SLH SALES SYSTEM SALES TRAINING MORSEL #55

THE “THIS-OR-THAT”

THE FORCED-CHOICE OPTION

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

We’ve talked about how an open-ended question “invites” an expansive response. Using “WHAT, WHY or HOW questions (Inviters) makes our jobs easier and more successful. At the same time, we know that closed-end questions work in the opposite direction. Using the words – CAN, DID, MAY, DO, etc., (Shutters) “shuts down” the sales process.

There is a third (3^rd) type of question that I call a “ThisorThat.” Sometimes its called a “forced-choice option.” ThisorThat questions guide, shepherd, nudge and sometimes force the Buyer/Listener where you want them to go. These are very useful, but like almost anything else, should be used only when appropriate and in moderation. Too many of these  can sound like a private detective or District Attorney.

When used properly, ThisorThats give people a choice between two (2) options, both of which help get closer to a clear understanding of the Buyer’s situation. It can almost be assumptive in nature. ThisorThats can be used near the end of the sales process, sometimes even to ask for the order, e.g.

·         Would you prefer delivery on Tuesday or Wednesday?

·         Do you want to pay cash or with credit?

People will often tell me that “there have been changes in my company” and I’ll ask:

·         Is that a good thing or bad thing for you?

The only time I use Shutters is with this type of question.  Instead of a yes or no, it gives the Buyer specific options.

When it makes sense, start using ThisorThats – another questioning tool that helps determine Buyer’s needs.

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.

SLH SALES SYSTEM SALES TRAINING MORSEL #54

ARE SELLERS BORN OR MADE?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Ask people on the street this question and the majority will say “born.” We’ve all heard that someone is “a born salesperson.” So what justifies this expression? What is it about Sellers that makes people think that they’re born?” After all, how many people contend that lawyers are born? How about doctors? What about an actuarial? Or, butchers? No one would ever say that these folks were “born to it.”

Now, ask Sellers what they think.  Are they born or made? The answer will almost always be “made.” Which raises the question - what is being done to “make” Sellers? Although a number of colleges and universities are offering degrees in Sales, it’s usually “on the job” or “in the field” training.

What do Sales Managers look for when hiring? And, what real Training occurs once hired? So many Managers and Sellers feel that experience will make them better at what they do. Or, they’ll “learn from their mistakes.” How else can promoting a service manager into sales, providing a company vehicle and a hearty “good luck,” lead to becoming an effective Seller? Actually, this is the least efficient way to learn. We end up working without a net, wasting time and spoiling the possibilities with awful sales calls.

There are number of things Managers can do to help “make” their Sellers better right now (See Morsel #45).

Sellers can begin to do these things:

                      

                       Ask their clients how well they’re being served.

                      

                       Ask their clients what they’re not doing, but ought to.

                      

                       Ask their clients what they’re doing, but should stop.

                      

                       Start audio-taping their phone calls – the Seller’s end only, not the Buyer’s – and then analyze.

                      

                       Start video-tape role-playing sales situations with colleagues.

If indeed, Sellers are made, let’s continue to make good ones.

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.