Mr. Big said, "Sell me!" And then he sold himself

PEAK YOUR PROFITS

Some time ago, I met with the head part- ner (We'll call him Mr. Big.) of a large and well- recognized financial organization. The pur- pose of our meeting was to discuss a series of seminars in an ongoing learning system for his professional staff. We had never met, and he was the final decision maker.

My proposal or action plan had already been approved by the firm's marketing director, assistant director of human resources and director of human resources. They all told me they were confident that it would get Mr. Big's approval as well.

When I entered Mr. Big's office (about the size of Texas), the marketing director and assistant director of human resources rose to greet me and introduce me to Mr. Big. I extended my hand to Mr. Big, and as we shook hands, he stared straight at me and without acknowledging my greeting tersely stated, "Sell me!"

Was this a request? No way. It was a challenge!

Although I was tempted to tell him how productive and profitable I'd make his team, I didn't. I knew that would be a crucial mistake, violating my own principles of being an effective power prober. Instead, I looked directly back at him and said, "To help you maximize results, do you mind if I ask you a few questions?"

He said, "No, fire away!"

I then asked: "What do you like about the action plan? How does it help you achieve your objectives? What would you add or delete from the learning system? What do you want your people to leave with? How soon do you want your people to benefit from these new skills to produce enhanced results? (This is obviously a much better question than simply asking, "When should we schedule the first program?".)

As he responded to these and other questions, I wrote like a madman. The entire meeting lasted about 50 minutes. Of those 50 minutes, I spoke for maybe eight to 10. The rest of the time, I asked questions and simply listened.

At the 50th minute, Mr. Big gazed over his glasses and delivered his royal decree, "All right, Blackman, I'm confident. I'm convinced. Let's do it!"

I thanked him for his time, cooperation and, most important, his valuable input. I didn't talk him into buying. I listened him into investing.

Despite his request or challenge of "Sell me!" I didn't sell him. He sold himself!

Werner Heisenberg, a Nobel prizewinning physicist once stated, "Nature does not reveal its secrets; it only responds to our method of questioning." Therefore, let nature take its course.

Use questions! Questions reveal needs. Needs lead to solutions. Solutions create sales.

Let me repeat that:

Questions reveal needs.

Needs lead to solutions.

And solutions create sales.

Sales that help you and others attain a more favorable future. And that's important to you, isn't it?

[Sidebar]

The entire meeting lasted about 50 minutes. Of those 50 minutes, I spoke for maybe eight to 10. The rest of the time, I asked questions and simply listened. At the 50th minute, Mr. Big gazed over his glasses and delivered his royal decree, "All right, Blackman, I'm confident. I'm convinced. Let's do it!"

[Author Affiliation]

Jeff Blackman is an Illinois-based speaker, author, success coach, broadcaster and lawyer. E-mail Jeff at jb@jeffblackman.com or visit his Web site, www.jeff blackman.com.