@theandyharrington: It isn't the jug. It isn't the water. Someone had sixty seconds to sell a jug of water, and what he did in that minute beats most sales training. He opened by removing two wrong answers, which creates curiosity. Then he asked questions instead of pitching. How valuable is your time? How long does it take you to walk to the tap and back? Now the case is being built out of the other person's own numbers. When the answer comes from their mouth it's a fact. When it comes from yours it's a claim. Then the reframe. He converted a walk to the tap into money, so by the time price appeared the comparison had changed completely. Curiosity, then questions, then their numbers, then price. Almost everyone runs it backwards. #SalesTraining #Persuasion #Presenting #Communication

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2026-08-12 19:01:29

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