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 .
What Does An Androgynous Cow, The Life Lessons of a Father, & Closing More Sales Have To Do With Each Other? - To learn more about this author, visit Matthew Fiorenza's Website.
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(Visit Matthew's Website)
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that convert those prospects to sales.
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systems, his work demonstrates a special
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Marketing Copy, Sales & Marketing Systems,
Training and Coaching. For more
information, contact me Mat
thew@FindingPrime.com
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Sunday is Father’s Day which, of course, always makes me think of my dad, Fred C. Trump.
