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Elaine bought a glass based lamp with sea glass in the base and a downhill skier cut out in the lamp shade and sent it to them via UPS for Christmas. Sometimes I think that UPS throws packages that say “fragile” harder than those that don’t and the lamp base broke. Elaine spoke with the owner and found that he had more in stock. So, on Saturday, 1/5/13 Elaine and I drove up to the Whimsy Shop in Kennebunkport to buy a replacement and carry it to Utah.
- What if I hadn’t asked about fishing lamps? Would you, the salesperson have? Would you have gotten Elaine to find the hats and scarves? Would you have increased that sale by 400%?
- Why don’t you have a website? How can people find you and or buy from you if they can’t Google you? (To prove this, please comment with your country, state, province.)
- I Googled The Black Trumpet to get their number and make a reservation.
- I wonder how many BYOB places I missed because they don’t have a website or BYOB mentioned on their website.
I originally published this article on another blog on 8/30/2011. I hope that you like it here.
I was summoned to jury duty on Monday, 3/28/2011. I’ve been called several times, but never put on a jury until that day. At first, I resisted serving, but as the first day progressed, I got into it. It was a medical malpractice case, but more importantly it was two lawyers trying to sell the jury their ‘version of the facts’ as truth.
Now, I grew up watching shows like Perry Mason and the Defenders, maybe because my parents watched them, but when I got to choose, I watched L.A. Law, the Law & Orders, The Practice among others and still watch Harry’s Law, The Good Wife and several shows like The Mentalist, Body of Proof and Castle where the plot’s about figuring out who did it.
My experience in March was nothing like anything that I ever saw on TV. There were no ‘rabbit out of the hat’ surprises. There were no emotional confessions. There were no emotional outbursts whatsoever. It was really quite boring and I was disappointed because I don’t think that I’ve ever seen a bored juror on TV.
Although there were several sales lessons, I’d like to focus on two.
First, the lawyers asked questions and asked questions and asked questions. Some of the questions seemed repetitive, but were asked to see if the witness changed their answer. Some questions were asked against the backdrop of prior answers to prior questions. When the lawyers changed topics, they prepared the witness by saying, let’s explore… and paused to change papers, etc. Then started another drill down. They seldom said anything unless they were introducing evidence and when they wanted to summarize, they asked, so if I understand what you’re saying….. Is that right?
You want to learn how to use questions? Serve on a jury.
As you might expect, the jury was instructed not to discuss the case nor form any opinions until the case was given to us for deliberation and interestingly, that’s the way it happened. The second lesson happened in the deliberation room. Both sides called in experts for testimony for their side. All the exhibits and charts were fact filled and well done. However, several members of the jury thought that an expert that got emotionally involved or defensive about their credentials, position, expert fee, etc. was less credible.
I’ve intentionally left out details and as to whether I was talking about the plaintiff or the defendant because it didn’t matter. Both sides spun the facts and evidence to their benefit which, to me, means that the facts didn’t determine the verdict. The verdict was determined by how much the jury ‘bought’ the lawyers’ and experts’ interpretation of the facts and that the lawyers’ and experts’ presence affected the jury’s view of the facts.
How good are your questions and how good are you at asking them?
How cool and in the moment are you in the heat of a sales call?
- we published 170 Posts (3.27/week)
- Using 62,872 words (369/post)
- 452,354 Visits
- and 536 Comments
- and 854.58 average post views per day.
The 10 most popular posts this year were:
- Should you fire marketing?
- A Sales Lesson from Carly Rae Jepsen (AIDA)
- Numbers, Baseball and My Kind of Selling (2007)
- I Have A Dream…
- Selling for Introverts
- Super Bowl Commercials & Integrated Marketing
- Matt Roberge on Sales Style, Numbers & Focus
- Closing Urgency via Social Security
- Inbound Networking – RainMakerMaker Style
- The #1 Inbound Marketing Mistake
11. First………..What is a RainMaker? (My inaugural post from 3/2006. First time not in the top 10)
- I’ve got almost 1,000 articles. 9 out of the top 10 posts were written in 2012. If my readers think something is remarkable, they share it, but #3 and #11 have something of a long tail.
- #7, #13 and # 18 are articles written by guest authors. Readers like relevant variety. If somebody is reading you, following you, commenting and even pushing back, they may have a following that they can attract to you. (I had a couple of dozen guest articles in 2012.)
- My CTA’s stink. My design stinks. I don’t know how to spell SEO. My blog is only one part of this process. You can’t sell on your blog and you can’t sell if you don’t engage. The only thing that your blog can do is help you appear remarkable enough to engage.