Selling & The Art of The Bonsai Tree

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A Japanese bonsai tree is a true marvel.

It is a tree, to be sure, but it has been cultivated to be a perfect dwarf, a miniature embodiment of the whole of nature.

So, when you perceive it, you don’t see what’s missing. You’re treated to what’s there, which is very little, but still, it’s infinite.

Quite a trick, and that’s what makes it both a tree, and art at the same time.

Selling, that is, thoroughly enjoyable and successful selling; consists of communicative bonsai trees, little gems of give and take.

For example, imagine this scenario.

A customer gives you an objection, but instead of answering it at length, you simply respond with one word: “Really?”

In that second, that miniature of expression, you’d be doing several things:

(1) Expressing curiosity instead of condescension or hostility, which are defensive and alienating replies to objections;

(2) You’d be conveying the idea that the person is off the mark; and

(3) You’d entreat the prospect to elaborate, which might make him aware of his folly and provide you with more information that could assist you in intelligently replying to his concern or mistaken perception.

One tiny word can do all of that?

You might think that's hard to believe, or that one word can't be so all-powerful.

Really?

Best-selling author of 12 books and more than 750 articles, Dr. Gary S. Goodman is considered a foremost expert in telephone effectiveness, customer service, and sales development. A top-rated speaker, seminar leader, and consultant, his clients extend across the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

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