From Negative Thought to Positive – Part 2
Here are six more rhetorical questions about selling. (See the first six questions.) Everyone in sales has asked themselves at least some of these questions at one time or another. Unanswered these questions can be demotivating. It may be helpful to have a place where you can find the answer.
1> Why bother asking a client what she needs when we already know from other sources and from work on related matters for other clients?
Why? Because the information from other sources may be wrong or incomplete and the other matters we worked on may be less alike than we think. Also, because the client wants to know that we have heard her.
2> Why bother calling a client when it is easier for both of us if we simply exchange emails?
Why? Because in the meanders of a conversation, you learn things when you talk with clients that you don’t learn in emails,
3> Why bother sending a holiday card when the client gets so many that she is unlikely to remember whether I sent one or not?
Why? Because if yours is one of the first ones she gets, she probably will notice it.
4> Why bother calling a prospective client when we know that he is tied to our competitor?
Why? Because we want to be first in line when the competitor messes up or is conflicted.
5> Why bother getting to a client site early so I can drop by the offices of people I know there but am not scheduled to see? They get there early so they can get some work done while it’s quiet, so they won’t like it when I interrupt them.
Why? Because that is when you can see them, and because you will ask them if this is an okay time for a brief hello. If not, you will leave quickly, but you will still have shown them that you are interested in them.
6> Why bother trying to get me to sell, when I really don’t want to do it?
Why? Well, actually that’s a good question; you may have me on that one. I guess I do it because I want you to succeed in your profession and that will be much more likely if you can bring in business. Also, because I believe your negative feelings about selling are based on misconceptions. It is not about lying, for example, if you are doing it right. And in many respects it is more about giving than taking.