Written by Michael Oliver, Natural Selling Sales Trainer, Best Selling Author, Speaker and Consultant
Here’s an interesting question I get asked at virtually every workshop. I’ve also given you how I usually respond so you can as with your team it it’s appropriate
How would you deal with this situation? Whenever I call people they ALWAYS insist I immediately tell them what the bottom line is.
So here is the dialogue;
Would you give me an example of what they actually ask?
Well, they’ll say: Just tell me what the bottom line is!
And, how often does that happen?
All the time, is the usual reply!
How often is all the time?
A lot
OK out of 100 people, how many ask you?
Well, about about 5!
About 5 out of 100?
Yes!
To which I reply with good humour I’m curious as to why you spend so much time being concerned about the 5%, when 95% of people you call, don’t respond that way?
There is always a look of realization on their face and a knowing nod! Nothing more needs to be said.
The reason I do this is to help the other person put things into perspective. Why it is many people tend to worry about the small things and have them rule their thinking and lives, when everything else is just humming along nicely?
Having said that, I will then coach them. In this case the reply is simple.
When you say bottom line can I ask what you mean by the bottom line?
And you continue asking that question until the other person gives you clarity on what they mean. You then have something to go on.
Because really do you really know what someone means when they ask a question like that? So make sure you understand first before you answer it. Besides, it helps to slow things down so that you can think and be creative.
And by the way thanks to all those who ask me that question. First because they asked it, and second, it gives us an opportunity to learn from it.
