.
The Achilles Heel
From Greek mythology we know the tale of Achilles, the great warrior with a fatal flaw. If your story involves a competitor's product and its fatal flaw, we'll nod knowingly in light of Achilles' fate.
The Hero's Journey
The late Joseph Campbell devoted his life to studying hero tales from around the world. We can all relate to an irrepressible hero on a noble quest. The struggles to overcome, obstacles to negotiate, and sacrifices endured on the way to ultimate success. When your story echoes this arc your listener can become the hero or heroine, or is otherwise rooting for them. That's the power of story.
Creation Stories
Stories that explain how the world was created, or why the universe, world or life came to be the way they are. Found in many cultures around the world, these stories frame the world we live in, explaining its origins. Your creation story may explain the lineage of a device, an industry or your company.
Pourquoi Stories
These stories tell you why and how things are. They are great for teaching purposes. Stories such as "how the leopard got its stripes" explain a natural phenomenon or a reality we all accept. You can tell these why stories to explain the advent of trends, policies, research and migration paths for products and services.
Cinderella Stories
That elusive match, the magical shoe that fits just one foot, the chase, search or quest that ends in a match. An unjust oppression that is transcended. The conquest of love. These are universal sentiments you can tap in your sales story. Your love story can meld two devices, technologies, cultures or even ingredients.
From Told to Sold
As you can see, there are countless themes that echo the human experience. And they work across cultures and borders. Many of these same themes and motifs are present in Asian, European, African, Native American and other cultures. When your story is built atop a familiar theme it's that much more believable, tangible and powerful. Sell it through stories and you'll live happily ever after!
Friday, November 16, 2007
Get More Sales - Reward in Listening
Many years ago I was selling kitchen appliances door to door. I went to a pretty usual appointment and when I knocked on the door, the gentleman asked me straight in to have a look at something really important he wanted to show me.
He then proceeded to take me down into the basement.
Yes I was a little worried too!
To my amazement the basement had a large crate in the middle of it full of bibles. He started to tell me that he was involved with smuggling bibles into China. His whole face lit up with excitement and joy as he told me.
He then proceeded to take me upstairs and sat me down and opened a big book that had the appearance of a large visitor's book. He then proceeded to talk to me for the next 45 minutes about his theories of religion and the afterlife. The book was full of sketches and all hand written himself on his theories.
All this time I was trying real hard to be very attentive at what he was talking about which was very difficult at times.
I kept on thinking if I listened to his passionate story; he may allow me to talk about mine. So I kept listening.
After 45 minutes he turned to me and his wife and said, "How much was is it". He then told his wife to go and get the cheque book.
This was the easiest sale I have ever made. No presentation, no close. Wow.
Now it would have been wrong for me to just sign him up without identifying what exactly was his requirements.
So I went through a clear fact find and clearly identified their needs. I then presented to him and his wife the solution with of course some quality add-on products.
They were very happy and gave me some great referrals.
I really thought about that sale for some time and why it went so well.
The area was off course in the building of rapport. I gave him something that I think a lot of people would not have given him and that is quality time to hear his story, which of course built immediate rapport. Normally when I talked to potential buyers you try to gain some sort of connection with them to build that rapport. This call was rare as it was the buyer who instigated straight away the topic of his choice.
If I was not interested in hearing his story and just missed his desire to share with me, I may have made the sale but not as solid with all the add-ons and good referrals.
Now listen to me carefully now because I don't want you to take this story the wrong way. I am not saying you need to chat to every customer for hours on end. Please don't waste time on people that do not suit your product. The key information was that I had already qualified this potential buyer before I went sat down with him. He had already ticked all the boxes in regards to be ready to buy.
He then proceeded to take me down into the basement.
Yes I was a little worried too!
To my amazement the basement had a large crate in the middle of it full of bibles. He started to tell me that he was involved with smuggling bibles into China. His whole face lit up with excitement and joy as he told me.
He then proceeded to take me upstairs and sat me down and opened a big book that had the appearance of a large visitor's book. He then proceeded to talk to me for the next 45 minutes about his theories of religion and the afterlife. The book was full of sketches and all hand written himself on his theories.
All this time I was trying real hard to be very attentive at what he was talking about which was very difficult at times.
I kept on thinking if I listened to his passionate story; he may allow me to talk about mine. So I kept listening.
After 45 minutes he turned to me and his wife and said, "How much was is it". He then told his wife to go and get the cheque book.
This was the easiest sale I have ever made. No presentation, no close. Wow.
Now it would have been wrong for me to just sign him up without identifying what exactly was his requirements.
