Two Sides of the Coin
I keep noticing a theme; a commonality that pops up almost everyday. When it shows, it’s a head scratcher. It’s one of those elongated “ohhhh” moments and it demands you to take another look.
There are two sides to every coin. There’s more than one way to look at a situation. Everyone has their own perspective and it’s probably different from yours.
Today, in my marketing class, it hit me again.
Play along here:
Imagine two people meet in a local cafe; a salesman and a prospect. As the two settle in, the salesman reaches into his bag and pulls out a sales outline. It’s a guide to his sales pitch. A reference for the salesman.
This scenario came up in my ‘Personal Selling’ class. We are currently learning about consultive selling. More specifically, building a positive relationship with customers.
Our professor posed this question:
“What does the sales outline say about the salesman? What message does this convey to the prospect?”
Initially, I thought to myself: “The sales outline makes the salesman look unprepared. He clearly doesn’t know his product / service that well if he needs a reference or guide. It’s a potential distraction and implies he’s not willing to adapt to the customer. It shows inexperience on his part and it hurts his sales reputation.”
Then, a fellow classmate’s hand shot up. “The sales outline represents professionalism. It shows the salesman has taken the time to prepare for the sales pitch. It shows he’s organized and has a plan for the meeting. It makes him look prepared.”
Well, would you look at that.
Same class. Same scenario. Completely different outlooks. And whose to say one is right or wrong? We both had solid rationales and either outcome is possible. After all, beauty (or ugliness) is in the eye of the beholder, right?
So, what can you take away from this?
Regardless of what you do, try to look for the another side; that other perspective. Take the time to acknowledge others and be considerate. If you identify a view opposite of yours, address it. Use the contrasts to drive your message home.
Once you’re aware of someone else’s view, you are more prepared to show them yours.
Thanks for reading! I write on my own personal blog, too. You’ll probably find something better over there.