The Most Powerful Word in all of Selling?
How to increase your sales using 1 little word that changes everything…
My Observational Experience…
1) Buyers often take control of the sales conversation to quickly get to what they want in very pragmatic logical terms yes?
2) If the ‘sales person’ just runs with this and starts ‘pitching’ features’ at the buyer they’re both doomed!
3) all things being equal everything comes down to price – our job is to make sure all things aren’t equal!
Ok, here’s a massive clue from Rudyard Kipling…
If you can keep your head when all about you
Are losing theirs and blaming it on you,
If you can trust yourself when all men doubt you,
But make allowance for their doubting too;
If you can wait and not be tired by waiting,
Or being lied about, don’t deal in lies,
Or being hated, don’t give way to hating,
And yet don’t look too good, nor talk too wise:
If you can dream—and not make dreams your master;
If you can think—and not make thoughts your aim;
If you can meet with Triumph and Disaster
And treat those two impostors just the same;
If you can bear to hear the truth you’ve spoken
Twisted by knaves to make a trap for fools,
Or watch the things you gave your life to, broken,
And stoop and build ’em up with worn-out tools:
If you can make one heap of all your winnings
And risk it on one turn of pitch-and-toss,
And lose, and start again at your beginnings
And never breathe a word about your loss;
If you can force your heart and nerve and sinew
To serve your turn long after they are gone,
And so hold on when there is nothing in you
Except the Will which says to them: “Hold on!”
If you can talk with crowds and keep your virtue,
Or walk with Kings—nor lose the common touch,
If neither foes nor loving friends can hurt you,
If all men count with you, but none too much;
If you can fill the unforgiving minute
With sixty seconds’ worth of distance run,
Yours is the Earth and everything that’s in it,
And—which is more—you’ll be a Man, my son!
Yes, you’ve guessed it – the magic word is ‘If’…Rudyard used it 11 times to start sentences here…
1) What’s safer to the mind, making a real decision, or making a hypothetical decision? – exactly, the latter!
2) If – means ‘Let’s pretend’ or ‘supposing’ or ‘Imagine’ – it can be entertained, considered, played with yes ?
3) This takes the buyer from the logical, pragmatic & fixed left brain into the creative, playful, open & flexible right brain!
Examples for when you are selling…
If I asked you to tell me what your perfect world sales team looks like, how it feels compared to now and what that feeling is worth to you, what would be your answer…?
If we were sat here 90 days from now, reviewing the results of choosing to work together on your sales, what would success look like to you…?
If you don’t act, if you wait, if you do nothing, just stay as you are for another 30 days, if you do that, will this problem get better or worse…?
Powerful yes ?
Did You Like This?
Want More Killer Premium Stuff That Will Close Sales For You?
OK – Let’s practice it right now…
Exercise : If you practice this do you think you will sell more or less ?
Write down 3 questions, each starting with the word ‘If’ – that you can ask buyers early on in your sales conversation, to take them from left brain into right brain mode – the buying mode – and that get them thinking about the future consequences of acting versus not acting, versus choosing you over somebody else, versus buying cheap (and buying twice!) or investing in quality and value (and buying once!)…
Action Point : Send iSalesGuru your 3 questions (using the contact form below) & get instant feedback (and some killer new words if you ask for them!) to make them pack even more closing power!
If – we never know what could be in an alternative reality, until we ask!