I’ve just listened to one of my favourite songs from the ‘80s, ’99 Red Balloons’ by Nena and it reminded me of a presentation I attended some years ago by BNI Executive Director Andrew Hall. If you ever get the chance to hear Andrew talk I highly recommend it as he tells the most amazing stories which are all linked to business success. And it is one of those stories that I want to relay to you now. Although Andrew tells it much better than I will, I think it is so powerful but at the same time so easy to implement.
The story is about selling and comes from the time that Andrew used to sell balloons in Battersea Park.
At the time Andrew had a team of fourteen sellers and what made him unusual was that he trained his team in how to sell a balloon. He didn’t just give each member of the team a bunch of balloons and say ‘go sell’. He did a far better job than that, and this is what he did. It really is what makes the difference between doing an okay job and a brilliant one. And it’s so simple.
It goes something like this. When someone approached the seller, Andrew’s seller would say “Would you like one?”, and that’s where most normal sellers would stop. And in most cases this seller would get a ‘No’ or a shake of the head. But Andrew’s sellers were well trained, and before the person approaching them had time to speak, they added the ‘killer’ line, “Which one would you like?”
They had been presented with a simple choice, would they like the red balloon or the blue balloon? The result? Hundreds of balloons sold.
So, how does this story help you?
The answer is simple. Most people when selling ask the prospect if they would like to buy whatever it is that they are selling. Therefore it is easy for the prospect to say ‘No’. But, if instead, you can provide your prospect with a choice then your conversion will increase.
It can be as simple as asking, “Will you be paying cash or would you like me to invoice you?” Either way they are giving you their order.
If you can find your ‘Which one would you like?’ offering your sales will climb.
And, should you need any help then please do contact me.