ATTORNEY: Now Doctor, isn't it true that when a person dies in his sleep, he doesn't know about it until the next morning?

WITNESS: Did you actually pass the bar exam? 

 

ATTORNEY: She had three children, right?
WITNESS:  Yes.
ATTORNEY: How many were boys?  
WITNESS:  None.
ATTORNEY: Were there any girls?  
WITNESS:  Your Honor, I think I need a different Attorney. Can I get a new Attorney?

ATTORNEY: Do you recall the time that you examined the body? 

WITNESS: If not, he was by the time I finished. 

  

  

From "Disorder in the Court" by Charles M. Sevilla.

http://www.amazon.com/Disorder-Court-Fractured-Moments-Courtroom/dp/0393319288

 

 

In fact, there are stupid questions.

 

If you have learned P.L.U.S.H. Selling you have learned the process of Jeopardy Selling. This is conducting all or most of the sales call using questions. Communicating with questions is more effective than using statements since:

 As you can see above, there are, in fact, stupid questions.

 

Trial attorneys are taught to use questions rather than statements. A statement might be deemed "leading the witness" or it might limit the quality of the information revealed in the courtroom. For more insights on this, watch television reruns of Perry Mason.

 

Sales professionals benefit from asking questions, especially when the questions are smart ones.

 

Ineffective - or stupid - questions de-position us, do not bring us quality information, differentiate us in a negative way, provide no insight into what solution we might offer and certainly do not help the customer. In other words, as important as Listening (The "L" in P.L.U.S.H. Selling) is in the sales process, the wrong questions are actually "anti-P.L.U.S.H." activities.

 

So, how do we avoid asking stupid questions? Pre-Call Planning. Yes, I know, I mentioned Pre-Call Planning  twelve or more times during my presentation. When people call with sales problems, most could have been prevented with Pre-Call Planning. So, just how important is Pre-Call Planning? It is essential.

 

The in-depth training is available online using the links below. If you just want the essentials, here they are: 

• Begin with a list of what you need to know in order to close the sale
• Develop questions that will cause the customer to give you the information you need
  • What they are thinking
  • Their buying criteria
  • What they need to learn
  • Use your questions to teach them what they need to know to make the right decision - which is to buy from you right now

 Obviously you will not be able to think of these questions while sitting in front of the customer or even while driving to the customer's location. Pre-Call Planning is an essential, intentional, early-stage activity for any sales call.

 

Remember, there are no casual contacts with customers. Pre-Call Planning equips us to make the most out of any customer touch by asking smart questions. 

     

 

Learn Pre-Call Planning NOW by clicking on the picture and selecting MODULE 20. It is available to readers of this newsletter for $5 for the next 21 days.

 

Click on the bullet for a free preview.

 

Go beyond "Significance"! You've heard the concept of moving from success to significance. From hundreds of interviews and interactions with highly successful people, the key to living a really meaningful life is explained in "The Journal of a Climber". Are you a climber? If so, where are you on your journey? Click the link below for the video trailer; click the book on the right to order your copy. (NOTE: This is a personal development book, not a sales book and the contents will help you be more successful in every aspect of your life.) 

  

  

You are not alone in trying to find the right resources for your sales team. It's tough. Why not begin by contacting me - it's free and easy. I refer many of my inquiries to others so if I'm not the right person for you I may know who is.

How Can I Help?

 

Speaking - Need a speaker for your conference? More than 3500 speaking engagements have taught me how to structure a presentation that will meet your objectives. As a member of the Speaker Hall of Fame (my name appears right after Ronald Reagan), you can be sure your presentation will be solid.

 

Training - When you need sales training, let me know. From half-day to multi-day to ongoing sessions, you and I can develop and deliver to your sales team the specific training they need. Also, I incorporate the latest concepts, processes and technologies in my training and support materials.

 

Automation - Have you considered using online sales training for you and for your channel partners? It is a great way to keep your salespeople and the others who represent you in the marketplace on the same page. Also, we can develop tools, like calculators and profiles that will make it faster and easier to convince prospects to buy from you - even with your higher price points.

 

Consulting - I can help you with sales consulting for revamping your organization, developing effective compensation and incentive programs, developing your salespeople and sales leaders and other aspects of sales. I even function as the interim Chief Sales Officer for some clients. When you need a broader approach, to include operations, finance and marketing, bring in the Rising Tide Group.  We work together seamlessly and you receive the same type of in-depth, and coordinated consulting you would expect from one of the larger firms. The differences in using Rising Tide include the fact that you will have a street-seasoned, real world team (no cookie-cutter approaches) and we expect to be paid when you succeed.  

Click on Image for Details