Tweet

Selling is Like Rocket Science Until You Do These Two Things Well

Guest post by: Dave Kurlan

Article Overview: Selling is really, really hard...until you learn how to do two things very well. Listen and ask questions that will get specific desired responses.

Selling is Like Rocket Science Until You Do These Two Things Well

We were in the designer furniture store where everything is made to order, takes 8-12 weeks and the price of a chair starts at $2,500 US. I was reading my Kindle when a woman walked in and began admiring one particular sofa.

A salesperson walked up to her and you'll never guess what he asked... Believe it or not he asked, "Can I help you?" I cringe whenver I

hear that question but that's an article for another day.

Of course the only possible answer she could respond with was, "Just looking."



Crucial point #1- he could have approached her and introduced himself, learned her first name and asked why she came in today? He could have asked what she liked about the sofa she was admiring. He could have asked if she was hoping to find a sofa. What he did ask could just as well have been, "Ignore me because I'm a mindless robot who doesn't respect you or care enough about you or your potential business to make it seem like you are important."

Next, he said, "We just got some outdoor furniture in over here!" Huh? Outdoor furniture? She's falling in love with a sofa and he's pulling her away to look at outdoor furniture?

She ignored him.

He's not stupid. No, he's a moron and tried again. "We have some really good deals on the outdoor furniture...."

She ignored a second time. Good for her!

He walked away. He was done! Rejected. He gave up. Wasn't that easy?

Then her husband walked in and asked, "Did you find anything?"

She said, "I love this sofa but I can't find anyone to sell it to me..."

Selling isn't rocket science but it seems like rocket science until you learn to do two things really well:

1. Listen.
2. Ask questions that will get specific desired responses.

The furniture salesperson (yikes!) got the responses that his questions should have elicited. Too bad. The sofas started at $6,500!

Related Articles
  Mad Science Franchise Highlight
  Be a Change Management Rocket Scientist
  Joke or No Joke
  Guess What? Succession Planning is not Rocket Science
  The First Law of Building Trust
  SBL Loans In Canada. Degree In Rocket Science Not Required For The Canadian Small Business Loan
  Marketing - Art or Science?
  Smart Women Are Like Rocket Ships
  Getting Rich Is An Exact Science
  Internet Marketing And Why You Need It
  Yo Adrian! You Don't Have to "Win" to be Great
  The Science and Art of Selling
  Tuning into Tastes: The Secret of Jones Soda’s Success
  The Science of Selling - Rules versus Data
  The Thing I Hate About Books
  How to price for optimum profit - 5 steps
  Are Online Money Making Opportunities The Answer For You?
  Keep Prospecting Simple©
  Are You "Making Out" With Your Sales Mirror?
  The Right To Be Rich

Article Tags: sales advice, sales mistakes, sales tips, selling process



Related Forum Posts
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Re: Seth Godin: Star Fish v Long Tail - Thanks for sharing, David. I always enjoy the interest it brings me when I read these types of things. Things that make you think to consider other possibilities, no matter how obvious they may seem. Cheers, Emma
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines - Fast Company is pretty good if you're into technology although it can be very on the edge. Entrepreneur has become one giant advertisement and I cancelled my subscription. Selling Power also has some useful content if you're looking at improving your sales skills / presentations.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Maximum Impact Restaurant Greening

Leading with Discernment

How Promotional Caps became a Fashion Trend

Suggestions

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.