"What If" Questions Help You Build Business... Now!
The idea is to come back with a proposal outlining your strategy including the budget, a cost justification and an ROI (return on investment) analysis.
The beauty of the "what if" line of questioning is that it gives you the opportunity to truly come back with a creative "solution" which is worth a whole lot more to the client than a promotional item.
Thus, using this strategy, you will write more $10,000 - $20,000 orders as opposed to $1,000 - $2,000 orders.
All you have left is the fun part of our business. You go back to your office, and brainstorm your best solutions to solve the "what if" challenge you have created.
Anytime you have an opportunity to ask a "what if" question in anything you do, it instantly gets the creative juices following. Good luck!
Best of Success!
Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency.