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Hope without Expectations |
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By Bob Oros
Researchers found out in a recent test that if they put a blindfold over someone while they are eating, they’ll eat less. Let’s take this another step and ask ourselves this: What if all of a sudden you or I lost our memory and our sight at the same time? What if no one could tell us how old we were and we would have to guess? What would you say?
 BOB OROS
Now let's go one step farther. Let's say that you are a researcher rather than a sales person. Your job is to do market research and find out why people buy or don't buy. Your success is not going to be determined by whether you make a sale on that particular call, but your success is going to be determined by doing the research.
You make the call expecting people to see you. You expect them to treat you with respect. You expect them to listen to you. You expect them to answer your questions. If the timing is right and what you are offering is the solution to their problem, you expect them to buy. If the timing is not right, or the solution is not a good fit, you would expect them not to buy.
At the end of the day, when someone asked you how your day went, how would you answer? Would you say you were a success or a failure? No. You would say you talked to 15 people. Two of them were having problems and you were able to offer a solution. Ten of them were happy with what they were doing but agreed to have you come back at a specific time in the near future. Three of them had very closed minds and were not open to anything new regardless of how bad they needed it.
So instead of making the call as a typical sales person, make the call like a consultant would.
For example: "I am doing some research in the area to find out if our services would be beneficial. Do you mind if I ask you three questions and it will only take three minutes to answer?"
So, if we put a blindfold on you that filtered out the normal fear a person has when approaching a stranger and trying to sell them something, what’s left? Confident expectations of doing the job. And the action will create hope, which comes from doing the details of the job exceptionally well. And when you do your job exceptionally well, it is impossible to be disappointed.
Now, go out and do some “research” and watch your “sales” go up and your “hope” for a better future will be on fire!
Bob Oros, CSP, CMC, is president and founder of More Gross Profit Institute. A long-time contributor of sales training articles to ID Access (and ID), he can be reached at Bob@MoreGrossProfit.com. Would you like to know how to cut two years off the learning curve of your newest rep and save $25,000 on your investment? Visit his website. The Institute’s website is located at: www.MoreGrossProfit.com , where more details can be found. |
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