I love these questions because it is really all about them – not you! We all (including me) have a tendency to want to TELL people what we do instead of really listening to what our prospect needs. Our services can’t and won’t fit everyone. Find the connectors and success will follow.

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Carolyn Herfurth Reply:
August 13th, 2010

Hear, hear Buffie! Your free report is on the way.

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These are so helpful. A couple of them could also serve as the basis for a conversation with a prospective client — what person would not want to know that you’re interested in what their pain points and goals are? Thank you.

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Carolyn Herfurth Reply:
September 23rd, 2010

Absolutely, Robbyne!

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I read these and say to myself…is it that simple? Isn’t there something more complicated to ask? And I think that’s why people get so Fu**ed up about sales is they think it has to be some weird crazy thing.

Very insightful. Thanks Carolyn!

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Carolyn Herfurth Reply:
September 23rd, 2010

It IS that simple, Matthew! We just like to find ways to complicate things for some reason. Hmmm…

The report is on its way

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A few years ago I came to better grasp the value and importance of adding value to the lives of others. Your “Know Your Value” Quick Tip #1 offers insightful questions to aid in discovering the needs of others, as well as helping to define THEIR values. Thank you!

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Questions are so powerful in communication & establishing value, aren’t they? Thanks, Pamela!

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Hello, Carolyn. Thank you for reminding us what our true value is worth. I agree that communication is the key to get potential client’s attention and stay long enough to listen and learn. This is so crucial before buying and selling is even on the table. I think this is a learning curve that may never quit go away. Thank you for your time in reading this message. Happy New Year. Rosella Young

AA-1 Designs
Longaberger Consultant

(American Made All in One)

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Carolyn Herfurth Reply:
January 12th, 2011

You put it beautifully, Rosella. Your “10 Things to Never Ever Say in a Sales Call” is on its way!

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I agree with Matthew — we really do make things more complicated. Working with my clients I see that they are afraid of “solutions” because everything seems to complicated and overwhelming, they think the fix will be even more so — and it’s not. Thanks for the clarity, Carolyn

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Carolyn Herfurth Reply:
January 22nd, 2011

Thanks for your comment, Barbara. Well said! Your “10 Things Report” is on its way!

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In a similar approach, What problems do you help people solve?

We often take for granted what we know. Even if it comes easy to us, that doesn’t mean that it does not provide enormous value to those we serve.

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Great questions for a conversation and the answers also write your sales copy! Brilliant!

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Love the thoughts and ideas in this!

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I love how it gives direction when talking with a client or prospective client. Just like 1,2,…6. Thanks Carolyn.

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No matter how many times I’ve heard this, it’s always good to be reminded. Some old programs are harder to erase than others. Thanks for reminding me again! I am getting better and more confident the more I consciously practice shifting my focus to these questions.
By the way I really like the title of the video: “You’re Broke Because You Choke!” It really got my attention.

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What are we doing to make it harder than it really is?
Not focusing on WHAT we need to be focusing on… THE CUSTOMER…
Thanks for reminding us it’s WHAT we prepare and do that makes the difference.
I am printing this list and will review it with every client in every situation.

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Carolyn Herfurth Reply:
July 1st, 2011

What a great idea, Mary. Thanks for sharing!

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I actually find myself slipping into the bad habit of talking way to much and not slowing down to ask these very simple questions….I can sometimes feel like I need to “push” my answers to these questions at them 1st….I need to role play all of these questions and practice being comfortable in the silence (even if it is just 2 seconds) to give someone a chance to answer. And, be prepared with my rebuttal if their answer is not what I expect. I need to practice these and the concept of “les is sometimes more” the next time I open my mouth….or begin to type! (see here I go again – mute me please)

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Carolyn Herfurth Reply:
July 15th, 2011

I can say that you’ve got a great sense of humor going for you. That certainly helps!

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