Just Say Yes

by Jade Handy on September 8, 2016

5299295110_ee82cb9332_mEver felt like you would have made the sale had you stopped talking? We sales professionals call this ‘selling yourself out of the deal,” or ‘overselling it’.

Let’s say your prospect asks you if you can provide your product (a cross-promotion piece for example) in postcard format. Don’t respond with, “yes and business card size and JPEG format and PNG format and this that and the other thing and all possible options.”

Just say “yes”.

Less verbosity. More brevity.

The reason being if you happen to confuse them or overwhelm them, they won’t buy. Or, they’ll take longer to decide–thus increasing the likelihood they won’t buy.

Also, just generally, More Options Create Indecision.

Resist the urge to lay out all the options, all the features, advantages and benefits thinking the more they know the better. Not true unless they indicate this in other ways.

Isolate the benefit the customer has shown interest in and close. See Questions as Thermometers.

You can’t be employing the best practice ‘Always Be Closing’ –the mantra of champions– if you have diarrhea of the mouth. Isolate-close. Isolate-close.

Take my word for it, just say “yes”, zip it (lock it, throw it in your pocket), and move on to the next area that needs to be covered in order to make the sale.


–Postscript–

btw – A lot of slick sales trainers recommend the ‘If we could do this for you, would you buy it?’ line of closing. I rarely recommend this. It usually comes across as confrontational and pushy. Don’t be a pushy. If you can do it with a ‘Mello Yello – Stay Smooth’ demeanor and a lot of rapport, then by all means test it.

See also, Ask the Closing Question Then Shut Up and Wait

See also, More Options Create Indecision

Applied to internet marketing: http://www.neurosciencemarketing.com/blog/articles/confusion-conversions.htm

–Meta Script–

Photo Credit: dlofink via Compfight cc

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Classic Anecdote | Processionary Caterpillars Story

by Jade Handy on August 10, 2016

pine processionary caterpillar story Jean_Henri_Fabre_NadarPine processionary (caterpillars) march together in long sometimes straight sometimes winding procession, though this promenade is always a continuous single-file line. Nose literally touching the rear in front of them, and they don’t break ranks for nothing!

This behavior not only gives the caterpillar its name, but also a deadly characteristic.

Every caterpillar leaves the nest to work in perfect harmony and with unwavering team loyalty in their quest for food…and survival.

Enter Jean Henri Fabrè, a French entomologist and naturalist, In his 1916 book he famously revealed an experiment he ran. Since he knew the caterpillars don’t care who they’re following, he cunningly lead the pine processionary onto the rim of the flowerpot one-by-one head-to-tail until the rim was full of these loyal marching creatures.

He had placed leaves, sticks and other caterpillar food well within their senses and reach.

Round and round they followed each other. The blind leading the blind leading the blind. Day after day after day. Eighty-four hours, 335 full circle round trips. For a week they followed the leader, starving as they were, without a single one breaking ranks and heading for the food that was well within reach within a matter of seconds.

Ironically in their quest for survival, most of the caterpillars died of exhaustion and starvation and most likely dehydration. ∎


–Postscript–

Related: 10 Inch Frying Pan Story

Story inspired by the late Earl Nightingale in the Essence of Success audio set that I own, have listened to dozens of times, and highly recommend. And, this particular segment can be read here.

–Meta Post–

Play Rich Dad Poor Dad Robert Kiyosaki’s Cashflow 101 for this very reason. To break people of the rat race. To teach them in a non-life threatening way that if they don’t see the error of their ways, if they don’t break ranks with the rest of the rat race, they never will.

Google: processionary caterpillar story for other writers’ meanings for this metaphor to be used in public speaking, or coaching, or whatever.

“Fabre conducted a famous study on the processionary pine larvae where a group of them were attached nose-to-tail in a circle with food just outside the circle; they continued marching in the circle for a week; he described the experiment in his 1916 book The Life of the Caterpillar.[8]” – Wikipedia

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