Wait, did you just make me think?


I really do hate thinking.

I watch Netflix so I don't have to think.

I eat at restaurants so I don't have to think.

I buy my groceries off of end caps so I don't have to think and when I buy a new computer, I just buy the most powerful one they have so I don't have to think.

I spend my entire day thinking of ways to help other people automate and grow their businesses bigger and faster so when I'm finally "off the clock", I don't want to think.

So why do bad sales people always force me to think?

Netflix remembers what I like and tells me what to watch next... so why does the waitress tell me "everything is good" instead of pointing me towards the chef's signature dish?

The grocery stores put all the very best food on the end cap and make it easy for me to "grab and go"... so why does the Best Buy employee always try to save me from myself and down sell me into the MacBook Pro that's "almost as fast" and a little cheaper?

Now I have to think and make decisions... and did I mention I hate thinking?

Thinking causes confusion, confusion creates friction, and friction "burns" the salesman when the prospect leaves to "think about it".

So here's a simple tip for everyone that needs to make a living selling "stuff".

When you're setting up an appointment, always suggest 2 days and then 2 times.

For example, ask the prospect if he would like to meet with you "Wednesday or Thursday". And after they choose the day, then give them 2 specific times to choose from i.e. "would 9:00 or 1:00 be better for you?"

Or you can combine these options and offer "Wednesday at 9:00 or Thursday at 1:00" to shorten the process.

By offering the prospect these 2 specific options, you've just made it easer for them to accept the appointment because they didn't have to think. You've made it easy for them by reducing their decision making workload to 2 options while still allowing them to be "the decider".

If neither of these options work for them, they'll tell you, and then they'll usually offer a 3rd option that does work for them. Or you can simply offer 2 more options if they're not in the offering mood.

Successful sales is all about making it easier to do business with you than the other guy so make each step of the sales process as easy and "think free" as possible.

This is a simple technique but you'll find more success when you add it into your appointment setting repertoire.

After all, I'm not the only one that hates to think and we have an army of elected officials to prove it.

Source: Gary Jezorski
Location: Mundelein, IL, USA

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