It's Smart to Play Dumb. So what do I mean by playing dumb? First of all, as we have discussed on many occasions, the key to successful selling is successful questioning. However, on many occasions, once we have asked a question and it has been answered, we tend to take the answer at face value. We should always ask follow up questions regarding any answer we get. There's always more to the story than what we get with our first answer. And almost undoubtedly, that is where the emotion is. AND your prospect tells you his problems rather than you pointing them out.

Let me give you an example. Let's say you sell payroll solutions:

You---"So Bob, what is the greatest issue that you face with your payroll today?"
Bob---"Well, it's just a real pain in the butt, and I am tired of having to deal with it."
You---"I see Bob. Well, our system is designed to alleviate all of that by...."

Instead, think about this:

You---"So Bob, what is the greatest issue that you face with your payroll today?"
Bob---"Well, it's just a real pain in the butt, and I am tired of having to deal with it."
You----"Boy, I can identify with that. Obviously, I speak with many, many business owners who are tired of the hassle of payroll. Unfortunately, I speak with only a small percentage who have decided to take action. I commend you for that. Just to help me to get a better handle on how we might be able to help you, can you tell me specifically the issues that are causing you the most trouble today?"
Bob---"It just seems to take so much time away from other things I need to be doing."
You---"It's great that you recognize that Bob, but more importantly are preparing to do something about it. What kinds of things are we speaking of?"
Bob---"Well, I never seem to have as much time to work on my sales as I would like. It's very frustrating."
You---"I can see how that would be frustrating. After all, as you have correctly noted, sales is just a bit more important than payroll. With no sales, there's no payroll. How much time do you think payroll issues steal from your sales time?"
Bob---"Oh, I'm sure it's at least 4-5 hours a week."
You---"That IS alot of time, Bob...over two hundred hours per year! How much do you think you could increase your sales this year with an extra 250 hours to dedicate to that area?"

Of course it goes on, but you get the picture. You question, your prospect answers. You question, your prospect answers. QAQAQA... The interesting shift takes place when your prospect then asks you a question. At that point, you know you have their interest and it takes the interview to the next level...

Make today the day that sets you up for, and propels you to your greatest single month of success in your career. Start today for tomorrow's success.

"To live your life in your own way. To reach the goals you've set for yourself. To be the person you want to be--that is success." --- Anonymous