Have you ever though about the 3 leg stool and why this was so common in colonial America? Maybe it is time for a short history lesson that may help you turn your sales around.
The 3 leg stool and table became quite popular in colonial America. Why? Uneven floors.
With the floors of early colonial homes being uneven, the 3 leg stools and tables worked with this obstacle and were actually stronger than the 4 leg stools and tables. These pieces of furniture did not fall over as easily. They had greater stability given the environment. Another added benefit is that they cost less to make.
So what does a 3 leg stool have in common with sales? A lot.
For example, you can use 3 quotes from other notable individuals within your conversations. Any more than 3 is wasteful because your listener begins to think that you do not have an original thought. Any less than 3, your listener may think that you do not know enough.
During your presentation, use only 3 key points to keep the presentation following towards the desired goal to secure commitment. Again, more is wasteful and may confuse the prospect. Less than 3 demonstrates that you have failed to do your homework. If you are using a PowerPoint presentation, then use only 3 points per slide.
Testimonials are another way to use the 3 leg approach. Pepper your marketing materials with just 3 testimonials. Just make sure that these testimonials reflect the surrounding copy and strengthen your goal to increase sales.
You can structure your fact-finding questions in groups of 3. Then you can use a transition question.be it open ended or close ended. to segue between groups of fact-finding questions.
The 3 leg approach works because people have short attention spans. Also, you can reinforce the message with additional words such as first, second, third, final or last.
Remember, this sales coaching tip is to help you achieve the goal to increase sales. Your behaviors in all aspects should be aligned to that sales goal. By adopting this sales coaching tip, you will have a more simple, direct and focused sales methodology that will only enhance your sales skills .
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Leanne Hoagland-Smith, chief customer officer, helps organizations through business training coaching services to return to the purpose of business that being building raving fans while increasing productivity and profitability. With offices in Chicago, Indianapolis and colleagues nationwide, she can help you become the Red Jacket in the Sea of Gray Suits. Call 219.759.5601 to schedule a free business coaching consultation.