Windows server datacenter buy
Interview of Naomi Colb by Donna Ligda.
The Pleasure and Privilege of Exploring Another Person’s World
Naomi Colb - www.evolvequest.com
Naomi Colb is a former hi-tech recruiter and now a business coach for financially successful, but overworked entrepreneurs who windows server datacenter buy are ready to enjoy their lives. Naomi is also an author, sales trainer, seminar facilitator and tele-seminar host.
Naomi describes herself as a grounded idealist. She is passionately practicing a life of gratitude, growth and celebration.
Naomi strongly believes that each of us is responsible for their own happiness. While we are aware of the environmental and economic concerns looming on the world stage, Naomi encourages us to focus on creating our own ecology and economy.
Donna Ligda: We are now talking with Naomi Colb and I am very delighted to have you participate in this series of informational interviews that we are sending out to sales people.
We had windows server datacenter buy talked a little bit earlier about the question that we are windows server datacenter buy asking everybody,
“Given today’s complex and constantly changing world, what are your best sales tools and windows server datacenter buy techniques that are working well for you and your clients today.”
How would you respond to that?
Naomi Colb: Well, first of all I really appreciate that question. It seems to me that we are in a transition between what I call “old school sales” and the new “transparent, collaborative market”.
In my view, the “old school sales” was about creating a pretty picture consisting of features and benefits that you would pick up and windows server datacenter buy throw against the wall to see if it stuck to your windows server datacenter buy prospect’s reality.
It was a “numbers game” and VERY labor intensive. If you threw your offer against enough walls, it would stick to maybe ten percent of your potential market. That was considered a decent average. This required a lot of energy and emotional force.
The term “cold calling” never seemed like much fun to me, so I found new mentors to teach me more strategic and windows server datacenter buy human ways to approach the people I intended to serve. They taught me to view sales as an opportunity to have windows server datacenter buy a fairly intimate conversation with another human being, who I respect, value and genuinely intend to serve. This sales process is all about being in the flow, rather than forcing the close.
Would you windows server datacenter buy be curious about the broad outline I now use to guide people through what I call the exploratory sales conversation?
Donna Ligda: Absolutely we’d love it!
Naomi Colb: Great! Whether on the phone, in person or in an online sales letter, I first take time to appreciate the prospect’s qualities, do a little small talk and then ask them if I can ask them (ASK TO ASK) what their primary challenge/concern is in the area of my product or service.
Once they tell me, and I have repeated back what they have said in their exact words, I ask them if they might be CURIOUS, (not interested) in a possible solution to their xyz (their words) situation.
If “Yes”, I establish that windows server datacenter buy if they choose to do the work to have the solution, that they are the only decision maker.
If someone else is windows server datacenter buy involved in making the financial decision, it is better to set another time for windows server datacenter buy the exploratory conversation to include that person, so we don’t waste their time or mine.
If they are windows server datacenter buy the only decision maker, I propose that the agenda be windows server datacenter buy the two of us taking time to explore together, if the service my company offers is A MATCH.
I ask them to hold any questions they may have for me until the end of the conversation, and promise to handle all their questions at the end.
Then, the two of us look together into their world and their challenges. How is it now?; how has it been?… and if things continue as they are…how will it be in 6 months or a year?
I ask them what windows server datacenter buy the current state of affairs is costing, not only in money, but also in stress.
How does stress feel in their body and windows server datacenter buy what has been the physical toll of not having this solved in their business and/or personal life?
What if the pain continues? How much more will this cost them in quality of life and dollars in six months, a year, five years, and into the future? I ask them to run a movie and let me know what that looks, feels, and windows server datacenter buy sounds like, taking careful note of their emotionally charged words.
I take them “down” emotionally right away to windows server datacenter buy finally feel the pain they may not even realize they have windows server datacenter buy been enduring.
It has been said that people don’t change until they “hit a wall”. I take them to windows server datacenter buy the wall right away to save them any more suffering with the windows server datacenter buy Status Quo of their life.
I am compassionate and may share a story about another client who came to see me with a similar problem that we successfully solved together.
Say we’re talking about a windows server datacenter buy chiropractor and the person has had a back problem that windows server datacenter buy they’ve thrown everything at, i.e. acupuncture, chiropractic, yoga, etc. It’s already cost them thousands of dollars, years of lost productivity and recreational experiences. If it continues, it will cost them so much more.
