We're supposed to be intelligent adults that don't just accept everything we read or hear. But too often we fail in our responsibility to question strong claims.
Maybe it has something to do with want we want to hear.
We spend money on weight-loss programs and exercise gear that are touted on infomercials. We buy vitamins, herbal remedies, and elixirs of every kind for our health. We spend money on car care products. We try vacuums and cleaning products that are revolutionary. In short, we try all sorts of products that are proposed remedies or short cuts for some of the day-to-day issues we face.
In a sales situation, if someone says that they want to think about their decision as a way of ending the discussion we know not to leave it at that but to ask "Why?" or "What?" it is that they need to think about.
If they say they have a home to sell, we've heard that so many many times that we know we need to ask "Why?" or "How?" that factors into the equation or "When?" that might happen.
Then we put on our citizen hats and we forget to ask questions.
We are promised lower taxes. Fine. How is that going to happen? When can we expect it? How much is it going to be? How long will it last - is it temporary or long-term? Who exactly is going to benefit? How do you qualify for the savings? Who else has to approve it before it can happen?
It's called a plan, but most of us are only interested in the the idea - the pretty package - and not on the details or what's inside the box.
We are promised more of this or less of that. How exactly is that going to come about. Tell us specifics.
Oh, and the really big one - tell us what happens if you don't or can't keep your promises. What then?
So the ballgame continues. The politicians are threatening to score again.
Time for our defense to tighten up. Ask questions!
Wait a minute - TIME OUT!
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
