Avinash Kaushik, in his latest blog post, shows you how to zero in on important metrics and get rid of those that waste your time. His “three layers of so-what” test requires that you ask “so what” at least three times, and if you don’t arrive at an actionable answer, to discard that metric.
I’ve found that, like unexamined KPIs (metrics), assumptions prospects have about the importance of something often go unexplored. Neil Rakham’s “Spin Selling” is centered entirely around the concept of bringing these assumptions to light and taking your prospect on a deep dive so they realize, for themselves, the gravity of the situation.
While not necessarily going to the lengths of Spin Selling, a skilled telemarketer can can use techniques such as parroting, paraphrasing, and feeling feedback to help prospects answer their own objection or arrive at desired conclusions.
Much like Avinash’s Three Layers of So-What, the telemarketer prompts prospects to take their thoughts to their logical conclusions- at which point we either eliminate reasons not to take action, or, arrive at a compelling reasons to take action.
Ask me “so what?” and I’ll bean you.