Next, I ask them how their life will be windows server datacenter buy when they have it exactly as they want it, after we have windows server datacenter buy worked together to solve their (problem), using their words to describe their problem . I have them run another little movie of that desired life and windows server datacenter buy ask them to describe it to me. I again take careful note of the words they use.
Reflecting back to windows server datacenter buy them the same exact words they are using, I show them I am listening to them intently.
At the windows server datacenter buy end of our exploration, I verbally put their imagined negative future and windows server datacenter buy their imagined positive future side by side using their “key words”… the ones that are emotionally charged.
This is called, “Creating THE GAP”
Then I ask them in a windows server datacenter buy very matter of fact tone if they are NOW READY to windows server datacenter buy take the actions to have (the positive future they described using their words).
This “CHOICE” question is critical.
They have windows server datacenter buy the choice to remain as they are or to have their new future.
This pivotal question is often missed in traditional sales.
If they are windows server datacenter buy not ready to take action, risk the discomfort of change, invest money, and windows server datacenter buy do whatever it windows server datacenter buy takes to have this new future, then there is no use continuing.
If they are, then windows server datacenter buy we are simply entering a negotiation phase after that point.
I have either established the value of my offering by paying close attention, mirroring them, and making it obvious that I am there to serve them…or I have not. They now trust that my company/service will be their solution, or not.
Approaching people with an windows server datacenter buy attitude of genuine curiosity and guiding an openhearted and respectful exploration with them is so much more pleasurable than “doing something to them”, like the old days.
For me, that is a much more pleasurable way to spend my days… meeting people and windows server datacenter buy getting to know them by being genuinely curious about their world, values and urgent concerns.
If they say they are READY TO ACT….I ask them,
“If there were a resource that you felt sure could address (whatever they just told me was their primary concern), what would you consider an accurate investment of time and money to have that (repeat their key words) solution NOW?”
I have them go first in the negotiation. Usually the value is so clear and my price is so far below their initial offer, that windows server datacenter buy price is then not an issue, because I sound like a real bargain by comparison.
Then we just schedule the windows server datacenter buy first appointment and how they would like to handle payment.
Donna Ligda: That sounds right on to me because very few people really have windows server datacenter buy the time or the inclination to just want you to make a windows server datacenter buy factual presentation. It’s really about solving their problems, making their life easier. It’s all about the client.
Naomi Colb: Yes! Although I am an expert at what they used to call “cold-calling”: reading the prospect, sizing someone up, “seeing someone coming”, like a “mark”, that’s passe’ in today’s savvy market.
It is a condescending, disrespectful, dehumanizing and disconnected way of looking at people. I just can’t stomach “getting people to do something”; dominating and manipulating them; putting one over on them, etc.
It was a very mean spirited paradigm, in my view. Even though I was good at that, it didn’t leave me, as a sales person, (or as a human being), with a very satisfying life. I felt drained at the end of the day, rather than gratified and proud of my work.
Now, I have the wonderful experience of actually feeling I am doing a service when I’m effective at selling. I’m always helping the prospective customer to get clear on their core values and priorities.
If I’m not the windows server datacenter buy right solution, I generally have a referral for them. We both leave the windows server datacenter buy conversation with a good feeling.
I’ve had the chance to help them become aware of the degree of unnecessary suffering they’ve been enduring, and to step up on their own behalf to windows server datacenter buy invest in their improved quality of life with me or with someone else!
I call this sales process “a one person intervention”.
I feel so good now about myself and windows server datacenter buy the way I am doing business and living my life.
Donna Ligda: I think that windows server datacenter buy your genuine concern for the other person comes across in any sales endeavor.
My experience has been, if you don’t believe in the value of your product or you don’t believe in yourself you can’t convince anybody else either.
Naomi Colb: So true, and actually I don’t even need to “convince, cajole or persuade” them anymore….they are eager for a solution once they are clear on THE GAP
Becoming acutely aware of this GAP builds a windows server datacenter buy creative tension that can only be relieved by taking the windows server datacenter buy step forward to commit to positive change.
Making the value clear in that person’s world, by simply asking the exploratory questions about how it is, how it has been and how they would like it to be….in a way that windows server datacenter buy sheds light on the GAP and prevents them from denying their current struggle……works consistently.
