Tweet

What Does An Androgynous Cow, The Life Lessons of a Father, & Closing More Sales Have To Do With Each Other?

Written by: Matthew Fiorenza

Article Overview: What Does An Androgynous Cow, The Life Lessons of a Father, & Closing More Sales Have To Do With Each Other? Only Learning To Ask One of The Most Powerful Qualifying AND Closing Questions You Can Ever Ask a Prospect! This weekend, as most, Netflix delivered right to my mailbox another movie for the kids. My six and seven year old boys, like most I’d imagine, love animated movies. Barnyard The Movie, who stars somewhat androgynous animated cows, is certainly not the best movie my family has ever watched. But here’s the thing;

What Does An Androgynous Cow, The Life Lessons of a Father, & Closing More Sales Have To Do With Each Other?

What Does An Androgynous Cow, The Life Lessons of a Father, & Closing More Sales Have To Do With Each Other?

Only Learning To Ask One of The Most Powerful Qualifying AND Closing Questions You Can Ever Ask a Prospect!

This weekend, as most, Netflix delivered right to my mailbox another movie for the kids. My six and seven year old boys, like most I’d imagine, love animated movies. Barnyard The Movie, who stars somewhat androgynous animated cows, is certainly not the best movie my family has ever watched.

But here’s the thing;

This movie triggered in me a powerful emotional response. Dumb? Definitely! I feel dumb even mentioning it to you. But this “response” reminded me of such a powerful sales lesson that I would feel negligent if I did not share it with you here.

So here it goes…

To a prospect, making a buying decision is ultimately very personal! Finding what Emotional Trigger that makes buying your product or service personal, IS what Closes The Sale!

Let me give you a little background, then I’ll explain in detail how to find that “Trigger”.

During the movie, Otis the cow was goofing off while his dad tried to take care of and protect the other animals on the farm. Ben, Otis’s father couldn’t get Otis to take things seriously until it was too late. Ben was killed by a pack of coyotes and Otis, blaming himself, met with his moment of truth! Otis is now faced with the decision to either continue to run from responsibility, or grow up and take his rightful position as leader of the farm. What did he do? You guessed! Otis did eventually make the right choice, and of course took his place as leader, and then he defeated the coyotes for a happy ending.

Clearly, nothing new here. But for me, I was reminded of the many good lessons my father taught me that I chose to ignore, that is until I suffered the consequences of bad decisions enough times. And, like my androgynous friend Otis, I eventually grew up.

This story may seem udderly ridiculous to you and I may seem like a fool, but that is really the point!

Learn To Do This And I Guarantee You Will Close More Sales, More Easily!

Whether your product or services are expensive or more affordable, one of most important things you can do is find out what pain it relieves, problems it solves and wants if fulfills, for the prospect. You must link ownership of your product or services to these EMOTIONAL TRIGGERS. This will create the desire in the prospect to accept what you’re offering so you can then close the sale. To deliver a powerful presentation you must always find a way to revisit these triggers throughout the sales process.

So what is the Magic Question That Finds the Emotional Trigger? It Is Simply This,

Just ask them. Wait until you have done a little bonding and report with the prospect first, so your question doesn’t sound phony. But just ask. Try this…

Mr. Prospect, as we talk about my companies services, we will be able to discover more quickly if there really is a match between what we do and what you really need if I understood one thing first. If, when all is said and done, and you do purchase our services, what would you like our relationship to look like? What problems must I solve in order for my company to become a necessary and valuable partner with your company? And, what can I do to make doing business with me, easy for you personally?

Put this in your own words but remember to ask questions like this right from the beginning of your presentation. And don’t forget…

There is a danger if you sell solely based on emotion. Make sure to back up your sales presentation with logic, or their interest in what you have to offer may not last long enough to get past their personal decision-making committee. That is their spouse, family and business associates.

This is because the emotional high does wear off. Throughout the entire sales process you must keep backing up these emotional reasons for the prospect to buy, with all the logical reasons for them to buy. EMOTION spurs prospects to action, but it is the belief that they are making a smart and logical decision to own your product or service that sustains their interest.

Take this tip and use it, as it will improve how many prospects you convert. But remember, it’s only one part of a complete sales process.

If you have any questions, or would like to learn more about building presentations that produce results contact me at Matthew@FindingPrime.com .

Related Articles
  Father's Day Advice from My Father
  Hermaphrodite: The Power of Both
  The Ultimate “Closing Technique”
  The Close
  QuickBooks 2011: Improvement to Closing Date Functionality

Article Tags: animals, animated cows, bad decisions, barnyard the movie, closing questions, consequences, cow, coyotes, dad, emotional response, love, moment of truth, old boys, otis, right choice, rightful position



Related Forum Posts
Joke of the Day - Here's one I received via email recently, I trust no one finds it offensive, if you do please be sure to let me know! MY DAD IS A FATHER A little boy got on the bus, sat next to a man reading a book, and noticed he had his collar on backwards. The little boy asked why he wore his collar that way. The man, who was a priest, said, "I am a Father." The little boy replied, "My daddy doesn't wear his collar like that." The priest looked up from his book and answered, "I am the Father of many." The boy said, "My dad has 4 boys, 4 girls and two grandchildren and he doesn't wear his collar that way." The priest, getting impatient, said, "I am the Father of hundreds," and went back to reading his book. The little boy sat quietly thinking for a while, then leaned over and said, "Maybe you should wear your pants backwards instead of your collar."
The Second Life Platform - Greetings! I'm not sure how many of you have heard of or are sensitive to Second Life and its related entities. However, Second Life is a fantastic platform to mimmick real life business operations in a real currency based economy. There are plenty of successful stories for creative individuals, but I'd highly suggest doing your research and appreciating Second Life for what it is, and what it isn't.
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: The Second Life Platform - [quote="JBunion":fhe23fsu]Greetings! I'm not sure how many of you have heard of or are sensitive to Second Life and its related entities. However, Second Life is a fantastic platform to mimmick real life business operations in a real currency based economy. There are plenty of successful stories for creative individuals, but I'd highly suggest doing your research and appreciating Second Life for what it is, and what it isn't.[/quote:fhe23fsu] Hi JBunion, I've heard about the site. So are you currently a member? And more importantly, have you tried to open a store front in that virtual world?


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.

Tweet

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

How do you keep it together on a daily basis?

African Technology Development

Are You Too Good for Your Job?

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.