People will not be open to new ideas if they are perfectly happy with their current situation.  While this should be obvious, many sales people and business people don’t seem to understand this.  They launch off into a “show and tell” presentation about something only to hear the other person say “Sounds good, but right now I’m perfectly happy with what I have or what I’m doing”. They’ve just wasted their time and their prospect’s time and achieved nothing.  Recorded some time ago, this video by Wayne Berry is just as relevant now as when it was recorded.  More importantly, the advice Wayne gives about using DISTURBING QUESTIONS is understood by very few sales people.  When understood and applied the impact on sales or negotiating success can be profound.

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