Inertia

Most of us are familiar with Newton’s first law of motion:  "Bodies in motion tend to stay in motion and bodies at rest tend to stay at rest."  I was reminded of it over the weekend as I attended a sales presentation for a group of prospects.  The presenter used a PowerPoint presentation for the bulk of his talk, but before he showed the first slide, he asked the group a series of questions. 

  • "Do you like to travel?"  (We were in a tourist area.)
  • "Do you like to save money?"
  • "Wouldn’t you love to go to Hawaii?"

And so on, with every question getting an obvious "yes" answer from everybody in the room.  There were so many heads bobbing up and down, it looked like Bobble Head night at the ball park in a brisk wind.  If he had asked "Wouldn’t you like a punch in the nose?", at least half the people in the room would have nodded and said "yes".  Newton’s law was in full effect.

Of course, this is "Selling 101".  We all know the power of asking minor questions to get the prospect in  the habit of saying "yes", but are we using it to its best advantage?  Do your people use this technique?  If not, why not get them in the habit?

Get everyone together, bring in some refreshments, and hold a brainstorming session.  They’ll be more likely to use questions that they thought up themselves.  Use a white board, or some of those big sheets of paper that stick to the wall, and go to town.  Have some fun.  Make an "official" list, encourage everyone to use it, and watch your sales increase.

You’d like that, wouldn’t you?

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2 Responses

  1. Great tip! Finding different ways to implement new strategies is always key in staying fresh in the business. I actually work with Microsoft, and right now I’m really excited to spread the word about the “Vision to Venture” tour they’re having between April and May, which will consist of five live events. Featured speaker, John Jantsch is a marketing and digital technology coach, award-winning social media publisher, and author of Duct Tape Marketing: The World’s Most Practical Small Business Marketing Guide, as well as many other speakers offering industry tips. The tour is fully geared towards entrepreneurs and business owners/ deveoplers .You can see more and register at http://smallbusiness.officelive.com/v2v/ so let me know what you think! And if you have any questions, I’d be more than happy to answer them !

  2. Tanya,

    Thanks for the information. I’m sorry I missed the session in St. Louis but I’ve signed up for the online version. I’m not familiar with the other speakers, but I do know John and have his book on my desk.

    We’re always happy to pass along information about worthwhile small business resources.

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