Would you like to share your ideas more effectively?
How would you like to do a better job expressing your feelings?
Do you want deeper, more meaningful relationships?
Would it be a good thing if you could sell more of your products or services?
There is incredible power in that simple, two-word, question. That's what!
Let's step back a few years and I'll explain.
As a newly-hired sales representative, I was tutored by an excellent senior salesman. As I pitched the features and benefits of my products, he pummeled me with the same two words over and over and over again.
Every time I shared a selling point, he would twist his face, cock his head to the side, squint a bit, and ask me, "So what?"
The first few times he asked, I was thrown a little off track. However, I responded each time with a different--make that, deeper--point, to which he would ask again, "So what?"
After several "So whats," my head began to hurt and I started getting frustrated. He would keep asking until I had nothing more to add, and then he would ask again.
My frustration even turned to anger a few times, but knowing that he was a nationally ranked bodybuilder and ultimate fighter, I wisely decided not to pick a fight with him.
I know he sensed my frustration, but he refused to back off, and the "So what?" abuse continued for nearly two weeks.
You know what? I am grateful for his abuse because he used it to force me to get to the core of my message. He made me dig way below the surface and say words that actually mattered.
The benefits of this simple training practice became obvious soon after I began selling in my own territory. Within months I became the number one salesperson in the nation for three of the four major products I represented.
"So what?" you may ask.
So I was able to ensure the availability of life-enhancing and life-saving products to hundreds of patients.
So the patients were able to live longer and enjoy a better quality of life.
So they could spend more time with their loved ones and be more productive in their occupations.
So they could realize more of their hopes and dreams.
We could go on, but you get the point, right?
The beauty is that this is effective for much more than sales situations. Ask yourself "So what?" whenever you are trying to communicate ideas, feelings, principles, features, or benefits.
Force yourself to peel off the layers one by one until you get to the core of your message.
If you do this, you will add super powers to your communications.
Do you want to be a more effective communicator?
Would you like to build deeper relationships?
Do you want to sell more of your products, services, and ideas?
How do you get to the meat of your communications? Click HERE to share join the conversation.