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Written by Administrator
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Monday, 14 July 2008 12:26 |
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Probably the "best" advice I received while pursuing a degree while playing a little
ball in college was "Don't learn to play cards." In that way, you will never become the hounded candidate for a game of whist at the fraternity house and therefore spend a great many hours away from the library and sitting around the old card table. I never did learn to play and yes, I did manage to graduate.
But this game called "Texas Hold Em" always seems to catch my attention while channel surfing and I find myself watching the player's play the game. I also catch myself humming the old Kenny Rogers tune:
"You have to know when to hole em,
Know when to fold em.
You got to know when to walk away.
Know when to run."
But I digress.
In my paper this week there was an article about one of these TV professional players and I found it quite interesting and quite pertinent to what you and I are trying to do. In involved trying to "get into the your competitor's head. Not that it always works or is right, but in the long run, this little skill (at the card table) helps your odds. And after all, it is a game of odds.
It is easy for me to see the analogy. Sales involves "players" and at times, they sit across from each other. Each player has different needs, wants, personalities and agendas. Both want to end the game feeling good. The smart "player" makes a concerted effort to try to understand the other player.
How are they sitting?
Where are their eyes?
What does their body language tell me?
Are they playing it cool or do they sound excited?
Are they hiding their true feelings and couching themselves behind a defensive barrier?
Do they seem to already know the answers to the questions they are asking?
If a couple, who appears to be the decision maker?
Are they asking the right questions? Intelligent questions? Are they listening to your answers?
Are they in a hurry?
My questions can go on but I want to drive home the point that the smart "player" takes the time
to do perform this little dance to try to figure out where the other player is coming from.
Once this is accomplished to some degree of finality, only then can you play your best game.
Important note: It could be sounding like this is a cutthroat game where there needs to be a winner and a loser. This is where the analogy with a card game comes to a screeching halt. In sales, both players win. (Can win and should win.)
My message today is to simply remind you that with a little study and homework, your enjoyment in the field of sales can be doubled, tripled and quadrupled. People are both funny and different. Your job and professional expertise involves working with, through and around this truth. Study observation and focus helps. (Just ask the Big Boys sitting around the card table.
Back off this week and begin studying the people you are speaking with. Then, let me know if this little exercise is worth repeating. I am betting "all in" that it does. MARKET RESEARCH - A Favor To Me!
For those "regulars" who are still reading this far, I have a "favor" to ask. My good friend and fellow professional speaker Nolan Burris and I have put together a "Pilot program" which we are very excited about. It involves building a thriving business and is easy to listen to.
It will soon be known from coast to coast as The Mike & Nolan Show and I am inviting my Monday Morning Readers to a sneak preview. FREE!
In return, I am soliciting your honest and candid feedback. IMPORTANT. HERTZ IS NOT A SPONSOR AND HAS NOT AGREED TO SPONSOR THIS PROGRAM.
I PLACED THEIR LOGO HERE SIMPLY AS A PLACE HOLDER DURING OUR DESIGN STAGE AND I WANTED MY READERS TO HEAR THE PROGRAM BEFORE I HAD TO WAIT THE THREE HOURS FOR NOLAN TO REMOVE THE LOGO.
I AM RESPONSIBLE FOR THIS AND IF NECESSARY, I PUBLICLY APOLOGIZE TO HE HERTZ CORPORATION.
IT WILL BE REMOVED BEFORE I MOVE FORWARD. THIS IS JUST A TEST.
This is a model as of today so everything is not in its final place. Play the audio and then link around a bit before shooting me an email with your thoughts, remarks, ideas and endorsements. Thanks to all of you who take the time to help me out.
www.themikeandnolanshow.com
Mike Marchev
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Last Updated ( Tuesday, 15 July 2008 10:34 )
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