What Kind Of Questions Would You Ask Ask A Six-Year-Old Three Stages of the Dummy Curve

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Three Stages of the Dummy Curve

In our last blog, we put the “Smoky Bend” in action, showing how being “involved” can help you in the sales process. We showed an example, using a young, inexperienced salesperson named Carlos, who had great results when he didn’t know much about what he was selling, terrible results after training on the products, and then good results when he got back to being. “dummy”. The moral of the story is: Carlos became a better salesman after he reached the final stage, realizing that he could use the imitative approach to his advantage.

Carlos passed through each of the three stages. The first stage was the authentic appearance stage. Carlos was new, and knew nothing about heaters, but his attentiveness and willingness to listen to the prospects’ problems propelled his ability to sell. The second stage was the amateur stage. He went to heating school and came back an expert on many different products and wanted to show everyone his newfound knowledge. Unfortunately that didn’t work too well. After some careful self-analysis, Carlos entered the third stage, which we call the professional stage. It is where Lt. Columbo spends his time solving crimes, and where real sales professionals spend their valuable time.

Remember: In the professional phase, Carlos injected a little Lt. Columbo in his more experienced and skilled approach. He pretended he didn’t know as much as he did. Returning to the imitation stage, only this time, he was intentionally a dummy.

What were those “imitation” things? Acting vulnerable, asking questions, admitting a lack of understanding and asking the prospect for help. We call such things “manipulation.” Each time Carlos played a dummy, he gathered more information, information that led him to the prospects’ problems, concerns, goals and ultimately pains. This is the meat that makes effective sales. What if you did what Charles did and became “involved” again?

WHY IT SOUNDS FANTASY-AND WHY YOU SHOULD NOT BE AFRAID OF IT

When you’re pretending to have a discussion with a prospect, you may find yourself asking questions like, “Can you help me with this? I don’t quite understand what you mean.” Most of the time, the prospect will work out. you could also say “When you talk about this, could you just explain it to me like I was a six-year-old?” Try it out. If you make a habit of asking these kinds of questions, I guarantee that you will begin to gain a much deeper understanding of where the prospect is coming from, and be able to establish trust.

Many sales professionals are afraid to use the Dummy Curve because they think they are “on their game” means having all the answers. In fact, true sales professionals are the ones who are experts in determining how much simulation to do, based on the situation, and which questions they should ask next. The amount of dummying you do should always be determined by the prospect’s behavior. You always want the prospect to be in a slightly better position than what you are presenting as a salesperson. Again, think about what Lt. Columbus. He makes the suspect feel superior to him. You aim to do the same, but luckily, there’s no murder case to solve.

Are you curious? Why would you want to make the other person feel better than you? It is Simple. You will feel good about the empowerment of helping others. In other words, by acting a little more vulnerable than the prospect, you help the prospect feel better about answering questions that uncover their pain.

The degree to which you act vulnerable, the level of ok that you show and act depends on that of the perspective. Saying something like, “Can you help me with that?” you are basically saying “Wow, you’re doing better than me. Can you give me a hand?” Most people will respond positively to this approach. If you still doubt about an honest test, let me ask you this: What happens if you do the opposite? What happens if you perform better than the prospect? I will tell you the same thing that happened to Carlos in the second phase of the Dummy Curve. The prospect will close and close, leaving you without a sale. What kind of geek wants that result?

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