Jul 18 2007 11:42AM | Permalink | Email this | Comments (0) |
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Every time that I work with a new group of sales people I lead them in a game of  “what if”.  To play, I ask some questions and they give me the answers.  Let me show you how it goes.

Here’s your first question:

If I waved my magic wand and instantly made you three times the listener you were when you started to read this blog … would you sell more homes?

Pretty easy huh?  If you answered, “Yes”, you’re absolutely right.  Matter of fact, I’ve never had anyone say no.  It’s always been a resounding, “Yes” … so let’s move on.

Here’s your second question:

What is it that makes a good listener a good listener?

A little bit harder, but still not too bad.  Some groups get it right away and some take a while.  In any case, if you answered, “Ask great questions”, you’re right again.  Good job.

Here’s your third question:

Right now somewhere in the country someone’s having a sales meeting.  What are they practicing?

If you answered, “Presentations”, you’re right again!  How strange is that?  Virtually everyone agrees that being a better listener would make them a superstar, but they end up practicing “how to talk” rather than “how to listen”.

Here’s my final question:

Have you ever been to a sales meeting where you practiced asking questions?

When I say practice questions, I don’t mean “what are you looking for” questions or “qualifying” questions … I mean questions that really make your customer think.  Questions that cause them to say, “Good question, I haven’t thought about that”?

I’m not sure where you stand … but it’s something to think about.