Oliver's Twist - Oct 2, 2008
A Pair Of Shoes and Your Solutions! What’s The Connection?
No sooner had I picked up and started looking at a pair of shoes in a shop at Denver Airport last week, when a loud voice from the sales lady came from across the store, “Those are really comfortable shoes!”
Hmmm? Was she talking about her experience with the shoes or mine? If it was about mine, I’ve never put them on nor talked with her before, so how would she know? (My defenses against being ‘sold’ starting rising!)
If it was about her experience, why would I care? What she said next demonstrated it was about her, because her patter was to continue to tell/sell me something. When that happens, I only listen about 10% and my defenses become almost insurmountable!
Do you or your team do the same thing as this saleslady?
Click here to read the rest of the article...
No sooner had I picked up and started looking at a pair of shoes in a shop at Denver Airport last week, when a loud voice from the sales lady came from across the store, “Those are really comfortable shoes!”
Hmmm? Was she talking about her experience with the shoes or mine? If it was about mine, I’ve never put them on nor talked with her before, so how would she know? (My defenses against being ‘sold’ starting rising!)
If it was about her experience, why would I care? What she said next demonstrated it was about her, because her patter was to continue to tell/sell me something. When that happens, I only listen about 10% and my defenses become almost insurmountable!
Do you or your team do the same thing as this saleslady?
Click here to read the rest of the article...
posted by Michael Oliver at 9:39 AM
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