Quote:
Originally Posted by GordonJ
Who built all of your Windmills, frustrated Don Quioxte?
Who put you on your treadmills, delegated you a toady?
Who keeps you from doing something new?
Who has you locked up in your cell? Who has sentenced you a living hell?
Who does your thinking day by day? Who tells you what you must say?
Who is the director whom gives your cue?
Who claims you are just one of many? Who says you're worth just a penny?
Exactly who,
makes you...
YOU?
Gordon Jay Alexander
Copyright 2017
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That was great! I really enjoyed reading that. It's Marcus, I sent you an email recently.
It reminds me of the SQ1 Lesson 1 that I just read (and will copy out) from your reply on the post of your other recent poem. Specifically, how we either surrender choices or make them for ourselves, however: even in the case of surrendered choices, we have still made the choice to surrender our choice.
And that idea ties in directly with an idea I've been playing with recently about the terms "takeaway selling" and "control" and how I had decided to articulate it in a new way, which is "leadership".
Because "control" makes you apt to feel negative about it, whereas leadership rightfully communicates that you are doing something good in the situation. In selling, you are leading them to the right solution.
And sales leadership can be what really separates the wheat from the chaff in selling. You want the prospect to make the choice to follow your lead. Through trust and everything else, including take away selling.
It all has to do with becoming the leader. You can do that either by displaying strengths or exploiting weaknesses and the best way to do it is determined by who you are addressing.
Either way, you are offering a solution that is either more strengthy (made up word) or that can shore up that weakness, so it is ethical. That's why I decided to call it "leadership" because nobody likes to be "controlled"
In the case of a product, you want them to allow you to give them your product as a solution to their problem. They set out to solve a problem, and they decided to give you the leadership role in solving it once they saw your solution.
In any interaction where decisions are to be made, one person will be doing it to another, isn't that right? Whether it is ideas or anything else.
The really "chaffy" stuff (as opposed to "wheaty" stuff) is when a salesperson gives the leadership role to their client. That's when nobody knows where things are headed because they came to you for an answer and you are looking to them to lead!
This is just one small (but very significant) part of my understanding.
Anyways, I was chatting with a couple of the people here and I am thinking of starting a thread on take away selling to that effect, explaining it within that context.
Would love to chat soon.