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FEATURESTORY

Finding The Inner Child

By Tony Rubleski

Jazz great Charles Mingus once said, "Making the simple complex is commonplace; making the complicated simple, awesomely simple, that's creativity."

Grownups complicate everything. Children keep things simple. In this age of advertising overload, where prospects have heard every sales pitch conceivable, your salespeople can make their points — and make more sales — by reverting to their childlike ways.

Children understand three key elements to selling that adults have completely forgotten — or at least abandoned.

1:: They ask a ton of questions.

How many? The average 5-year old asks 200 questions a day. The average 20-year old asks 20 to 30 questions a day. I'd probably be embarrassed to know how many questions the average 40-year-old averages per day.

If you asked your sales reps for the top five questions they ask key prospects, would those questions generate curiosity and "mind capture," or would you walk away with little or no interest in what they're offering?

2:: Kids are creative.

Children can whip out 10, 15, 20 or more reasons why they want you to buy something for them or have you buy from them. My own three children — ages 10, 8 and 5 — battle with my wife and me often when they want something. I'm always amazed at what new scheme or objection-slaying comment their fantastic minds come up with. If you think your sales team is good, sit down for dinner at my house and watch a sales clinic right before your eyes! Sadly, the average adult has no clue how to use creativity to make the case for their ideas, product or service.

3:: They're not afraid of rejection.

They fully expect that they will get what they want, sometimes to the point where they feel entitled. Our risk tolerance diminishes as we age and we become more conservative. While this is OK for certain areas of our lives, it's a dangerous mindset to have when you're livelihood depends on spreading your message to others and building new sales.
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Tony Rubleski is the author of Mind Capture: How To Stand Out In The Age of Advertising Overload. You can find out more at www.mindcapturegroup.com.
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See also in: Jump!  (...five unconventional sales strategies)

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Finding The Inner Child

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