Jean Kesterson is the girls volleyball coach at Cathedral High School in Indianapolis, Indiana. She consistently leads her team to state championships in Indiana (3 so far).
I’m not familiar with her coaching strategy or philosophy–only that my daughter played in her summer camp last year. And watching Jean win the State 2008 Volleyball Championship reminded me of something she made the camp players do on the first day of camp.
She asked them fill out the answer to the approximate question, “What do you want volleyball to do for you?”
Think about the wisdom of that. A 14-year old girl, who probably (other than Christmas), is asked what she wants to accomplish. Ingenious!! A simple question.
What Do You Want?
When’s the last time you asked your spouse that? Or your son or daughter? When’s the last time you sales managers sat down with each member of your team and asked that question? Or, have you asked it of your customers? Are you too afraid the answer won’t include you?
What do you want?
I’m convinced that once we know it’s an inspiring question to ask, the reason we don’t is “fear.” We make sales way too complicated with all the moves and procedures and processes and strategies and techniques.
I’m a simple man so I like simple things. Why not try your next sales call to ask that question of the prospect: “What do you want?” And watch magic happen.
{ 6 comments… read them below or add one }
I believe this. Recently I helped implement a new client on our software. I asked that very question at the start of the process. I referred back to it often not for my sake but so the client wouldn’t lose sight of their ultimate goal. That is a good question to ask and to understand the answer.
I like that Troy. It starts things off well–and serves as a touchstone for the rest of the engagement. Nice work!
I agree as well. I’ve used this strategy in another way by asking the customer or prospect to explain their vision of the project or anticipated solution and how it helps them achieve the end result. Asking “what do you want” is simple and uses fewer words.
Chuck,
Everyone wants to contribute their input. This allows just that. You’re right–it’s simpler, too.
ummm….well – I say, and believe that everybody sells -
Bill, you said, “…When’s the last time you asked your spouse that? Or your son or daughter? When’s the last time you sales managers sat down with each member of your team and asked that question? Or, have you asked it of your customers?…” – proves my point.
I had a great sales manager not that long ago who said to me, “sometimes, we over complicate this thing called selling…” -
So now, I ask all the time. With most prospects, I ask THREE times.
It’s very simple –
I think sales people don’t ask because they are afraid the possible answer will be something they can not do.
But Selling Professionals ask because they are in the room to help the prospect – period.
Of course, if anyone ever asks me what I want, I simply say, “More.”
Thanks for coming by and commenting. My lesson from your comment is:
“But Selling Professionals ask because they are in the room to help the prospect – period” is a great statement. Let us NEVER forget that.