Would Anyone Like To Be “Closed”?
A couple of months ago, I wrote a Linked-In article about asking questions. I wrote it in response to another article that claimed "closing skills" were most important to sales success. I feel that very few people want to be "closed" but lots of people want to be able to do what they do . . . . better.
I am writing a book titled "Asking" which includes the idea that if we can find out what people do to succeed, how they do that, why that works for them, who they succeed with and when and where, we can figure out how the product or service we offer will help them to do whatever it is they do . . . better. If we can do that, we won't have to "close" them . . . they will buy.
When I posted my article, I was surprised that the majority of the positive responses I got were from fellow Toastmasters who felt it applied to our program.
The question I love to ask potential Toastmasters is, "What would you like to get out of Toastmasters in the coming year?"
Now I am starting to think much more in depth. I want to ask:
What do you do (day to day)?
How do you do that?
Why does that work for you?
Who do you typically deal with?
When and Where do you work with these people?
People love to talk about themselves and if we truly give them a chance to talk and if we are willing to listen carefully, we will learn that there are numerous reasons for them to join Toastmasters. Then all there is to do is help them to understand how the Toastmaster program helps them achieve the things that are important to them. If we can do that, we won't have to persuade them to join, we will have to beat them off with a stick. Ask questions of your friends and acquaintances. It is the most powerful tool you have in your toolbox to get them to understand what the Toastmasters program has to offer them. No one wants to be "closed" but many people want to know how they can get better results. Get your friends and acquaintances better results today!
Bud Brown DTM