This is in response to a comment I received about the “Smash the God Belief” article I posted a couple of weeks ago.  Thanks for your patience while I got organised to make this post.

I’ll often in a position in my work when people will attempt to waste my time.  They’ll drain my productivity if I let them.  So I use this “sales” policy and approach when dealing with them and also with others who wish to discuss other subjects I’m not interested in.

I question and qualify before I invest my time and efforts in them.

If there’s something positive for me to gain from taking the discussion further, then I’ll proceed by gaining something first before I give anything in return.  This is a method of qualifying them.  It’s not good “debating” technique (ie, answering a question with a question), but it’s a great way to get control of the conversation back.

The reason why is this: If someone’s talking to me, they’ve got the impression I’ve got something they need.  I then know that I’m (or my knowledge) is of value to them and therefore there’s grounds for us to trade.  Otherwise, I’m not interested, and they don’t talk to me.

If they do present themselves with a question, I qualify them by asking them to clarify their question, their wants, their needs and often what specific problem they are trying to solve with their approach.

By doing this I gain the best position to find a solution to their problem/question.  Remember, I’ve already established the fact they [think they] need me for something by the fact that they’re talking to me in the first place.

I make my decision based upon the clarification questions I ask.  If there’s something I can gain from the exchange, then I’ll continue.  If not, then I redirect them, politely, to a more likely solution.  (I’ll sometimes even ask them to provide me with something in return for the recommendation.  ie, referrals, or a small purchase, or a free subscription so I can continue to make them similar offers etc).

The point is, nothing I do I do for free.  Including verbal exchange.  In fact, a verbal exchange with a devout religious fanatic would bring little value to me as I’m not in the business of conversions.

Filed under: Professional Sales Tips

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