Only Give Answers You Know The Questions To
February 17, 2010 by admin
Filed under Business Management
DO NOT READ THIS FIRST. READ: http://journik.www.youtube.com/watch?v=y13-uqJG0_Y/how-not-to-fuck-up-a-business-deal-warning-pr
When my mentor with the 100% closure rate told me the above, I thought I knew what he meant. I applied his wisdom at the level of my own understanding. I fared poorly.
So for the inquisitive, I’ll define what he meant:
The question does not come from your prospect. Both the answer and question must come from you.
If you are going to tell your prospect that you are Catholic, the moment you make this statement, it becomes an answer. An answer not preceeded by a question is a fool’s folly – Solomon, the Bible
So if a woman wants to know if she should feature her kids in her first branding session, she would be wise to present first this question:
“My friend Lindsay and her husband are having such a hard time with their baby.” This solicits an orientation and position from her prospect
A religious man would be wise to say:
“Funniest thing. I had some religious fanatics come to my door.” This is another implied question. She would either defend them saying, “They mean the best. I’m a Jehovah’s Witness.” or Say, “I can’t stand religious freaks. When I was in Sunday school, nuns beat me with rulers.”
In business, before bringing up your current client list, you’d be wise to ask:
“I realize this project is a rush. How much direct involvement with our firm are you visualizing?” Based on your prospect’s response, you will be able to honestly brand your availability and state your return commitment. Plus, by using the above question verbatim, you get the prospect to fantasize about working with you. A technique wiley women use quite effectively.
Only Give Answers You Know The Questions To. And they must both come from you.
Posted via web from journik’s posterous – a grade A shouldery. (social media agencies / marketing wise)
