Everyone will say they want
to get rid of their problems - yet most go on to spend more time perfecting
them!
Whether it be a lost order,
a sizeable customer complaint, new industry regulations pending, a personality
clash, many seem unable or unwilling to move away from what is causing them
angst.
They think that the way to
solve a problem is to think more about it! Round and round they go. Perfecting
their problem. Nurturing it. Feeding it. Watering it. Wow - how did it get this
big?
If this rings any bells,
then take note - there's a simple yet brilliant technique below to help you
solve your sales and business problems quickly and effectively.
Let me
demonstrate...
Think of a problem you have
in the workplace. For this example choose a small problem, that's maybe been
niggling away for a while (you can easily solve your big stuff later once
you're familiar with the technique!)
Find yourself somewhere
where you won't be disturbed for a few minutes.
Firstly, let's explore your
problem. Ask yourself the following questions. Answer them in your head. Give
yourself just a few seconds (7 - 10 seconds) on each question - your answers
should be a gut reaction. Be honest with your answers too. If it helps, have
someone read the questions to you.
Exercise -
stage 1
Here are the questions
1.What is your problem?
2.Why is it a problem?
3.Why do you have this
problem?
4.What caused it?
5.What are your limitations
in solving it?
6.Who's to blame?
7.Why haven't you solved it
yet?
When you've answered these
seven questions ensure you have a quick change of scenery for a few seconds
before the second stage of the exercise. Walk around the room, jump up and
down, talk for a few seconds about something completely different, whatever you
need to do to wipe the previous answers away.
Exercise -
Stage 2
Now stage 2. Using the same
problem, answer the second set of questions below. Again, answer them in your
head and allocate about 7 - 10 seconds each. Honesty and gut reactions again
too please.
Here we go...
1.What do you want?
2.How do you want it to be?
3.What do you need to get
it?
4.What resources do you
already have that will help you get this outcome?
5.Where are you with
regards to achieving it?
6.What's the next step you
can take towards getting your outcome?
7.When will you take this
step?
Your thoughts?
Notice how you felt at the
end of the first set of questions - and at the end of the second set. I'd wager
a bet that after the initial set of questions you remained deeply entrenched in
the problem, feeling pretty depressed about the whole thing - and crucially
were no nearer to a solution. I'd also predict that after the second set of
questions you were feeling much more positive about the situation and had some
good ideas already about how to solve your problem.
So...thinking back to the
problems you have...where have you been shining your torch?
On the problems? Or the
solutions? From now on you know which set of questions from above you need to
use to get you the solutions you seek and get you on your way to your
It's all about the
psychology.
Until next time.
Leigh
PS; If you haven't already,
check out our 4 X DVD Programme "The Essential
Sales System for Small Business"
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