Angelina continues to surprise me with her insight into the human condition. No wonder my wife has a crush on her.
Top Sales Blog
· 1 year ago
Ian, what a great post. I would like to possibly link this on my blog in the future when my post comes out on "liking your customer types". It would be a great follow-up for those in industries who struggle to relate to their customers. Thanks again for the great article!
Will Fultz
Above The Pipe
· 1 year ago
Hi Ian,
You are so right, many sales people make the mistake of judging on short initial impressions, usually based on one odd situation from their past. The point you make about not relying on 30 seconds is so right.
What is even more puzzling is when sales professionals reach and act on impressions before they even meet the individual, either based on title or what they hear on their voice mail.
Tibor
Colin Wilson
· 1 year ago
There is good in everyone… or so the say… so looking for the goodness to start the relationship is a good thing, if you believe that you want to develop a relationship with someone. However, perhaps you don’t know it will be a good relationship until you try… and then again maybe, just maybe the 30 seconds is long enough.
One of the earliest lessons of my NLP training that I went through a few years ago was learning to be non judgemental. Only if you are truly non judgemental can you help people. Mike Matulavich who took the sessions had a great way of testing people’s commitment about being non judgemental… “how would you treat a child rapist… someone who has raped a 2 year old” he would ask. At the time it was a particularly prevalent and common occurrence in South Africa where I lived and did my training… it was thought, by the ignorant, that it was a cure to aids.
Most people found it very difficult to be non judgemental when given this scenario… they did not even want to try.
An extreme example of where people will choose if they want to take the time to develop the relationship rather than relying on the 30 seconds. Sometimes the bad is just so bad, it will take a special person to look for the good. However, hopefully in business, things aren’t that bad and so we can take longer.
Nesh Thompson | Sales Performa
· 1 year ago
Ian, love the post and agree absolutely with your assertion in furthering the time to develop relationships. You have reminded me of a childhood story of mine which I think I will have to write up on my blog sometime. Thanks.
Sales Training
· 1 year ago
Ian, that's a great story about Angelina Jolie...and while reading your post, I kept thinking, "That's exactly what I talk about when I talk about SEEKING COMMONALITY with your prospect." Then, low and behold, you mentioned my podcast. So thanks for the story and thanks for the mention, Ian. Your posts always inform and inspire.
-Skip Anderson
Brad Trnavsky - Sales Blog
· 1 year ago
Great post Ian, I also just read the followup post's that both Will and Nesh wrote and I have to say the advice Angelina give here is brilliant.
Way to go for starting a excellent conversation across multiple blogs!
All Comments
Angelina continues to surprise me with her insight into the human condition. No wonder my wife has a crush on her.
Will Fultz
You are so right, many sales people make the mistake of judging on short initial impressions, usually based on one odd situation from their past. The point you make about not relying on 30 seconds is so right.
What is even more puzzling is when sales professionals reach and act on impressions before they even meet the individual, either based on title or what they hear on their voice mail.
Tibor
One of the earliest lessons of my NLP training that I went through a few years ago was learning to be non judgemental. Only if you are truly non judgemental can you help people. Mike Matulavich who took the sessions had a great way of testing people’s commitment about being non judgemental… “how would you treat a child rapist… someone who has raped a 2 year old” he would ask. At the time it was a particularly prevalent and common occurrence in South Africa where I lived and did my training… it was thought, by the ignorant, that it was a cure to aids.
Most people found it very difficult to be non judgemental when given this scenario… they did not even want to try.
An extreme example of where people will choose if they want to take the time to develop the relationship rather than relying on the 30 seconds. Sometimes the bad is just so bad, it will take a special person to look for the good. However, hopefully in business, things aren’t that bad and so we can take longer.
-Skip Anderson
Way to go for starting a excellent conversation across multiple blogs!
-Brad