It's About Their World

Your world is nice but unnecessary.

The only time your world matters with people is when the blatently ask about it. And even then they're just being nice!

Every sale is made in the other person's world -not yours. Yet most sales people waste countless hours and effort trying to "inject" their world into someone else's world. They do this mostly by force or manipulation and then when the other person resists the takeover they label them as uninterested or that they have "objections." Well of course they object to being treated as less than human!

Most people are completely blind to this.

Every piece of communication is understood in the other person's world -not yours. But when that person doesn't understand they get framed as "stupid" or "slow." Framing people like this still doesn't get the message across -it actually creates even more blockage to understanding.

You have a very powerful and unique opportunity to take someone else's world and play with it. Add to it. Create with it.

When I'm with a client I have an intention in the conversation and an outcome in mind. I also come to them with an empty bucket. The bucket represents ideas, concepts, beliefs, conclusions, stories, and opinions. I empty out MY bucket and bring it to the conversation -completely empty. This is just a simple choice.

The game here is to exercise my intention and create the outcome with that person -using ONLY their bucket of "stuff."

How do I get their stuff into my bucket? I have to ask questions and listen. As I listen I take all their "stuff" and start to fill my bucket. Then when I have enough material to create I invite them into a conversation to do that.

This is how you get into someone's world and honour them.