Written by Sean McPheat |
Sounds like any salespeople in your company? It might even be you!
Do you tend to waffle when answering questions from your prospects?
The thing is, we waste far too much time in explaining what we mean.
What we want are precise and concise communications right?
Of course we do!
Well, here is a useful exercise to use to really focus your key messages to really hit home what you want to say to your prospects and clients.
Here’s what to do:
Take one of the key questions you get asked the most like “Who have you worked with?” or “What makes you different?”
Then, write down an answer to the question using 50 words only.
You MUST use all 50 words up.
Then, analyse what has been written.
Next, answer the same question but this time you can only use 30 words and you must use them all up.
Analyse what you have written and explore the challenges and difficulties that you have had in reducing the number of words.
What did you miss out and why?
Did you end up with something completely different?
Did it make more sense than the 50 word explanation?
After you have completed this task do exactly the same process but this time you have got only 15 words to play with.
Go through the results again but this time compare it to the 50 word answer.
I’ll bet that the 15 word answer better explains in a nut-shell what you wanted to say. Obviously you will need to expand on your answer but this will clarify the main points you need to make.
Until the next time, take care of yourself and happy selling!
Originally published: 14 January, 2008