On my Facebook page, I posted remembering — nearly 30 years ago, in one of my first sales jobs — returning to the office disgusted that a prospect just didn’t “get it.” He said “no” despite the fact that the product would have helped him immeasurably.
I was disgusted at my prospect for not understanding. 🙂 An executive at the company took me aside and said, “Burg, always remember…
‘When the shooter misses the target, it ain’t the target’s fault.’”
I took this to mean that it was MY responsibility to communicate (both through speaking and, more importantly, via asking questions and listening) the benefits correctly, not the prospect’s responsibility to hear it correctly. That piece of unsolicited — but very appreciated — advice made a huge difference in my sales career, as well as in my personal life.
Have you had a similar experience where one suggestion made such a huge difference?
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That is SO true Bob!
It can be a tough one to swollow – but never the less very true. Listen with your heart right, to be able to offer something of value to the target 🙂 That might not seamingly give you anything right now – but the target will never forget you for caring and understanding.
Hi Lene: If it’s going to happen, it’s going to be because you DID offer something of value that connected with THEIR need, want or desire.
Bob, you are on target as always. That’s not just a law of sales – it’s a law of the universe!
Joe: Thank you. Very appreciated! (Great to hear from you; been a long time, my friend. Hope all is well. Regards to Sally.)
What a profound lesson for a young salesman to learn!
I believe it’s a universal lesson. Last night at a workshop for educators, we were talking about the ways in which our brain “protects” us from new information. It is the job of the presenter/salesperson to make the information relevant, significant, and of such great value that the listener shifts from what is to what could be. When we engage the listener in the possibilities and paint a clear picture of how taking action can create more of what they truly want, we help release within them the energy, drive, and creativity needed to choose a new path.
Like the piece of advice you’ve been testing and applying for 30 years, I received some guidance a couple decades ago that I’ve carried with me. My mentor teaching me as a young lawyer that the quality of our life is determined by the extent to which we serve others…was a game changer.
Dr. Mollie: Wow – thank you. I love what you wrote about how it all starts with the ways in which our brain “protects” us from new information. How key to understand!! Then, the rest of what you wrote was a perfect follow-up to that. Thank you for bringing us wisdom from the viewpoint of a psychologist. That is very vital information, indeed!
{Note: Dr. Mollie Marti is both a psychologist and a lawyer, and author of (in my not-always-so-humble-opinion) one of the best books ever written, “Walking With Justice.” You can check it out at http://amzn.to/ST74Lp}
As a matter of fact, I have had a similar experience, where one suggestion made a HUGE difference~ it was was you told me about that executive telling you “If you miss the target, it’s not the target’s fault.” A powerful bit of wisdom. Thank you, Bob~then and now 🙂
Thanks so much, Bob. Perfect message! Always great to be reminded that we play a huge role in the process. Helping our customers see the value is a critical piece of the puzzle. Be well, my friend. And keep the sage advice coming! ~Peg
Peg: Very kind of you to say, my friend. Thank you for your encouraging feedback!
Not sure if this is proper blog etiquette…but want to drop by again and THANK YOU for your support. I was off writing my weekly Musings (including a link to this post) – and then came back to your sharing of my book with your readers. Guess we both get a chance to work on that giving and receiving thing today (Law #5)! 🙂
The Foreword you wrote for “Walking with Justice” allowed me to see the possibility of my mentor becoming a real mentor to others. Such a gift — and you’ve continued to support me and this message with amazing generosity. Thank you!!!
Linda: Thank you. You didn’t know that all my “wisdom” comes from others, did you? 😉
True Bob! Thank’s 🙂 Giving something of value is always the way you handle the communication – how you make them feel. Duplication is very important. And duplication only takes place when you are interested – not interesting. This piece of information has made a HUGE difference for me. And your Go-Giver theory completely fits in with what I’ve learned and observed, and IS the way of Life at it’s best 🙂
Lots of love from Denmark.
Lene: Aww, thank you, Lene. And, that’s just ONE reason you continue to be my favorite “Danish Pastry!” 🙂 🙂
Yes sir-ie Bob! When at your Endless Referrals training, you suggested that I focus on what I have of value, to offer my client. I searched, I believed (with your re-enforcement) and my life has not been the same since. Actually the service I provide, even got better! I am still learning to communicate that value.
Further more, I learned the lesson about communication being “the shooters’ responsibility from you too.That’s helped me more in my personal life than anywhere. 🙂
Dr. Mollie: Perfect blog etiquette. (or, would that be “bletiquette”?) 🙂
Amy: Thank you. Your story is still one of my all-time favorites, my friend…and so are you!
Bob, this lesson transcends sales as mentioned by others. It’s true in basically everything we apply ourselves. In website design, SEO, social media marketing, etc. you get response on the quality, timeliness and usefulness of what you offer.
Debra: Thank you. Isn’t it so true that Universal Laws transcend any one individual area. Typically, if it works in one area, it can be applied to all. Thank you, Debra!
Thanks for sharing Bob. Effective communication is at the heart of success in any profession. One advice that I have received from one of my mentors and that keeps making a difference in my career and personal life is: “It’s a Marathon—Not a Sprint”. It helps me remain focused on the long term goals and avoid burnout in the rush to get the short term goals achieved.
Omar: Thank you for sharing that wise advice from one of your mentors. That is very important, indeed! Appreciate ya’!