So I went through a clear fact find and clearly identified their needs. I then presented to him and his wife the solution with of course some quality add-on products.
They were very happy and gave me some great referrals.
I really thought about that sale for some time and why it went so well.
The area was off course in the building of rapport. I gave him something that I think a lot of people would not have given him and that is quality time to hear his story, which of course built immediate rapport. Normally when I talked to potential buyers you try to gain some sort of connection with them to build that rapport. This call was rare as it was the buyer who instigated straight away the topic of his choice.
If I was not interested in hearing his story and just missed his desire to share with me, I may have made the sale but not as solid with all the add-ons and good referrals.
Now listen to me carefully now because I don't want you to take this story the wrong way. I am not saying you need to chat to every customer for hours on end. Please don't waste time on people that do not suit your product. The key information was that I had already qualified this potential buyer before I went sat down with him. He had already ticked all the boxes in regards to be ready to buy.
Get More Sales - Use Open Questions
It was a Sunday Afternoon of boredom in the north of England where we where living at the time after days and days of no sun. The temperature was less than 2 degrees Celsius and that is in the day time.
Now for an Aussie from a hot climate like Queensland that is a tough weekend. Especially when you are use to 300 days of sunshine a year and when most days in winter reach 21 degrees Celsius.
So you now know my state of mind. I was trying to read a book to get my mind off it when my 9 year old son asked me, "Dad can I have an ice cream".
Now as I was in a strange bored mood, I said, "No, because you asked me a closed question".
Now you may be thinking, "This guy needs to take up a hobby, or get out more", well it does get better.
He looked at me very strangely, so I explained to him that a closed question is one that gets an answer of yes or no. Now this is a wrong question because the person doesn't have to think and the majority of the time he will say no. On the other hand an open question is one that the person has to think about the answer and you have a better chance of a yes which would give him more of a chance to get the things he wants.
Simple!
So my son went away and while trying to get back into my book, I thought, "He won't bother me again". About 20 minutes later my son returned and said, "Dad when can I have an ice cream". I said without thinking, "You can have one now if you like".
It then hit me. Oh my goodness, my 9 year old son got the concept.
Well the story doesn't stop there . . .
He got in to trouble at school for fighting and so he had to sit outside the Head Master's office. When the Head Master came out, my son said, "When can I go Sir"?
And the Head Master said, "You can go now"!
On sports day he was very thirsty and other children had asked the Teacher if they could go to get a drink and she had refused all of them. So what does my son ask?
My son bounces up and says, "Miss when can I get a drink"?
And the Teacher says, "You can go now"!
So if this is such an easy concept that a child gets, Why do adults who are selling a product or service still ask closed questions when starting a conversation with a potential buyer?
Now you may have a great product or service to offer, however by framing it in a closed question, you will never get the response you are looking for when opening a prospecting call.
Now for an Aussie from a hot climate like Queensland that is a tough weekend. Especially when you are use to 300 days of sunshine a year and when most days in winter reach 21 degrees Celsius.
So you now know my state of mind. I was trying to read a book to get my mind off it when my 9 year old son asked me, "Dad can I have an ice cream".
Now as I was in a strange bored mood, I said, "No, because you asked me a closed question".
Now you may be thinking, "This guy needs to take up a hobby, or get out more", well it does get better.
He looked at me very strangely, so I explained to him that a closed question is one that gets an answer of yes or no. Now this is a wrong question because the person doesn't have to think and the majority of the time he will say no. On the other hand an open question is one that the person has to think about the answer and you have a better chance of a yes which would give him more of a chance to get the things he wants.
Simple!
So my son went away and while trying to get back into my book, I thought, "He won't bother me again". About 20 minutes later my son returned and said, "Dad when can I have an ice cream". I said without thinking, "You can have one now if you like".
It then hit me. Oh my goodness, my 9 year old son got the concept.
Well the story doesn't stop there . . .
He got in to trouble at school for fighting and so he had to sit outside the Head Master's office. When the Head Master came out, my son said, "When can I go Sir"?
And the Head Master said, "You can go now"!
On sports day he was very thirsty and other children had asked the Teacher if they could go to get a drink and she had refused all of them. So what does my son ask?
My son bounces up and says, "Miss when can I get a drink"?
And the Teacher says, "You can go now"!
So if this is such an easy concept that a child gets, Why do adults who are selling a product or service still ask closed questions when starting a conversation with a potential buyer?
Now you may have a great product or service to offer, however by framing it in a closed question, you will never get the response you are looking for when opening a prospecting call.
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