Weekly Action Tip

Three of the most important lessons from Ninja Selling are:
- Showing is better than telling.
- Asking is better than telling.
- It matters who says it.
Alongside these is the consistent industry message that you must be able to articulate your value, or you have to have an elevator speech.
Throughout his career as a manager, Peter Parnegg was often asked, “Here’s what my clients are doing, what should I say? He would respond with, “Please come in and ask me what to ask rather than what to say.”
Asking is better than telling, and it matters who says it, are brother and sister. They're linked. Before Peter met Larry Kendall, his version was, “If they say it, they own it, and if I say it, who knows?”
Your Action Tip this week, and forevermore, is any time you find yourself trying to sell, convince, or overcome objections, hear the little voice in your head say, “How could I put this into the form of a question?”
One of the most important messages in it matters who says it is that when you ask a question, and the client answers it, they own it. They have solved their question, and people believe in their own solutions. Going down this road further, have you ever noticed that the 10-step buyer and 16-step seller processes are both a series of questions?
They aren't presentations or articulating a viewpoint. Certainly, we need to do that occasionally, but the key is to do it sparingly. Ninety percent of a Ninja's job is to ask better questions. See if you can shift your thought processes this week, and very soon, we will have an announcement that will help you get even better at asking questions.
Until next Monday…