How many times have you become aware of a tool that you didn’t know existed–and as soon as you saw it, just had to have it?
There are tons of examples, computers, email, the lightbulb, The Clapper (OK, so maybe you didn’t “have to have” that). But imagine yourself doing without the first three.
The issue is that if you don’t think a problem is solvable, do you really spend a lot of time searching for a solution? No.
In sales training, we hear all the complaints that sales people have about the way they’re treated, but seldom do we hear the questions we should be hearing.
- “Bill, is there a way to keep the prospect from lying to me?”
- “Bill, what can I do to keep the sales process from stalling?”
- “Bill, how can I create a stream of prospects lining up outside my door to buy?”
- “Bill, is there a way to communicate my message so it is more compelling?”
- “Bill, is there a way to differentiate myself from everyone else that calls on that prospect?”
- “Bill, is there a new method of selling that would help me avoid the frustrations I’m feeling in this economy?”
We Should Be Getting These Questions
But we don’t. We wonder why. Is it because we don’t think there are solutions for these–so better to save our selves the frustration of looking for something that isn’t available?
Or, have we relegated ourselves to a sales life of mediocrity and sameness?
We hope it’s the former–that until someone gives us a tool–we don’t even think about a solution.
There Are Tools Available
There are ways around these issues. In fact, over the next several days, I’m going to be addressing each of these six questions in six different posts.
Hope you can join me–and see that there are solutions to problems you didn’t know you had--but that might be costing you money.
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