Monday Morning Match is a simple post – maybe a quote, inspirational story or idea – intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.
The clue…”This Canadian born host of Jeopardy! will be celebrating his 79th birthday today, July 22.”
The answer…which must be phrased in the form of a question? “Who is Alex Trebek?”
That’s right. Today marks the 79th birthday of one of the smartest men on television who also works with some of the smartest people on television. Trebek has been hosting Jeopardy! for 35 years and has been a television game show host for more than 50 years. His affable nature with contestants on the show along with his encyclopedic knowledge gleaned from years of absorbing random trivia and random facts have helped make him a welcome guest into our living rooms each weeknight.
Why Jeopardy! Is a Lot Like Sales
The beauty of the game show Jeopardy! is in the rules. Contestants accumulate money by stating the question that answers the clue given by Alex Trebek. The beauty of sales is in the skills. Contestants accumulate money by asking the best questions that solve the problems given by their customers and clients. It’s a fact that the best salespeople are the best question-askers.
The more questions a salesperson asks, the less talking they will do because their customer or client will be responsible to provide answers. The more answers they provide, the more opportunity the salesperson has to listen, learn, and ask more questions. Questions can help a good salesperson understand a clients urgency and motivation – perhaps two of the most important pieces of information to learn in order to best serve a client. How soon do they need something and why do they need it?
I KEEP six honest serving-men
Rudyard Kipling, The Elephant’s Child
(They taught me all I knew);
Their names are What and Why and When
And How and Where and Who.
Put your reporter’s hat on this week and start asking more questions. In-person with your active clients – ask more questions. When you get in front of a For Sale By Owner or guest at your next Open House – ask more questions. On the telephone, sending texts, or using email – find ways to inquire about something. On social media, use more question marks and fewer periods. You might be surprised what you will learn that could just lead to your next opportunity.
The clue – “This is how to be successful every day”
The answer – “What is building relationships, solving problems and having fun?”
“Forest Trees Marked with Question Marks” photo courtesy of Evan Dennis