The ability to take another perspective has become one of the keys to both sales and non-sales selling. And the social science research on perspective-taking yields some important lessons for all of us.
Interpretation
Understanding different perspectives is crucial for effective communication and influence.
This quote emphasizes the significance of perspective-taking in both sales and everyday interactions. It suggests that by understanding and considering others' viewpoints, individuals can enhance their ability to persuade and connect with people, underscoring the role of empathy in communication and social interactions.
In practice
In a sales meeting, I reminded my team that understanding the client's perspective can lead to better service and increased sales.
While complying can be an effective strategy for physical survival, it's a lousy one for personal fulfillment. Living a satisfying life requires more than simply meeting the demands of those in control. Yet in our offices and our classrooms we have way too much compliance and way too little engagement. The former might get you through the day, but only the latter will get you through the night.
Succeeding makes us feel good. But beating someone else makes us feel really good. Comparing ourselves to others and coming out on top creates a sense of entitlement. And when we feel entitled, we cheat more because, of course, the rules don't apply to awesome people like us.
When we make progress and get better at something, it is inherently motivating. In order for people to make progress, they have to get feedback and information on how they're doing.
We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero.
Too many people hold a very narrow view of what motivates us. They believe that the only way to get us moving is with the jab of a stick or the promise of a carrot. But if you look at over 50 years of research on motivation, or simply scrutinize your own behavior, it's pretty clear human beings are more complicated than that.
Greatness and nearsightedness are incompatible. Meaningful achievement depends on lifting one's sights and pushing toward the horizon.
I think it's easy to stop smoking; it's just hard not to commit a felony after you stop.
Hope is a good breakfast, but it is a bad supper.
Because ideas have to be original only with regard to their adaptation to the problem at hand, I am always extremely interested in how others have used used them.
Persuasion is better than force.
Don't let someone else's opinion of you become your reality.
I think the one lesson I have learned is that there is no substitute for paying attention.
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