How Uncomfortable Is Their Comfort Zone? -- Small Businesses Discussion Forum

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Subject: How Uncomfortable Is Their Comfort Zone?

Author:
Dennis S. Vogel

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Date Posted: 22:15:36 06/09/06 Fri
In reply to: Sims 's message, "Re: Build Multiple Streams Of Success Realistically & With Persuasion Part 5" on 00:11:34 06/09/06 Fri

If they're willing to invest the time & thought, & if you have rapport, ask for details.

Example: What you recognize as optimal may not seem practical to them. They may object, �It�s too hard or impossible.�

Sample Questions -
"When you think of the potential difficulty how would rate it on this 1-10 scale? 1 means you can do it easily. 5 means you know what to do but will have trouble solving the problem. 10 means it seems impossible."

If the answer is 5, ask- "What kind of trouble do you anticipate? Is it something you've successfully overcome before? How long do you think it'd take to solve the problem?"

If the answer is 10, ask- "Do you feel it's possible for anyone to solve it? (Yes) Who would that person be? What do you think that person would do to solve it? What does s/he have that�d make it possible to solve it? What would prevent you from achieving it? What are you missing?"

Helping Is Different Than Doing It All For Them
I know you want to help, but realistically, you need their cooperation. If somebody is unwilling or too overwhelmed to participate in his/her "rescue," you'll need to move on.

You may end up bringing in merchandise, put it in displays, arrange the products plus, remove & replace unsold products (if not sold in a set period). Many vendors do these. But if you were expected to pay somebody to provide customer service all the time the store is open, you�d need a far higher markup. There�d be more insurance & other employment issues decreasing your profit.

There are people who need help & are willing to contribute. If you waste time & energy on those who won't try to help themselves, you won't be able to help those who will work with you.

In pre-flight instructions on airliners, passengers are told, "If you're traveling with a child, place an oxygen mask over your nose & mouth before placing a mask on your child's face."

If I pass out because I can't breathe, then my child & I will both be in danger. So, I'd need to be sure I can breathe, so I can help my child. It�s practical, not selfish. Many things in business are like that.

In The Zone
A comfort zone may not be totally comfortable, but after people achieve or receive something, they don't want to risk losing it. You can get them to take positive action, if you find how they'll lose it anyway & persuasively show them how they'll lose it & how to avoid losing it. People are more concerned about losing what they have than gaining what they could have.

Though a risk could lead to sudden losses, lack of positive action could result in bigger long-term losses. People can choose between a possible loss & potential profit or a definite, gradual loss.

Example- A radio commercial featuring Doctor Drew Pinsky. A guy tried to excuse his problem as a glitch & nothing serious, since it doesn�t happen all the time. Drew asked, ��& this is something you want to live with?�

The guy decided to solve the problem.

Dennis S. Vogel
thrivingbusiness@email.com
You aren�t getting all the sales you could or should get.
This means competitors are getting stronger.
Is this what you want?
http://www.lakefield.net/~thrivingbusiness/
http://www.voy.com/31049/

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