Greetings!
Ever try to engage someone who is about as talkative as a stump?
How about some surefire ways to get them started? Read on…
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You are in a prospect's office, trying to understand the important business issues and challenges so you can qualify the opportunity and start the process to provide a game-changing solution. The person, while respectful, has their arms folded across their chest and are giving you nothing. "Yup", "nope", "don't know", etc.
Often when this happens, it's the salesperson's fault for blabbing too much. This time, however, you are being courteous and professional. Nothing works. Your attempt at humor falls flat. Your reference to a mutual friend gets no reaction, Your mention of college, sports team, hobby or charitable cause draws no response. What can you do?
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Software developer Ward Cunningham noticed that erroneous comments got a lot more attention and response on the internet than factually correct ones. This has been termed "Cunningham's Law", and it not only contradicts prevailing sales orthodoxy, it reveals a deeper truth,
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While conventional wisdom states we should find common ground and mutual interests, sometimes going the opposite way acts as a "pattern interrupt", and unblocks the logjam in conversation. You can state something that's probably false, like "it looks like you are not interested in aggressive growth at this time", or "so you've got every possible security vulnerability nailed down".
"People do not like telling you things.
They like to contradict you"
Sherlock Holmes
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Lean Forward - Lean Back
Oftentimes alternating your approach can draw out a non-committal person. Leaning forward means you are recommending a next step, asking the other person to take action. As we all know, this can create tension. When this happens, you can then "Play the Devil's Advocate", and state why the person might NOT want to go forward. Here is an illustration of how a "Lean Forward - Lean Back" sequence might work:
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Labels
Former FBI Hostage Negotiator Chris Voss recommends forgoing questions when dealing with a non-communicative person. He prefers "labels", which are statements that define the person or situation. Below are some of the labels he uses. Each of these is designed to provoke a response. |
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"Asking Labels"
- "It seems like you don't like ....
- "There seems to be a pattern emerging here..."
- "It sounds like this is important to you...
The magic of these labels is twofold. First, by pausing at the end, it virtually forces the other person to respond, and not in a "yes-no" way. Second, by using a touch of contrarian positioning, it triggers a reaction in the other person to "set the record straight".
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Mis-Label
The mis-label starts by stating what you are not saying. "I'm not saying X, I'm saying Y". Of course, this immediately triggers the association to what you are NOT saying, much as saying "Don't think about a pink elephant" Now, everyone in room is thinking about a pink elephant.
- I'm not saying your network will be in immediate danger by not embracing this solution, I am saying....
- I'm not saying your system is so old, it will totally crash in the next week....
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Being a Contrarian
A bit of edginess has its charms in the sales and business world. Books like " The Challenger Sale" and "The Art of Contrary Thinking" preach the benefits of respectful, professional, disagreement. Like salt, a bit is healthy. Too much or too little is deadly.
I like a quote attributed to Ross Perot:
- I wanted to be the pearl, and realized I could never be the pearl
- Then I wanted to be the oyster that produced the pearl. Then I saw I could never to that either.
- So I decided I to be the grain of sand that irritates the oyster to produce the pearl"
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Mike Schmidtmann coaches business owners and sales leaders across the USA. He works to drive results in sales recruiting, new business development, and profitability.
Mike led sales for Inacom Communications for ten years. then founded and built a $30 Million business unit for SPS.
Mike produces the award-winning Trans4mers webinar series on IT sales and management subjects. He is a frequent public speaker on business topics.
He lives on a farm in Northern Virginia with his family and assorted horses, alpacas, goats and dogs.
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What? - So What? - Now What?
What are the newest changes and innovations in the marketplace, and how can we exploit them?
Special Guest SME:
Bill Cates, "The Referral King"
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"10 Ways to Grow 10% - "The Revenue Engine of the Future". What are the new ways to get more from sales & marketing? |
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Master Classes:
- Turning Time into Money with ROI
- Strategic Executive Coaching
- E-Mail Practices that Drive Results
- Recruiting & Retaining New Talent
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Want an Invitation to Sales Leadership Master Classes? |
Join our Merry Band of Sales Leaders as we solve the problems of the IT Sales World. Check out our meeting as a guest. |
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Meet the Rainmakers
Cloud Conventions Webcast featuring Channel Superstars Frank Lusko, Michelle Hyde, and Dave Dyson. What practices cause them to produce as in the top 1% of all Channel Pros and MSPs?
Hosted by Mike Schmidtmann
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Sunny's Silver Linings Podcast
In this week’s podcast, Mike Schmidtmann, founder of Trans4mers, talks with Sunny Kaila, CEO, IT By Design, about how an owner can be an MSP’s biggest asset and also it’s biggest obstacle when it comes to growing an MSP business to the next level.
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Play "Stump the Chump"
E-Mail Mike with a vexing and perplexing question and you'll get a telling and compelling reply.
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Mike Schmidtmann
(703) 408 - 9103
Mike@Trans4mers.net
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