Home Behind Your Back Three Inquiries to Improve and Impart Insight

Three Inquiries to Improve and Impart Insight


Here the sales rep isn’t telling a story to one person—he’s telling it to all the people that also need to be convinced after he leaves the room. This story needs to travel well.

Easily repeated. If it’s got a catchy refrain—that’s good too.

Even better—share a 90-second video that can be viewed at your client’s next manager’s meeting. You don’t need Hollywood, but the insight must be literal—actually in sight, plain to the naked eye, obvious.

After citing my three reasons for not sharing the sales rep’s excitement over the super sink base, I paused. He followed me with his basset hound eyes. Then he spoke softly.

“I see,” he said. “Can you give me a few days to think about this? Give me a chance to answer the ‘So what?’ I’ll put something in writing for you.”

“Sure.” I placed my arm around his shoulders and steered him out of my office. “That’s what you should have done in the first place.”