(aka: hired gun II)
This is the new title and new cover of our previously released book, Hired Gun II!
COMING SOON to an airport book store near you!
(Plus all the online retailers like Amazon, Barnes and Noble, etc. and www.hiredgun.us )
Please forgive my shameless self-promotion above but we’re excited about our re-launch of this book!
If you’re looking for Gonzo Selling! style sales education writing, this is it!
This is my third blog about the art of bending time.
My motivation to write these bogs about bending time began when I saw and heard a surprisingly deep and meaningful line in the movie, Avengers: Endgame.
Tony Stark reminds his father of a meaningful gem that Tony learned from his father in his youth:
He’s right. It’s a cold, sobering fact.
Time cannot be bought with any amount of money.
But it can be rented.
The currency for renting time is, your wits.
wits / (wɪts)
pl / n
– the ability to reason and act, esp quickly
– right mind, sanity
– at one’s wits’ end at a loss to know how to proceed
– five wits (obsolete) the five senses or mental faculties
I was blessed by my mentors teaching me several techniques of, if not buying time, renting it, bending it, during my career in professional selling,
Below is the second of some additional tactics we’re adding to help you rent time when you need to respond to a challenging situation and move back on track.
Remember these eight words:
“Let me see if I understand you correctly.”
Sometimes you’re in a presentation or negotiation and the other party is overwhelming you with so much information, so fast, that it’s hard to keep it all straight.
It might be an emotionally charged setting.
It might be an over-enthused new-hire, rushing in their exhuberance.
It might be a direct challenge issued to you, and before you accept those terms you want to make absolutely certain about all the details involved before you commit to your next move.
I learned this technique from an EMT. When he asks it, it can be a life-saving question.
Asking this question does several things for you:
1) It returns control of the conversation to you. You slammed the ball back across the net and now it’s in their court. It’s their move.
2) You rent some time. You have created new, extended time to think and act while they are listening, thinking of their answer, delivering their answer,
3) It demands a clear picture of the issue at hand. You know exactly what you are dealing with if thi is answered properly,
4) It puts your conversational partner/adversary on the spot. This says basically, put up or shut up. It demands clarification, and in order to clarify, they have to show that they know what they’re talking about. Do they?
This eight word question is one more arrow in your quiver of tactics and techniques to excel ion business.