Here's a question for you. What do you think is the most accurate predictor of sales success? I'll give you a hint: the answer might also be the key to having a happy and successful life.

 

Before I give you the answer, however, let me give you some important background information.

 

People like to buy ... but they hate being sold. You may have heard that saying before. Let's face it, most of us really hate it when people try to "convince" us to do something they want us to do. I personally get a tad nervous when this happens, and I either withdraw from the conversation or push back by challenging, defending or arguing.

 

I bet you do the same when someone's trying to sell you something.

 

Sales aside, the other person may want us to "buy into" something like a line of reasoning; they may want us to think like they do. Instead, we do just the opposite, resisting their counsel even when, deep inside, we may be open to considering that what they're saying might truly be good for us!

 

The main reason that we object is that we are positional and we have a natural tendency to defend either ourselves or the status quo. In fact, we don't like to be prescribed something if the person hasn't done a good job of understanding us, our unique situation and our needs. They simply presume to be all knowing and all wise and they think we should simply do whatever they tell us to do.

 

Fat chance!

 

So what's the absolute #1 irrefutable key to effective selling? It's mastering the art and science of asking questions.

 

Next week, in Sales Secret #8: Why Do Most Salespeople Talk Too Much?