WHAT DOES IT COST ? - THINKING LONGER AND HARDER

(- Copyright 2016 by Mike Stewart -)

If you have the worldview of a typical sales prospect, an animal approaching a watering hole, or someone wanting to update their LinkedIn profile, the question you are always asking, whether consciously or subconsciously, is "What does it cost?.

In the case of the LinkedIn profile, the cost is, as the experts love to say, that the old profile will relay incorrect or incomplete information, resulting in missed opportunities. Time is not usually considered in this cost calculation, but it should be remembered that time spent updating a profile could have been spent doing something else, something that might be even more important.

Thirst will drive the animal to the watering hole. The cost, however, could be high. He could be eaten by a lion. The animal can control the likely cost by being careful when he approaches the water or even choosing a different watering hole.

The sales prospect wants to know the cost of a salesman's product or service. The prospect wants to know the cost so he can say he can't afford it and go on to think about more pleasant things. The salesman's job is to tell the prospect the cost, but first relate the cost of not buying. This can be done much more quickly than most people realize.

Return to INTRODUCTION TO THINKING LONGER AND HARDER. Or, if you liked this, send an email to Mike Stewart. - mike@esearchfor.com

WHAT DOES IT COST ? - THINKING LONGER AND HARDER

 

 
 

(- Copyright 2016 by Mike Stewart -)

If you have the worldview of a typical sales prospect, an animal approaching a watering hole, or someone wanting to update their LinkedIn profile, the question you are always asking, whether consciously or subconsciously, is "What does it cost?.

In the case of the LinkedIn profile, the cost is, as the experts love to say, that the old profile will relay incorrect or incomplete information, resulting in missed opportunities. Time is not usually considered in this cost calculation, but it should be remembered that time spent updating a profile could have been spent doing something else, something that might be even more important.

Thirst will drive the animal to the watering hole. The cost, however, could be high. He could be eaten by a lion. The animal can control the likely cost by being careful when he approaches the water or even choosing a different watering hole.

The sales prospect wants to know the cost of a salesman's product or service. The prospect wants to know the cost so he can say he can't afford it and go on to think about more pleasant things. The salesman's job is to tell the prospect the cost, but first relate the cost of not buying. This can be done much more quickly than most people realize.

Return to INTRODUCTION TO THINKING LONGER AND HARDER. Or, if you liked this, send an email to Mike Stewart. - mike@esearchfor.com