Ben there. Done that.
Louie Bernstein
LinkedIn Top Voice | INC 500 Winner | Founders: Spending too much time in sales? Feeling Founder overload? I can fix that without breaking the bank. I have been where you are now. Book an introductory call.
Over 10 years ago I did a sales training video on my YouTube channel for a centuries-old sales technique called, The Ben Franklin Close. Today, that video still has the most views on my channel.
At the time I thought the video was just about sales until I read some of the comments. A lot of them were similar to this one: "This strategy really helped me make some big decisions." This concept was broader than I thought it was.
Leave it to Ben!
The idea is you take a sheet of paper and list the decision you’re trying to make at the top. Underneath that you draw two columns. At the top of one column, you write the word, Pros. At the top of the other, you write Cons.
Then, underneath you list all the Pros and Cons to make the decision. If there are more Pros you go ahead. If there are more Cons, you don’t.
In the sales context, you go through this with your potential customer and it would determine whether or not to purchase your product. Hopefully, there would be more Pros!
For important business or personal decisions, the idea is to get completely honest and detached from the outcome. Let the chips fall where they may.
I think the trap many of us fall into is we make decisions from our hearts and not our heads. We get too emotionally attached to the idea or the outcome to be really honest about the idea succeeding.
Ben Franklin also said,
Look before, or you’ll find yourself behind.
I think what he was saying was:
Using this technique not only takes emotion out but also forces logic.
Our lives, business, and personal. are a series of decisions that have brought us to where we are today.
For example; Maybe you decide to take a chance on a junior salesperson and they sell more than you ever have.
Perhaps at the last minute, you decide to go to a party and end up meeting your partner whom you’re with for the rest of your life. That one happened to me!
So, here’s your Action Item and Mission, should you decide to accept it: With your next big or little decision, try the Ben Franklin Close and put the odds forever in your favor.
So much depends on the decisions we make. Make the decision to help someone else and please share this post. When you share, you can change people’s lives. And what a great decision that would turn out to be. Remember, one hand washes the other and together they get clean. Thank you for watching. Have a really rewarding week. And I’ll see you next time.
About?Louie Bernstein
I'm an?INC 500 Winner?for achieving rapid sales growth over a five-year period without outside investment. You get all the strategies and templates I used to get me there in?Sales System In a Box.?Start getting the most out of your sales team at?LouieBernstein.com?or reach out to learn about my Fractional Sales Management services.
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