Be Impressed, Grasshopper, Not Impressive
Be Impressed, Grasshopper, Not Impressive
"That is correct, Grasshopper," the Master replied.
"I understand how I can earn a client's Trust," continued the Young Professional, "But how do I get him to Like me in the short time I might be in his presence?"
The other professionals snickered at this simple question, but they were secretly glad their classmate was so bold as to ask it, because they did not know the answer either.
The Master smiled gently and explained, "To be liked, you must try to stop being liked."
A look of confusion passed across the students' faces, and although he was blind, the Master could see it.
"We want to talk about our education, our skills and our accomplishments. We want our clients to see how well we dress, and the fine vehicles and homes we have acquired through our efforts. We want them to warm to our smiles and our conversation," the Master explained, "but what our clients want is for us to like them."
"To be Liked by a client, Grasshopper," the Master continued, "the client must perceive that you like him--that you are impressed with his accomplishments, however small they might be, and that you care about him."
"Ah," exclaimed the younger man, "I must be impressed, rather than impressive."
"Good, Grasshopper," the Master said gently smiling. "But it's more than being impressed," he continued, "You must Listen deeply and ask questions with Childlike Curiosity-not just about the problem you were trained to solve, but about his family, his hopes and his dreams."
A light began to grow in the younger man's eyes and, once again, the blind Master could see it.
"What you seem to be saying, Master," he began with excitement in his voice, "is that clients don't care how much we know, until they know how much we care. Is that it?"
"Yes, Grasshopper," the Master replied warmly, "You have learned well."
The younger man bowed, and the blind Master acknowledged it.
Be Impressed Grasshopper Not Impressive - To learn more about this author, visit Sandy Schussel's Website.
Like this article? Share it with your friends
"Master," the Young Professional addressed his mentor, "You have told us that in order to hire us, a client must Like us and Trust us."
"That is correct, Grasshopper," the Master replied.
"I understand how I can earn a client's Trust," continued the Young Professional, "But how do I get him to Like me in the short time I might be in his presence?"
The other professionals snickered at this simple question, but they were secretly glad their classmate was so bold as to ask it, because they did not know the answer either.
The Master smiled gently and explained, "To be liked, you must try to stop being liked."
A look of confusion passed across the students' faces, and although he was blind, the Master could see it.
"We want to talk about our education, our skills and our accomplishments. We want our clients to see how well we dress, and the fine vehicles and homes we have acquired through our efforts. We want them to warm to our smiles and our conversation," the Master explained, "but what our clients want is for us to like them."
"To be Liked by a client, Grasshopper," the Master continued, "the client must perceive that you like him--that you are impressed with his accomplishments, however small they might be, and that you care about him."
"Ah," exclaimed the younger man, "I must be impressed, rather than impressive."
"Good, Grasshopper," the Master said gently smiling. "But it's more than being impressed," he continued, "You must Listen deeply and ask questions with Childlike Curiosity-not just about the problem you were trained to solve, but about his family, his hopes and his dreams."
A light began to grow in the younger man's eyes and, once again, the blind Master could see it.
"What you seem to be saying, Master," he began with excitement in his voice, "is that clients don't care how much we know, until they know how much we care. Is that it?"
"Yes, Grasshopper," the Master replied warmly, "You have learned well."
The younger man bowed, and the blind Master acknowledged it.
Be Impressed Grasshopper Not Impressive - To learn more about this author, visit Sandy Schussel's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Sandy's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Program Health Check Universal Search 10 Questions for your sales rep Tips for QuickBooks Backup Essence of Leaders |
|
 | ||
 |
Top 50 Political Blogs
Top Political Blogs of 2009 | |
 |
Top 50 Productivity Blogs
Top Blogs To Watch In 2008 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||