What Do You Want? No, I Mean “Really” Want
January 12, 2009 by admin
Filed under Bill Caskey, Sales Management Content
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.
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