Saturday, July 24, 2010


An old lady was rocking away the last of her days on her front porch, reflecting on her long life, when all of a sudden a fairy godmother appeared in front of her and informed her that she will be granted three wishes. "Well, now," says the old lady, "I guess I would like to be really rich." POOF! Her rocking chair turns to solid gold. "And, gee, I guess I wouldn't mind being a young, beautiful princess." POOF! She turns into a beautiful young woman. "Your third wish?" asks the fairy godmother. Just then the old woman's cat wanders across the porch in front of them. "Ooh can you change him into a handsome prince and make him my husband?" she asks. POOF! There, before her stands a young man more handsome than anyone she could possibly imagine. She stares at him, smitten. With a smile that makes her knees weak, he saunters across the porch and whispers in her ear: "Bet you’re sorry you had me neutered."

A top-producing salesperson recently had a Botox injection to eliminate some lines in her forehead. According to a colleague of hers, this sales pro is can hardly wait for the effects to wear off. Why? She can't frown.

When the customer reveals a problem or pain, all she can do is look back at him with her unfurrowed brow. She's concerned that not being able to show concern is hurting her sales. Empathy is a critical sales trait. Can you empathize with a salesperson who currently is unable to?

What unintended consequences will your next action create?

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