WHY BE NEGATIVE
WHEN WE CAN BE POSITIVE?
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
If you’ve ever witnessed Little League Baseball, you’ve seen a perfect example of how subtle, yet powerful, words can be. As the player steps into the batter’s box, how often do you hear the coach say, “don’t swing at a bad pitch.” The kid actually hears, “DON’T.” How much more affective would it be for him to just say, “hit the ball hard?” Or “DO something good?” It certainly seems that would be a much more productive instruction.
We have to be so careful about what we say. Once it’s out there, there’s no getting it back. If you’ve ever said anything and immediately thought, “ruh-roh,” then you know what I mean. And, those become very big things – ask any politician.
There are many opportunities to be positive every Selling day.
Instead of asking: “What’s holding you back from placing an order?”
We could ask: “At what point do we move ahead?”
Instead of asking: “What obstacles are there in this deal?”
We could ask: “What would have to happen to move ahead?”
Instead of asking: “Why wouldn’t we proceed?”
We could ask: “How ready are you to proceed?”
Instead of asking: “Besides you, who else will be involved in the decision-making process?”
We could ask: “In addition to you, who else is involved in the decision-making process?”
Remember that “How about..?” is the same as “Why not...?” Except a lot more positive and incredibly stronger!
What do you think?
Good Selling to you!
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