You may have read a previous article I wrote about bringing your “inner child” to work with you. Children just have this great curiosity about what is happening in the world around them and aren’t yet saddled with knowledge of “what they can’t do about it”. Wendy recently shared a story of her son that completely reinforces this observation and is so relevant to what we're doing.
When she went to tuck her son in at bedtime, she found him sitting up in bed with pencil and paper in hand. He says to her,
“Mom, give me a problem. I can find a solution. Any problem. What's not working that we need to solve?”
Her response was something along the lines of “Well, what kind of problem would you be comfortable solving?” To which he replied,
“It doesn’t really matter. If I don’t know the answer right away, I’ll go figure it out.”
How cool is that?! How successful would we all be if we brought that attitude to our sales process?!
He wasn’t limiting his mom to a handful of issues he was already comfortable fixing. No, he had a blank piece of paper, was curious about whatever was his mom’s greatest issue, and was willing to do whatever it took to come up with an answer.
Next time you go to meet with a prospect, instead of taking a list of issues you are already prepared to address, maybe you should take a blank piece of paper, a number 2 pencil, and the curiosity, confidence and determination of a 10 year old boy.
Your prospect would likely be just as surprised and impressed with you as Wendy was with Cedric.