Have you heard the statement, “show me, don’t tell me?”
Certainly as a sales professional, your customers have a need for proof of concept. A common theme: “How do I know this will work for me and my business?”
You may show them and find that they still require proof. Instead of arguing your point, think about how you can meet their needs without doubting your own skills or product…
Consider the story which follows.
~ Courtesy of The 48 Laws of Power by Robert Greene
Sir Christopher Wren was England’s version of the Renaissance man. He had mastered the sciences of mathematics, astronomy, physics and physiology. Yet during his extremely long career as England’s most celebrated architect he was often told by his patrons to make impractical changes in his designs. Never once did he argue or offend. He had other ways of proving his point.
In 1688 Wren designed a magnificent town hall for the city of Westminster. The mayor, however, was not satisfied, in fact he was nervous. He told Wren he was afraid the second floor was not secure and that it could all come crashing down on his office on the first floor. He demanded that Wren add two stone columns for extra support.
Wren, the consummate engineer, knew that these columns would serve no purpose, and that the mayor’s fears were baseless. But build them he did and the mayor was grateful. It was only years later that workmen on a high scaffold saw that the columns stopped just short of the ceiling.
Both men got what they wanted. The mayor could relax and Wren knew posterity would understand that his original design worked and the columns were unnecessary.
The power of demonstrating your idea is that your opponents do not get defensive, and are therefore more open to persuasion. Making them literally and physically feel your meaning is infinitely more powerful than argument.