In a meeting recently we were coaching the salesman of large, expensive systems.  He gave a great presentation and had a wonderful presence. He reminded me, though, of a friend of mine that had bought a telescope and could not get it to work. Over and over he kept looking through it and moving it around. He was persistent though and figured one day he would get it to work. I went to visit one day and upon arriving at his home, realized that he was looking through the big lens, like a tv, rather than looking through the smaller end at the other side.

If he had simply tried look through the other end of the telescope, he would immediately achieve his result!

The salesman’s presence was great, but he kept telling, making statements, giving information. Instead, if he lowered his presence, let the potential buyer be the presence/focus and asked questions, he would achieve his (and the buyers) result much more effectively!

Two Lessons:

1.  Anything you do in life, try looking through the other end of the telescope. It is fun to try. Periodically you will be surprised to get a more powerful result.

2.  Ask questions and let other people be the focus. They will teach you how to lead them and what they need to grow to the next level (this is true whether they are buying from you, work for you, work with you or you work for them)!

• How do you make sure you are looking through the right end of the telescope?

• How are you teaching those around you to see clearly?

• Are you making your audience the focus, or are you trying to be the one on stage?

If you are excited about using the correct end of your telescope and seeing clearly for improved results, contact us by calling 800-786-4332, or email JSabatini@AppliedVisionWorks.com.  It only takes 30 minutes to get started!  Your success is in plain sight.  It just takes determination and action!