I’m going to give you a tip on how to get people to make a decision and take action.
I define sales simply: all sales is asking for change. Therefore, the biggest barrier to change that we need to confront is the Status Quo effect.
Why do humans have a tendency to remain at status quo? And why does determining your “Burning Platform Best Reason” increase the chance of getting what you’re asking for?
Answer these questions to learn how. Watch…
As part of my work with the Department of Defense, I recently addressed a group of sailors about to embark on deployment to such locations as Iraq, Afghanistan, Djibouti, and Guantanamo Bay.
I admit to feelings of inadequacy when I present to such a group. That’s why I embrace, so ardently, the comments of Sgt. Ryan Pitts, an Army vet who was awarded the Medal of Honor.
Amidst the comments he made during the commencement address he delivered at his Alma Mater earlier this year, Pitts said this about what he had learned about courage and confronting your fears: WATCH.
You don’t learn much by asking questions.
What I mean by that is that the typical “who, what, when, where, why” approach doesn’t gain much in terms of insight. Honestly, when is the last time you actually learned the truth about someone by asking them these types of questions?
The key to discovering someone’s true motivation or character is: the follow-up question. It is politely, but firmly, asking your audience to build on their prior answer… to go deeper and be more authentic in their response.
Watch to learn more…
