The Art of Digging Deep
What do you think about when I mention the word “selling”? Do you immediately envision a used car salesman, or a pushy phone caller? Or do you think of someone professionally helping you solve your most difficult problem?
How you think about selling and your beliefs about sales have a big impact on whether or not you will be good at the art of selling.
And one thing is certain – you can’t be very helpful in solving someone’s biggest problem is you haven’t asked enough questions to know what their REAL problem is!
Here’s Your Net Worth Tip of the Day
To be great at “selling” you need to master the art of “Digging Deep”.
Most sales people are too quick to dive into their sales pitch without ever really understanding the problem or issue their prospect needs to solve. And how can you know what their problem or issue is without ASKING QUESTIONS?
If you want to see “digging deep” in action, watch the newly released movie “MINE”. It’s a story about a US soldier stuck with one foot on a land mine for over 50 hours. But during his ordeal, a local Bedouin approaches him and in one scene asks him the same question 5 or 6 times – “WHY…”
The next time you have an initial meeting with a prospective customer, act like the Bedouin in the movie MINE – ask the same question at least 4 or 5 times – “WHY…”
Don’t move on to your “pitch” until your prospect has uncovered at least 4 or 5 layers of reasons “why”. At that point, you may know their REAL issue or problem – only then you will be in a position to help them with your product or service.
If you don’t have 4 or 5 “why” questions ready to ask, you’re not ready to master the art of selling!
To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!
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