Always have a toothpick handy!

      To know even one life has breathed easier because you have lived.  This is to have succeeded - Ralph Waldo Emerson

What a glorious quote!  It really cuts to the core of what it means to lead a life based on the dedication of helping others.  I am quite sure that all great teachers share that simple philosophy.  If only one person benefits they have been a success.  From my standpoint it seems such a daunting task to write an article for my blog that will have a positive impact on somebody I have never met.  I guess I can take relief from the fact that there are potentially many, many millions of folks around the planet that have access to the internet and could actually stumble onto this blog.  So, if I just consider the immense size of my conceivable audience my chances of making a positive impact on just one person are pretty good.  I can’t fail with those odds!

The  mission I have set for myself today is to make an impact on anybody that is brand new to commissioned sales.   After 3o years or so in commissioned sales I have listened to many novice salespeople lament the idea that their customers won’t trust them or do business with them because they lack experience and know-how.  They feel that they need to get a lot of time in the sales saddle before they can attain a level of trust.  Nothing could be further from the truth.   Although I agree that trust is the most important ingredient that must be earned by the salesperson, I don’t agree that it takes years to develop it.  New salespeople can establish credibility and trust very easily.  How, you ask?  Well, assuming that your customer is not a referral where the trust level is already built-in a bit; the easiest way to develop trust is by asking great questions.

  Let me share with you an example of how the ability to ask questions can earn trust in sales.  Suppose your car has started to make a weird noise so you take it to a mechanic and say to him, “My car is making a noise that I have never heard before.”  The mechanic replies, “Great, leave it and pick it up at 5:00.”  That response doesn’t really appeal to you so you take your car to a mechanic across the street.  You say, “My car is making a strange noise.”  He asks, “What kind of noise?”  “Well, it’s kind of a thumping sound,”you answer.  “Is is a metallic sound or more a rubbery sound?”  ”It’s metallic.”  “Is it coming from the front of the car or the back?” he asks.  “It’s coming from the front.” “Does the sound get faster as you speed up or is it the same sound all the time?” he asks.  “It gets faster when I speed up.”  “Great, he answers, leave the car and pick it up at 5:00.” 

Now… which mechanic do you want to work on your car?  The second one, of course.  Why? Because he took the time to be concerned with your situation and showed by his questions that he had expertise.  You feel much more comfortable with him than the first mechanic.  Now, let me ask you….who was the best mechanic?  Can you tell?  You don’t know, do you?  The first mechanic might have been the best and most honest mechanic in the world.  The second mechanic might have started yesterday and didn’t know much of anything.  But that didn’t matter to you.  You only trusted the second mechanic to work on your car because he was interested in your problem and, by extension, interested in you.   We all love it when others are interested in us!  So if you are new to sales…don’t despair that you don’t have all the knowledge yet.  Just learn to ask great questions and “fake it till you make it.” 

Tony Robbins says that the one skill salespeople need to cultivate more than any other is the ability to ask clear and concise questions.    Every day it is proven in sales arenas around the world that the only difference between good salespeople and great salespeople is in the quality of the questions they ask.  The bottom-line is this: 

People buy your product or service not because they understand it,

They buy because they believe you understand it and they believe you!

Selling isn’t telling…selling is asking.  You may be new to selling but if you spend your free time creating and learning to deliver great questions (toothpicks) you will be soon weighing your money instead of counting it!

PS.  I need your help!!  What can I do to make my blog better and what more can I do to advertise it?  I will cherish  your comments and/or advice.  Let me know.  Thanks for sharing some of your valuable time with me!  Rick