February 8th

Everyone is in sales. Everyone is selling, so you may as well acknowledge the inevitable and learn how to effectively present your position or gain the skill to uncover the desires of the person with whom you are currently engaged at whatever level, at that moment. The true warrior knows the big secret – You can’t sell anyone anything! You can only help them buy!

That means the shortest route to a transaction is to discover whether or not you are talking to a buyer. So what are the attributes of a buyer? How can I identify a buyer?

A buyer is someone (or some entity) who likes you or has a relationship with you, has a need, desire, ambition, or current dissatisfaction with the status quo, and has the budget, the decision-making process, and the time to go through it with you. If all this is present, you have the unique opportunity of assisting someone with a buying opportunity. Discovering all of this takes asking questions, as no one shows up (well vary rarely) with these attributes expressed publicly or visibly. When you are relating to someone, you need to ask questions that allow these attributes to be expressed or demonstrated to you. Asking questions is also a great way to know someone well.

Think back to your first girlfriend or boyfriend, or real friend of any sex. What did you do? You asked plenty of questions. What is your favourite colour? What is your favourite band? What is your favourite song? What is your favourite book?

Each of you was relentless. Where were you born? Where did you go to school? You both asked question after question, interspersed with stories and anecdotes to facilitate the conversation and the communication. Guess what? You really do know how to ask questions, so why don’t you practice asking relevant questions and sharing relevant stories and anecdotes? Practice everywhere and anywhere … and with everyone you can. Pay attention. Learn what works, and what doesn’t, and enjoy yourself. If you have any reservations or fear, practice will eliminate that for you … so go out and practice while you’re shopping, practice at work, practice, practice, and more practice.

You don’t have to do any of this, of course; you can maintain your status quo. If your status quo is not meeting your expectations or ambitions … what should you do about it? You are warriors. By realizing that you are always selling, and by asking creative and challenging questions, you will enjoy a positive change in your status quo, and succeed beyond your wildest expectations. So it is written.