Whose Eggs are They

Bed time was the usual time of 8 o’clock for the kids, though they did not fall asleep quickly.  Tomorrow is Easter Sunday with the traditional Easter egg hunt in the morning before Church.  The parents were ready with eggs filled with candy, dollar bills and small gifts.  They would have to wake up before the kids so they could hide the eggs in the backyard.  All was ready and off to bed the parents went.

The next morning the parents awoke before the children and quietly snuck out to the backyard.  They hid some eggs under the big evergreen tree, a few next to the swing set legs, a couple under the trampoline, one in a tree and some along the fence.  They counted 24 the night before and all were placed for the kids to hunt for and discover.

With the video camera ready, the parents went upstairs to wake the kids.  “Kids, good morning.  Are you ready for the Easter egg hunt?”  They sprung up from their slumber and put on their shoes before their parents handed each of them an empty Easter basket.

Off to the backyard in an even dash all 3 kids were ready to find their treasure.  It was not long before they paused as though they were finished.  The parents asked for an inventory from each child and determined 4 eggs were still outstanding.  “Kids, there are still some more out there.”  “Gabbie, you are getting warm.  Hunter you are getting cold.  Taylor you should be able to smell it from there.”

Finally all 24 eggs were discovered and the children happily traded them so everyone had 8 eggs (keep in mind, I made this story up.  In real life the 2 younger kids would be screaming the oldest found more.  Go with me here, though).

When it was all over, whose eggs are they?  The children’s, right?  Because they found them. Wouldn’t it be easier just the hand each kid a basket with 8 eggs in it when they got up?  Then, whose eggs would they be?  Mommy and Daddy’s eggs.

We need to help our customers find their eggs.  As professional salespeople, we need to guide our prospects to buy for their reasons, not ours.

Value is determined by what they would spend money on to change.  Through specific questions, at the right time and order, you will help your clients make the decision to buy from you.

This same principle is true for training.  I can present knowledge and information in a lecture format, but if the student does not discover how they can use it for a better outcome, the knowledge and information has little value until a future date when they wish they could recall that little nugget they discarded as valueless, but is invaluable now.  The same is true for managing salespeople.

What information do you want your prospects to discover about you and your service?  What reasons do you want them to discover as valuable?  Start with helping them become aware of the consequences if they don’t buy from you now, and they will lead themselves to their own answers and your solutions.

MSI-Logo_square4

 

Comments

  1. Sam Smith says:

    Love it, Scott. Great analogy!

  2. I would recommend just a bit of twist on this analogy to really make it stick.

    I think the comment of “we have to help our customers find their eggs” is just a slight bit off. I think the customer knows where their eggs are most of the time, we as professional sales people have to help them feel comfortable in revealing their eggs (problems) to us! It is human nature to hide or mask any weakness or mistakes. We know where they are most of the time. We don’t need help finding them, we need help in admitting to the problem and in guiding our customers to a better way.

    I also would not start with the consequences for not buying from me. I would start with connecting with the customer so they know and understand that I am competent and that I have character. Once this is established, they will trust me and as we all know, you have nothing without trust.

    My two cents!

Trackbacks

  1. […] week’s post, Whose Eggs are They? (http://mnsales.com/eggs/), generated a common perspective of the interaction between a prospect and salesperson.  Below is […]

Speak Your Mind

*