“It is difficult to get a man to understand something when his salary depends upon his not understanding it.”
- Upton Sinclair, (1878 – 1968)as quoted in The Monday Morning Memo, January 6, 2025
If we’re sales pros, uncovering the bias and the internal politics at our Client’s business is essential. And our ability to believe, to really believe, in what we’re providing is key to conveying understanding.
Often, incentives run contrary to taking the steps a business needs to take to impart real change, and that means we may face people who are deeply committed not to understand.
Asking questions. Getting into their perspective. Living the deal from their chair.
We can, in some cases, make them understand. It’s much better to help them understand and how they might protect their salary by applying that understanding to their team, culture, and other resisters.
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