February 3, 2009
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The Lost Art of Original Thinking
Tim Roberts
I get it. “As a man thinketh so shall he become.” Heard it. Know it. Believe it. But ain’t it the truth, we don’t doeth it mucheth anymore.
At a recent sales training seminar my company was hosting, our guest, Kathleen Hart, a partner in the Litigation Group at Indianapolis-based law firm Bose, McKinney and Evans sparked some neural pathways in the audience. We had ignition and take-off. I wept like a child.
Her topic, How Lawyers Find Truth, was designed to demonstrate that what we do as salespeople is similar in scope and practice to what attorney’s do. Her message resonated with all: We don’t have to sell anything, we just have to find the truth and the truth is either, yes or no. They either need our products and services or not. The skill required is the issue. We could tell Kathleen was highly trained and well disciplined.
Kathleen made us think, though, and that was the bigger matter. I watched the note taking fly. I listened to the earnest questions reach. I could feel brain matter squeak and stretch. In that thinking, change was being created. Her message, while doubtfully original to her, sparked imagination and original thoughts in those present.
Do you spark original thinking in your prospects? Do you bring original thinking to them? Do you have the inner strength, comfort level and skill to find the truth? Or has your “value proposition” been limited to a hot laptop presentation and a discounted price?
In a trusted advisor’s sales world, the value proposition created is original thinking.
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