I was in the airport the other day talking to a Yankees fan, and I asked him if he was a collector, or had ever bought a Steiner item as a gift for someone. He said no on both counts.
So, I asked him: “Why not?”
The man said that he was simply not that into material things, didn’t have a lot of stuff in his house. But when he thought about it, he realized that indeed, he had a few friends who did appreciate memorabilia, and for whom the right Steiner collectible would make a good gift.
Why not? That’s when the real conversation begins. Some people have a good answer, but most don’t; at the very least, the question gets them to think about the issue at hand in a more serious manner than they ever have before. It opens up their mind a bit, and that’s when you can get in there!
Why not? is a great, honest starting point in sales.
(Speaking of which, have you considered purchasing my new book, You Gotta Have Balls? It covers the best lessons I’ve learned about managing business and personal relationships, being a successful entrepreneur, and sticking to your passions when the world is telling you to give up. If any of that interests you, why not give it a chance? You can buy it here.)