Selling Without Telling

The urge to explain yourself is overwhelming. In any given situation, your need for approval takes over, and YOU satisfy that need by offering up explanations, descriptions, blueprints, diagrams, schematics, illustrations, graphics, PowerPoint presentations, and whatever else comes to mind as you fight the good fight to grab someone’s attention. Sounds like ‘fun’.

The need to explain yourself and how something works takes us back to the days of ‘horse and buggy’.?I imagine back then a sales call went something like this; “Mr. Farmer - This gizmo here makes it easier to remove horseshoes - let me show you.” Sales of product were nowhere near as sophisticated and complex as things are today. Right now, we have a more educated consumer because of the Internet. So, chances are very good your prospect already knows why or why they won’t do business with you when you first make contact.

** Because modern prospects are educated, you are always half way home to a decision on every sales call you make.

Q: How do you sell a product without telling people what it is and how it works?

A: By being the 1st person to ask a question.

The first person to ask a question in any conversation controls at least 50% of the course and direction the conversation will take. When prospects ask the first question, for example; “How can I help you?” This question immediately puts you on the defensive to come up with an answer. Under pressure you feel the urge to explain yourself, the product, your company, customer references, reputation, Gartner quadrant. You talk too much. Eyes roll…?

On the other hand, asking the first question puts you in more control of the call. Your question contains an ‘agenda’ and that helps launch the conversation in the right trajectory toward a simple YES or NO decision. That's what you want, right?

Questions 4U: Do you have the confidence to ask the first question??

?? ? ? ? ? ? ? ? ? ? ? ? What would your first question to a sales prospect be??

The Challenge… Provide an explanation, in 10-words or less, about the purpose your product serves to its buying market? Most can’t - but I’m counting on you!

Happy Hunting! Prof. Pete -

More About “Selling Without Telling” ?

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The Gold Call Show on YouTube ?? https://bit.ly/TheGoldCallShow