I occasionally get irate at TV commercials (ask my wife). When I look across the landscape of our economy, it seems that 90% of all selling (from businesses, politicians and pulpits) involves lies, distortions, exaggerations, conflations, fine print and half-truths. Or more kindly, persuasive emotional arguments based on faulty logic (my identity is tied to my car, clothes, shaving cream, …).
As we teeter on the brink of recession, I’m not advocating total economic collapse. However, how much economic activity would evaporate if everything was sold on its true value-added to peoples’ lives?
I’m convinced that you can influence others both passionately and truthfully. The truthful part starts with a bedrock conviction to honesty, even when it hurts. The truthful approach is aided if you can put yourself in their shoes and frame their decision as your own. If you think through their criteria, personalize and prioritize them from your understanding of their circumstances, you can simulate how the alternative that you’re selling would stack up to their current answer or other possible solutions. If your alternative is the clear and honest winner on its merits, then you can passionately persuade them to adopt it.
If your alternative comes up short, then I suggest you apply your passion to going off to create a better product.
Can it be that simple?
Of course, thinking like the other guy is a lot easier if you start from a well-framed decision pattern and have proven criteria like those we provide in our Decision Driven® Life product. But now, I’m selling ….