The Shortest Lesson In Sales

Here is the shortest lesson you will ever need in sales:

 

1.) Ask questions

2.) Listen

3.) Repeat steps 1 and 2

By Mike Michalowicz, Author of The Toilet Paper Entrepreneur

Category: Recommendations, Skill Toolbox, The Back Office
Tags: , , , , , .
  • http://startbydoing.com Sean

    Short but profound. I was just thinking about how to best apply this to written copy…

    - Ask questions

    Know your market, know your prospect… Answer the questions and comments as they’re going through your prospect’s mind.

    Each time you make a bold claim there are certain things that will pop into your prospects mind almost instantly…

    Learn what these are through experience, testing, surveys, etc… and answer these questions, comments, and concerns right in your letter.

    - Listen

    This can translate into a few different things but for me it means empathy. Connect with the reader, tap into the conversation that’s already going on inside their head…

    It’s basically, “Hey, I know how you feel buddy”.

  • http://www.atollon.com Jan Safka

    Hi Mike,

    I thought I would send you disagreement notice. But then I asked MYSELF again. And I think I should Ask questions. But not my new clients, more or less myself (based on my own experience) and my existing clients.

    Crazy busy customers will not be willing to listen, once you just Ask questions & listen …

    • http://www.ToiletPaperEntrepreneur.com Mike Michalowicz

      @Jan – well done… well done.

  • http://www.wowtub.com Prashant Misra

    Is that alll ??

    • http://www.ToiletPaperEntrepreneur.com Mike Michalowicz

      @Prashant – Short and sweet baby!

  • http://armandobustour.com Morgan

    Hi Mike!

    Hah! I love it! SO true, too! Though I feel like listening should come first and then ask more in depth questions. Though I suppose questions come before and after listening. I’ll usually say, “How can I help you?” and then just listen until they’re done or have any questions for me.

    Love it!

    • http://www.ToiletPaperEntrepreneur.com Mike Michalowicz

      @Morgan – Yep… lots and lots of questions.