Southwestern Sales Talk

In a previous blog, I talked about how to get unstuck by asking the question, “What would it be like if I could do _______ really well?”  You could fill in the blank with “sell” or “dance” or “connect with people” or “draw”.  We discussed the fact that humans automatically imagine an answer.  We can’t help it. 

So how can this be useful when you’re stuck?  What kinds of questions might you decide to ask if you knew the listener unconsciously and automatically imagined the answer?  When I’m coaching students in the summer, this is particularly helpful.

• “What would it be like if you could close half the people you called on?”
• “How would you call on prospects if you knew you could not fail?”
• “I wonder what it would be like to hit President’s Club in sales this week?”

Or, if you’re selling to a mom–

• “What would it be like for your children to do well in school, instead of hating it?”
• “What would happen if your kid looked forward to math class?”
• “What would it be like to have your child develop more self-confidence?”

By asking a question, you are pointing a person’s attention toward imagining an answer.  Our brains are wired to notice questions and imagine answers. 

Unsticking conversations

If you’ve been in a business discussion (argument) about a tough topic, you can loosen up just about any attitude if you agree: “Yeah, I know it’s impossible.  Of course you can’t.  But I was just wondering, what would it be like if you could…?” 

So, do you know why you first agree with them? It’s because people’s brains are contrary, and if you immediately contradict what someone says you lock them in to their attitude. 

So, FIRST — agree with them that they can’t, or that of course it’s impossible, or whatever the limitation is. Then, 

SECOND — ask them, “But what would it be like if you could?” 

Try it on a few people you know, when the time is right. When you see how easily this works, you might be tempted to make it a habit.  For more ideas on getting unstuck, I’d recommend www.unstuck.com.  A great, weird site to help you break out of life’s self-imposed ruts….

I wonder what it would be like to subscribe to this blog?

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