“A dynamic “Me” personality believes in “overcoming objections.” Selling is combat — push. A responsive “We” personality believes in “positive attraction.” Selling is seduction — pull.”
– Roy H. Williams and Michael Drew, in Pendulum; How Past Generations Shape Our Present and Predict Our Future
Final post on Roy’s book — have I mentioned that I think it’s really important? Oh. Sorry to be repetitive. I just think it’s really important.
The quote above, which appears near the end of the book begs the question. If we’re in the business of selling something (which we all are), or if we’re in the business of buying something (which we all are) — isn’t it worth the time to understand the perspective of the person across the table, and where in the Pendulum we find each other?
Technically, that’s two questions. But it was one sentence. And I stand by it….um, er, them….whatever…
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