Why your shoe size matters

I was at a street fair recently and witnessed a real phenomenon.  I met a natural salesman. 

One of those people that can make an immediate connection with people that he comes into contact.  I stood there and watched this untrained person win in almost every situation, and I learned from taking notice.

 His name is Brian and he is Ten years old. 

He was selling and demonstrating replaceable insoles for your shoes or sneakers.

The fair was the day before a big 10K race and the product was appropriate for the crowd.  His booth was in the line of traffic and it was beautiful to see him charge right up to people passing and work his magic.

The initial question was what got us all.  He did not ask the same old lousy questions that most of you ask.  He didn’t say “would you like to see our product”? Or “Can I help you”? Or even worse “How are you doing today”? 

No, he asked a question that we had to answer and even if we lied, he still could capitalize on it.  He said:

 “What size shoe do you wear…size ten”?  Then, after you answered he said; (while leading you to his booth), “let me show you something that you will love.”

That’s it, the next thing you know you are walking around his little booth and feeling the comfort of these crazy insoles and trying to figure out if you need to also pick up a pair for your wife, and still have enough money for cotton candy and corn dogs. 

 So what questions are you asking your prospects?

Do have a prepared list of good questions that nobody else is asking? 

A good question gets the prospect thinking, and therefore thinking more highly of you. 

Good questions build your value in their eyes, and bad ones or, common ones just make you look like Herb Tarlek from WKRP in Cincinnati.

            Try these on for size:

• What was the main reason you bought this type of product/service before?
• What do you think is the biggest concern for people regarding this product?
• How do you think owning this product/service will affect your future?

And the best one of all to really get into their head…

• ”Oh really, I’ve got to ask, why’s that”?

The beauty of sincere questions is that they are the stuff that conversations are made of.  From conversation comes discovery of interests, from discovery of interest come commonality and likability and friendship.  Then, maybe a sale. 

Brian the ten year old is a good person to know.  Not only will you walk away with the most comfortable feet ever, but also he can remind you of what just about every kid does every day. 

They walk up to strangers and ask “do you want to play”? 

Try it today, talk to more people and see what happens. 

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Dan Jourdan, the “Sales Energizer” is the authority on sales motivation.  His work with countless sales teams and leaders around the world has led to the creation of a unique and effective philosophy (Smooth Selling) whereby individuals and their companies achieve massive success and true wealth!

To find out how you can have the “Sales Energizer” arm your team with life changing information for guaranteed success, go to www.danjourdan.com today!