Article 6.2.3 Diligence is Wise

Form the habit of organization for a clear mind.

The unwise man sees being diligent as hard work and not worth the effort. The wise man smiles because he knows better.

• The sluggard craves and gets nothing, but the desires of the diligent are fully satisfied. (Proverbs 13:4)
• Diligent hands will rule, but laziness ends in slave labor. (Proverbs 12:24)

Be diligent to acquire organizational skills. The skilled worker is always organized allowing him to accomplish more. Diligent effort is the vehicle to organization. Effort to clean up after yourself and put things in their place. Form the habit of organization for a clear mind. An unorganized person wastes more time than he can afford.

ACTION POINT: Organize your self and your work.

Asking Open Questions

Your questions should not be manipulative, but should be straightforward

You will get better feedback if you ask the right questions. It’s hard to rebound from a blunt “No” so use open-ended questions to elicit responses from the customer that you can work with.

Your questions should not be manipulative, but should be straightforward; slippery sales patter like “Sounds pretty good doesn’t it?” may antagonize the customer, so frame questions in a way that maintains the high level of dialogue that got you to this point.

Examples are:

• “What do you think about our recommendation?”
• “I’ve been talking for a while; now I’d love to hear from you.”
• “I would appreciate some feedback.”
• “So, what are your thoughts?”
• “How does that sound?”
• “Any questions?”

ACTION POINT: Use open, straightforward questions that demonstrate respect to your customer.

Welcoming Objections

With the objection out in the open, you have a chance to work with the customer to resolve it.

When you ask for feedback, the response you get is usually an objection; you should accept now that people almost always object even when they are convinced they want to buy. There are complex reasons for this, and techniques for resolving objections will be explored in the next chapter. But for now, you should welcome the objection. If you had not given an opportunity for the objection to surface, it would have still existed in the customer’s mind, and you would never have closed the deal. With the objection out in the open, you have a chance to work with the customer to resolve it.

You can ask for feedback at any time in your presentation. It’s best to wait until you are finished so you don’t get derailed, but if you suspect that the customer has a strong concern, ask for feedback earlier.

ACTION POINT: Welcome objections as indicators the customer is listening and has legitimate concerns.

Asking for Feedback

if you don’t ask, you don’t learn.

You have delivered your presentation. Your customers nodded enthusiastically throughout, so your recommendations must have been right on track. Or so you think. The only way to be sure and to move to the next stage of the selling process is to ask your client for feedback. It’s time to hear from them.

Even seasoned salespeople will hesitate before asking the customer to respond to their recommendations. A lot of time went into getting to this point and the fear of rejection can be paralyzing. No matter how many times yourself that it’s not you that’s being rejected but your product or idea, it’s hard not to take it personally. But don’t make the mistake of delivering your recommendation and then saying...nothing, and just waiting to her from the customer. If you don’t ask, you don’t learn. Even if the answer may not be what you were hoping for, ask the question and move on.

ACTION POINT: Always ask.

Adding Value

Be humble when you offer the idea and give credit to others whenever you can

The idea you offer up doesn’t have to be related to business and it doesn’t need to be related to business and it doesn’t need to be Earth-shattering; however, it must add value --don’t present an idea just for the sake of doing so. Your customer doesn’t know that you’re about to offer an uncompensated idea, so before starting, get their permission. Let them know you have been thinking about their situation and that you have an idea for them.

Ask if they think it’s appropriate for you to present it. Most customers will be intrigued. Next, express what you think their need is, present the idea, and explain its specific benefits. Be humble when you offer the idea and give credit to others whenever you can; there’s nothing to be gained by trying to make the customer think that you’re smarter than they are.

ACTION POINT: Use courtesy and humility when presenting uncompensated ideas.