5-Minute Selling

CHAPTER 25EXPAND YOUR PRODUCTS AND SERVICES WITH CUSTOMERS

The did you know (DYK) question is a powerful three-second effort for sales growth.

We assume our customers know everything we do. But they do not know. Even if we tell them, in most cases, they still don't know.

We recently moved homes, and my wife hired a moving company. For the first time in our lives (and we've now moved four different times), instead of doing it ourselves, we had a moving company pack up the house.

A crew of people descended upon the house. In one day, everything in the cabinets, drawers, and closets was carefully wrapped and placed into boxes, which were loaded onto the moving truck.

The next day, they brought all the boxes to the new house and placed them where my wife directed. There were hundreds of boxes all over the house.

Then they left.

That night, our friends came by with a bottle of wine to welcome us. Looking around at the towers of boxes, my friend asked, “Why didn't you have them unpack?”

“Oh, they don't do that,” I answered.

“They do,” he said. “They did it for us.”

I felt physical pain—because unpacking endless boxes is up there with spending lots of time in the dentist's chair for me.

So I tried to protest weakly: “Well, my wife really likes to put things where she wants them to go.”

“They don't put it away, they just unpack the boxes onto counters,” said my friend. “And they make the packing paper and boxes go away.”

If you've moved, you know that simply disposing of the boxes ...