Rush’s Take should probably be called “The Cynic’s Corner” or “Curmudgeon Central”. I was just about to apologize to you all and Chris for what seems my negative spin… Nah! I’m not going to apologize for what I’ve observed during decades of interactions with other human beings.

1. My view of taxonomy (the view and ranking of organisms) usually puts Homo Sapiens at the pinnacle of life forms. (Me, I think dogs are at that pinnacle!) That thought parallels the food chain and would make us the apex predator.
2. As such, we, the “A Predator”, dictate to our brain that everyday it’s eat or be eaten.
3. That translates to our sales world. As I said last week, ABLAT. All Buyers Lie All the Time! (You can put lipstick on that pig…it’s still a pig!)

My grandfather (lived with my family till after I was grown and out of the house; was, like me, a curmudgeon; and from whom I learned many life lessons) once told me that, in life’s interactions with other humans, start your expectations at the lowest level. Usually, people are playing a game. Let them prove themselves to you before you become part of the game!

Although I have softened a little, counter to some of our Sell As You Are thoughts, I still choose to protect myself by believing that all adult civilians and prospects are looking out for themselves, first! (And I’m OK with that! Me, too!) That thought is squared when said prospect meets said salesperson. The game begins!

Chris’s charge, to diminish the Ulterior Transaction, and end the game is spot on. Resisting and escaping the game, translated into Rush’s curmudgeon-ese:

1.   Listen carefully to your prospect and try to see through her/his lenses, what’s going on.
2.   Resist answering till you know what their end game is.
3.   Ask questions! (Remember: You must be the Nurturing Parent)
4.   Require, by challenging, humanely, that the a) question you asked b) is answered.
5.   Be aware that to do your best for the buyer, YOU must be in control. (You are the doctor on the sales call.)
6.  Just because the conversation sounds Adult, resist falling for the game and be cautious. You may just be getting false trust strokes as a way for the buyer to gain and maintain that A predator position!
7.   When you are in the game, call it or get eaten!

If you have any thoughts to share, please email me at [email protected]