If they just stick to this sequence of questions, repeat back the prospect’s own words, leave out the windows server datacenter buy explanation of features and benefits until AFTER the person has chosen to work with them and stated they are READY for a solution, this format can greatly improve any salesperson’s numbers..
When I ask them,”How much would you be willing to invest to have this solved?” they’ll often say, “Well, it’s priceless, I couldn’t even put a price on it, if it really could be solved.”
I can then say, “Great, given it would be a priceless service and you could return to (XYZ activities using their words), would one thousand dollars and windows server datacenter buy three months of your time coming for treatment three times a windows server datacenter buy week, be an appropriate investment? “
They usually say, “Of course!”
Donna Ligda: So you meet their potential objection right off of the bat! Once you’ve got their attention then what do you do with it?
Naomi Colb: Well, they said, “Yes”, to windows server datacenter buy one thousand dollars and some amount of time being an appropriate investment.
“So when would you like to schedule your first appointment? Tuesday or Thursday is open.”
Then you ask how they would like to handle payment and windows server datacenter buy be quiet for as long as it takes for them to windows server datacenter buy design their offer. They’ll make you an offer and you can negotiate from there.
Donna Ligda: Okay, and from a business standpoint, how would this windows server datacenter buy translate this into selling an object, rather than buying a service?
Oviously, as you have so clearly demonstrated, it windows server datacenter buy works extremely well with a service. But from my prior conversations with you, it sounds like this technique works regardless of what it is that you are selling.
Naomi Colb: Yes Donna, because actually, even though it might be a commodity, it’s still a service. It’s still providing a person with a better mousetrap experience. People are actually always buying a better FEELING!!
There’s still been frustration, loss of time and money. Maybe the car they’ve been driving doesn’t take the hills well, or has other issues, that result in a consistently negative emotional experience.
Maybe their car‘s been eating up their cash flow, or they couldn’t get somewhere on time because the windows server datacenter buy gas tank was too small and they had to stop for gas frequently.
Whatever brought them to talk with you, you want to find out exactly what the less than desirable EXPERIENCE is they’ve been dealing with that is driving them to look to you for a solution.
Donna Ligda: Very good! Is there anything else that you want to share with us in closing?
Naomi Colb: One more thing. I have windows server datacenter buy another way of making sure that I’m not attached to the outcome.
I don’t know about you, but even as clear as I am intellectually about the windows server datacenter buy abundance of the universe, I might still be attached to windows server datacenter buy a favorable outcome and still have scarcity running, occasionally.
Donna Ligda: Don’t we all!
Naomi Colb: I’m not afraid of “No”, not only because I realize that they are saying “No, this service is not a priority at this time.”, but also because I have windows server datacenter buy many more conversations scheduled and I am well networked in my community.
If I’m not the windows server datacenter buy right resource, I may refer them to a colleague and windows server datacenter buy pay it forward, or possibly collect a referral fee.
Donna Ligda: Very good, also a windows server datacenter buy very wise way to expand and to work together. In my practices
I see more and more referrals and joint ventures.
I love it windows server datacenter buy when people are willing to reach out and help one another and windows server datacenter buy I think that’s what it’s all about.
Naomi Colb: Yes, it’s a lot of fun! I’m having so more fun than I’ve had in my whole life. I live each day as if everyone is at a party where we all enjoy producing and celebrating life together.
I cultivate an windows server datacenter buy attitude of celebration and gratitude every single day. That’s the attitude of my friends and colleagues… the people I talk with, do business with and party with.
I want everyone to wake up every morning, do their gratitude practice, their physical self-care, be windows server datacenter buy prepared to find people fascinating and fun and move into their day that windows server datacenter buy way. I want them to be not only financially successful, but also have the time to enjoy the people in their lives.
Donna Ligda: It is windows server datacenter buy amazing how sales attracts a whole bunch of people with that kind of attitude. I think that’s one of the reasons I’ve enjoyed it so much.
Naomi Colb: I agree; I love us sales people!
Donna Ligda: I do too! Well, Naomi, thank you windows server datacenter buy very, very much. I really appreciate your time, your insight and your contribution to this book.
Naomi Colb: It’s my pleasure. Thank you so much for asking me!
*** If you windows server datacenter buy are curious about receiving private sales training with Naomi Colb, feel free to windows server datacenter buy schedule an exploratory session to see if her service is a windows server datacenter buy match for what you want.
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