Paper was invented in China in 100 AD. You would think in this incredible technological world we live in, that something that was invented that long ago would not be found in EVERY office in the world … but it is. There are many very dated inventions still found in our offices today … Scissors (1500 BC), Pencil (1564), Eraser (1770), Paper Clip (1899), Tape (1925), Post-It Notes (1968), and the Stapler
Companies today, must involve lots of people in the process of serving a client, and clients understand that. But, we need to never lose sight that the ORIGINAL contact, the salesperson, the person who convinced the client to buy the product/service … the person who created rapport, confidence and trust with the client … should NEVER drop out of the process.
Developing rapport, trust and confidence are all critical if you want to make a sale. You cannot influence a client without first creating rapport. With rapport you have mutual attention, a connection, a feeling of commonality that you are in this together. You need to be in sync with your client and you can’t do that unless you try and look at the situation through their eyes. As the late, great Stephen Covey once said: “Seek first to understand, then to be understood.”
I wish we had a “GOOD NEWS” channel. Anytime I turn on the TV they are usually talking about things that are bad, wrong, tragic, unfair, cruel, or catastrophic. Law breakers, thieves, rapists, shootings, death, despair and awful weather are the main topics of their programming. I heard a gentleman the other day say, “Why don’t we celebrate what’s right with the world, rather than what is wrong with the world.” I personally feel we all should be looking for the joy in life and sharing it.
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February 10, 2019
by Robert Stevenson
