More on Compelling Reasons
More on Compelling Reasons
Who would have guessed it would come to staplers? We thought it might be the library, teachers, campus, new friends, new subjects or the science lab. But staplers?
Lesson: We can assume that we know why people will want what we have, but unless we take the time to ask the right questions and learn what their compelling reasons are, we have a great chance of being wrong.
Most salespeople don't know two important things; 1) what are all of the possible compelling reasons our prospects might have for choosing to do business with us, and 2) they don't know the best questions to ask, when and how to ask them, in order to expose their prospects' compelling reasons (also in the chapter on Getting to 2nd Base).
Consequence: If we're wrong about the compelling reasons, we'll be wrong about the solution to present. If our son is thinking staplers and we start reinforcing what we think his compelling reason is, take the library for instance, then how does he react when we continue to speak about the library and all he wants to hear about are staplers? Let's assume your prospect is most concerned with how you will hold their hand through the process and all you talk about is the product you'll provide. How comfortable and confident do you think your prospect would be about your ability to satisfy him or her? And don't assume that the prospect will just blurt out, "what about the hand holding?" It won't happen!
Action: Make sure you fully understand how to ask the right questions to get at compelling reasons. Take the complete list of compelling reasons and write out open ended questions that would get a prospect to identify that particular compelling reason if they do indeed have it.
More on Compelling Reasons - To learn more about this author, visit Dave Kurlan's Website.
Like this article? Share it with your friends
My wife and I are very excited about the new school that we would like our five-year old son to attend next year. When we asked him if he was excited he said, "Yeah, I'll have my own stapler!"
Who would have guessed it would come to staplers? We thought it might be the library, teachers, campus, new friends, new subjects or the science lab. But staplers?
Lesson: We can assume that we know why people will want what we have, but unless we take the time to ask the right questions and learn what their compelling reasons are, we have a great chance of being wrong.
Most salespeople don't know two important things; 1) what are all of the possible compelling reasons our prospects might have for choosing to do business with us, and 2) they don't know the best questions to ask, when and how to ask them, in order to expose their prospects' compelling reasons (also in the chapter on Getting to 2nd Base).
Consequence: If we're wrong about the compelling reasons, we'll be wrong about the solution to present. If our son is thinking staplers and we start reinforcing what we think his compelling reason is, take the library for instance, then how does he react when we continue to speak about the library and all he wants to hear about are staplers? Let's assume your prospect is most concerned with how you will hold their hand through the process and all you talk about is the product you'll provide. How comfortable and confident do you think your prospect would be about your ability to satisfy him or her? And don't assume that the prospect will just blurt out, "what about the hand holding?" It won't happen!
Action: Make sure you fully understand how to ask the right questions to get at compelling reasons. Take the complete list of compelling reasons and write out open ended questions that would get a prospect to identify that particular compelling reason if they do indeed have it.
More on Compelling Reasons - To learn more about this author, visit Dave Kurlan's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Dave's articles
 |
|
Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
|
|
 |
 |
|
Dave Kurlan Video - Dave Kurlan discusses margins with a group of business owners.
|
|
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
 |
 Sale Systems Pulse Check Assessment Free SEO Report The Entrepreneurial Sweet Spot Crazy Busy |
|
 | ||
 |
Top Social Business Blogs
Top Social Entrepreneur Blogs | |
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2009 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||