“So . . . whaddayado?”
Remember the last time you were asked this question? Did your answer create opportunity or negate it? Every successful salesperson knows the secret to answering the question effectively . . . and now so will you.
Your answer has to accomplish two things: it must capture attention and excite imagination.
And you only have about fifteen seconds to do it!
Do it well and these two elements will become the “open, sesame” to your sales career. Blow it and you go to back of the line to try again.
The phrase, “Open, Sesame,” comes from the adventure tale of Ali Baba and the Forty Thieves.
As the story goes, Ali Baba overheard a group of forty thieves reveal the two magic words, which when used, would allow entrance to their treasure-trove of gold.
The two secret words were, “Open, Sesame.” Once Ali Baba knew the secret, he used it to open the door to the trove and gather the gold for himself.
Similarly, these two elements: capture attention and excite imagination, can become your own, “open, sesame” to magically open the door to sales success.
The reason is this:
When you perfect your own answer to the question, “whaddayado?” – this alone will inspire an infectious pride and confidence in yourself, and it will also attract attention from the prospect and excite their imagination at the possible benefits of doing business with you!
The two factors of “attract attention and excite imagination” are more powerful than otherwise suspected and have not been given the importance they deserve in others writings on this subject. But, now you know the secret . . . the “open, sesame” to creating new opportunity for yourself.
Grasp these concepts and work out their application, and the next time anyone asks, “So . . . whaddaydo?” – you’ll have an answer that will capture and engage their attention, excite and ignite their imagination . . . and you just may have a new hot prospect on your hands.
Now, that’s worth working for isn’t it?
daniel w. jacobs
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