In 1960, Harper Lee debuted as a writer with “To Kill a Mockingbird,” becoming instantly famous.
(Just like Guns ‘n Roses did with Appetite for Destruction)
A dialogue of this novel is important in persuasion:
Atticus Finch (Performed in the novel’s movie adaptation by the impeccable Gregory Peck), is the father of Jem and Scout.
They both like the temper of their uncle Jack, who is always joking (and smelling a bit of alcohol).
Atticus beckons Jack to tell him something in private. He approaches him and says:
— Jack, when a child asks you something, answer him without a [show]… children are children, but they detect that you evade them better than an adult. That only confuses them.
…when ‘Show’ means decorating, misleading, distracting.
In other words, when a child asks an adult a question, they usually complicate the answer unnecessarily.
Meanwhile, they try to make that complication ‘more understandable’.
All goes wrong.
You must learn to answer like they are five years old.
Sounds easy … But in reality, it’s extremely difficult.
We have to force ourselves to ignore all the details that only distract from what they are actually asking us.
That reminds me of Picasso:
“It took me four years to paint like Rafael, but a whole lifetime to learn to draw like a child.”
Food for thought.
This is what happens, for example, during a sales presentation.
You are the # 1 leader on this planet in your product or service, right?
When they ask you a simple question … you can almost give a full TED conference out of your sleeve.
Error.
Serious, serious mistake.
When selling, you have to let the other party form in their minds the link between their problem and your solution.
And for that to happen, you must be more Pied Piper of Hamelin, and less Sheldon Cooper.
You MUST, in capital letters, answer * what they ask * and literally shut up.
Let them process it.
Giving the person more items than they ask for, is like a surgeon asking for a scalpel and being passed the drill, the scalpel, the tweezers, the saw and the mobile with TikTok open.
And it will be just as catastrophic.
Do you know what’s the first step to achieve children-level answers?
LISTEN.
Listen and ‘empty’ your own experience.
Listen and put yourself in the skin of the other person.
Selling is like tango; It takes both of you.
Don’t force the pace.
Let the movement flow.
That is the critical importance of being persuasive, and not only when selling.
I still haven’t found the first situation that doesn’t improve with just a hint of persuasion.
When are you going to sharpen this skill?
I can help. Start by downloading my free Body Language tips ebook here:
Much success,
Jesus Enrique Rosas
I can read your body language and write a story about it.
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