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Are you stuck trying to grow a high-performance team for your business so you can focus on your business owner responsibilities? Welcome to the show that helps small business owners hire, grow, and develop a radically-engaged team that will run the business for you, reducing your stress, boosting your profits, and letting you fully enjoy being the business owner. You’ll discover techniques to attract and hire top talent, ways to transform your team into a powerhouse of engagement, and shift from being the hands-on operator to a strategic leader focused on new growth opportunities. With over 18 years of experience, host Rich Allen has guided countless business owners in building strong, profitable teams that drive success and fulfillment. To learn how to take your team from Average to Exceptional, listen to fan-favorite episode # 229. You need to master these 7 Keys to achieve the transformation you’ve been seeking. A podcast that helps business owners master business management, hiring employees, and employee management by refining their hiring process, enhancing leadership skills, and developing high-performance teams, all while addressing employee needs, business growth, organization, strategy, and the stress that comes with building a successful business.
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Friday Jan 25, 2019
Friday Jan 25, 2019
The Art of Digging Deep
What do you think about when I mention the word “selling”? Do you immediately envision a used car salesman, or a pushy phone caller? Or do you think of someone professionally helping you solve your most difficult problem?
How you think about selling and your beliefs about sales have a big impact on whether or not you will be good at the art of selling.
And one thing is certain – you can’t be very helpful in solving someone’s biggest problem is you haven’t asked enough questions to know what their REAL problem is!
Here’s Your Net Worth Tip of the Day
To be great at “selling” you need to master the art of “Digging Deep”.
Most sales people are too quick to dive into their sales pitch without ever really understanding the problem or issue their prospect needs to solve. And how can you know what their problem or issue is without ASKING QUESTIONS?
If you want to see “digging deep” in action, watch the newly released movie “MINE”. It’s a story about a US soldier stuck with one foot on a land mine for over 50 hours. But during his ordeal, a local Bedouin approaches him and in one scene asks him the same question 5 or 6 times – “WHY…”
The next time you have an initial meeting with a prospective customer, act like the Bedouin in the movie MINE – ask the same question at least 4 or 5 times – “WHY…”
Don’t move on to your “pitch” until your prospect has uncovered at least 4 or 5 layers of reasons “why”. At that point, you may know their REAL issue or problem – only then you will be in a position to help them with your product or service.
If you don’t have 4 or 5 “why” questions ready to ask, you’re not ready to master the art of selling!
To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!
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