Avoid asking yourself “Why?” questions, as the answers can be hyper critical and unproductive. “What” And “How” tend to give more empowering and solution orientated answers.
Compare these examples:
Q: Why are my sales so bad?
A: Because I’m useless. Because of the economy/the weather/God is punishing me. Because people couldn’t spot a good deal if they tripped over it.
Vs
Q: What can I do differently to improve my sales? Or: How can I share the benefits of my Widget more effectively?
A: I can ensure I’m in a positive mindset, smile more and focus on listening to my customers’ needs then I can match my product to their needs, rather than just ‘selling’. I can change the display so people can touch and try before they buy. I can talk about all the wonderful results from using it (benefits), rather than talk about the buttons and battery life (features).
Leave a Reply