A Little Zen

After winning several archery contests, the young and rather boastful champion challenged a Zen master who was renowned for his skill as an archer. The young man demonstrated remarkable technical proficiency when he hit a distant bull’s eye on his first try, and then split that arrow with his second shot. “There,” he said to the old man, “see if you can match that!” Undisturbed, the master did not draw his bow, but rather motioned for the young archer to follow him up the mountain. Curious about the old fellow’s intentions, the champion followed him high into the mountain until they reached a deep chasm spanned by a rather flimsy and shaky log. Calmly stepping out onto the middle of the unsteady and certainly perilous bridge, the old master picked a far away tree as a target, drew his bow, and fired a clean, direct hit. “Now it is your turn,” he said as he gracefully stepped back onto the safe ground. Staring with terror into the seemingly bottomless and beckoning abyss, the young man could not force himself to step out onto the log, no less shoot at a target. “You have much skill with your bow,” the master said, sensing his challenger’s predicament, “but you have little skill with the mind that lets loose the shot.”

Future Pacing

Give them what they want so they can get what they need! How to figure out how to satisfy a client quickly: Future Pacing.

We all know of the golden rule in business and in life: Do unto others as you would want done unto you. With future placing we can execute the platinum rule: Do unto others the way that they want to be done unto. The best way to do business with someone is not the way you think the best way to do business is but it is in the way that they think to do business. So how do we figure this out? FUTURE PACING

Many times a salesperson will inherit a new client and they wonder how they can turn them into a Champion. Here is the secret formula for eliciting what they want. Most people do not know what they want off the top of their heads but when you ask them questions it forces the formlessness of thought into the form of words.

“Mr. client if we were to have a great relationship and you were unbelievably satisfied with our relationship that you gave me glowing introductions and it was a year from today what would have had to have happened?”

Notice the beauty of this question. It is in the realm of imagination. The power of the question lies in the “if”. I am not saying that we will have a great relationship but “if” we did what would it be like? Once the “if” is answered than you have the knowledge to fulfill upon the request. Now you know how to turn them into a Champions! You may have to use your Surgeon of Words skills but you are on the proper path.

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