Why Daddy?

Kids Can Sell

Kids are natural at selling. When a child wants or does not want something to happen they can be formidable opposition that sometimes only gets subdued by threats. If you are a parent or close to parents raising children you know exactly what I’m talking about.

Kids dig in on topics that matter to them. They become highly motivated, extremely focused and ready to give you a run for your money. They don’t take no for an answer and will pepper you with endless questions until you give in or go away.

My daughter Amy was the queen of getting her way. She never stopped asking questions and never gave up. She was a relentless toddler and child. More often than not her first response to anything I asked her to do was “Why Daddy?”

Game On

Here is how a typical exchange would go:

Me: “Amy, please get your pajamas on.”
Amy: “Why Daddy?”
Me: “Because you have to go to bed.”
Amy: “Why Daddy?”
Me: “Because you have to get to sleep.”
Amy: “Why Daddy?”
Me: “Because you have to get up and go to school.”
Amy: “Why Daddy?”

You get my point. No matter what the topic, night or day, if Amy had a vested interest in something, I was immediately engaged, like it or not.

Act Like A Child

This brings me to adults who sell for a living.

I know a lot of salespeople who would do a lot better and make more money if they would ask more questions and not concede to prospects too early in the sales process.

Asking probing questions is a fundamental skill of a consultative salesperson. If you are trying to fill a need, solve a problem or fix something, you have to know what the problem is. You get there by asking questions and listening for answers.

If you have a good solution, present it and are rejected, you can say thanks and leave or you can start asking more questions. Why? Why not? I don’t understand? Can I clarify a point? etc. You owe it to yourself to hang in with your prospect, probe for answers and keep probing until you get what you want or are asked to leave.