Lack of Clarity, Confusion and Fear.
March 8, 2009 by admin
Filed under A Good Story, Bill Caskey, VP of Sales
Warren Buffet appeared on the Today Show this morning. He made a very concise, profound comment — as he always does. Here are his words:
“Lack of clarity leads to confusion. Confusion leads to fear. And fear leads to inaction.”
Now, of course, he was talking about the economy in general and the ineffectiveness of the President’s communication to the people on this front.
But he could just as well be talking to you.
As a sales trainer, I’m always observing how sales people approach me. The world is one big laboratory for us.
I had a sales person call on me from a referral last week. It should have been a ‘laydown’ for him (or ‘layup’ coz of March Madness). I really wanted what he had.
But by the end of the phone call, he had me so confused with so many options that I decided to “do nothing.” Afterall, I didn’t HAVE TO HAVE what he was selling. it was a “nice to have.”
Too many options. Too confusing. Too much Fear. Too little action.
Do you do that to your prospects? Do you get ahead of yourself? Do you fail to realize that they aren’t in your business? You’re in college–they’re just in grade school, comparatively. Do you overplay your hand to the point you scare them?
I hope not. But if you’re experiencing a slow market, don’t be too quick to blame that market. Look in the mirror and see if you’re easy to buy from.
Slow down. Be patient. Ask better questions. Tell stories. Be more clear about your value. And watch your results change. Don’t confuse your prospect.
Related posts:
