You would think that any competition where there is a known prize and the location can be identified ahead of time would be easy, right? (Image: Shutterstock)
Help me out here. I have a "friend" who lives in this very peculiar village filled with practical jokers.This village has ongoing competitions, each with a significant, financially valuable prize that is given to whoever can simply find the prize and free it from its current possessor.
There's a twist, though. A majority of the time, there isn't actually a prize to be had. All the competitor has to do is ask if there is a legitimate prize waiting to be won and they will be given an honest answer. If there isn't, then they can simply move on to the next competition.
Kevin Trokey is founding partner and coach at St. Louis-based Q4intelligence. Recommended For You
Believe it or not, very few competitors ever ask about the prize.
And, when the prize is legitimate, it isn't necessarily hidden. If one of the competitors asks where the prize is located, they must be told. But most competitors get so giddy at the opportunity to compete that they never slow down to ask the location of the prize.
You would think that any competition where there is a known prize and the location can be identified ahead of time would be easy, right? Well, it can be, but most of the time, the competitors make the challenge way more difficult than necessary.
The thing that makes this competition most challenging are the ambushes. Not only do the competitors know the ambushes are going to happen, they actually have a chance to avoid them, or at the very least, prepare.
There are two types of ambushers: trolls and guardsmen. The trolls use riddles to challenge the competitor, while the guardsman usually just stand in intimidating silence. Getting past a troll means having to successfully answer their riddle. Getting past the guardsmen is a bit trickier, as it is up to the competitor to determine how he/she will prove their worthiness.
Now, here's the thing: There are only a handful of riddles that the trolls ask and only a few "worthiness" examples that ever need to be shared with the guardsmen.
Take advantage of the known rules
As a salesperson, this is the game you play every day. Too many of you make the game harder than it needs to be. In sales, there are certain conversations that will repeat in every opportunity. Document those conversations, script out responses and practice them.
Is there a prize? Don't be shy about asking a prospect if there is a legitimate opportunity to win the business away from the incumbent. This may be an awkward question to ask, but if you don't, you really are being played the fool.
Where is the prize located? Establish the target that, when hit, will likely result in you earning the business. This may make you uncomfortable. But, if there is a legitimate opportunity to earn their business, the buyer actually needs your help to validate the end game and give them a basis on which to make their decision.
Objections. These are inevitable and they are predictable. Keep a library of objections, script out your responses, and practice them so they are readily accessible the next time you need them.
Value statement. In order to even have the chance to pursue an opportunity, you have to get a prospect's attention. There are a handful of value statements that you need, but they must make it very clear as to why someone should want to take a meeting with you.
The game of sales is hard enough. Don't make it harder than it needs to be.
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