To anyone reading this book who has ever wished more of their ideas would be embraced by those around them, I challenge you:
Use these concepts, wisdom, and practices not just to come up with great ideas, but also to sell them.
Asking better questions is a great place to start. Even before you start thinking of the problem, think about the people you need to sell the solution to. And don't guess what's on their mind—ask them.
As for applying 100 MPH Thinking to selling, when you've worked very hard to conceive and develop an idea, you don't consider only one way to get it across to others, do you? Using the law of large numbers, if you think of just two ways to sell your ideas, you'll be giving yourself twice the chance of finding a successful way to sell. A full 100 percent increase, all for thinking of only one additional way to sell. How about three ideas for a 200 percent increase? Or five ideas? Or 25 ideas? With many sales strategies or tactics, it may not boil down to an either-or situation. If selling the idea one way doesn't work, then you have other plans to fall back on.
As for 180° Thinking, well, you've heard of reverse psychology, haven't you? My wife and I have been selling antiques for years. We learned decades ago that if you don't want to sell it, everyone wants to buy it. We used to hide certain not-for-sale items behind a door in our house, only to find that more than one antiques dealer who called on us would discover it there and try to talk us out of it. After a while, when we really wanted to sell something we'd just "hide it" behind that magic door.
Was this article helpful?