In education a well answered question is one that is well referenced with strong proof. Naturally well educated, bright people also seek well referenced answers in a business environment.
Whilst selling, if you were challenged on a point by a well-educated prospect, you would respond by going away and coming back with even more references.
Next time you’re attempting to make a sale, persuade or negotiate with an obviously bright prospect who has thrown up a tough objection (e.g. “You’re very expensive compared with other people we’ve looked at”), try saying this:
“Is that the only thing that is concerning you?”
Naturally they will respond by throwing more objections. They will invariably respond with another reason (e.g. “Well you also can’t deliver on the days we originally wanted”). You persist and say:
“Mmmm… and is there anything else?”
Again they’ll persist and come up with a new objection, (e.g. “Also we really don’t want to take the whole sales force out of the field at once?”)
A pattern is occuring!
Notice what’s happening?
They began with their strongest objection but now each additional objection is successively weaker. And a weak argument always dilutes a strong argument.
Keep going until they say something like “And you haven’t used our font in the sample classroom manuals”
You then say, “Oh I see!!…many apologies if that’s the problem we can easily change it. We’ll get it all sorted out by next Monday.”
You would think they would now revert to their original opening ‘strong’ objection.
Usually they just don’t.
Don’t ask me why.
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