in The 1950″s Art Linkletter hosted a TV show about kids and how they say some of the most unbelievable things. Kids have a way of getting to the core of issues. Case in point. Friends of ours have a 5-year-old granddaughter. She and her older brothers were preparing to go fishing with their grandparents-our friends. One of the older brothers said to his 5-year-old sister that “she probably wouldn’t catch anything because she was so small.” About 15 seconds passed and she said to her brother “the fish don’t know I’m small!”
Conversation came to a screeching halt with that comment. Needless to say it shut the brother up faster than the blink of an eye. You can’t respond to that type of ultimate wisdom and truth. This little girl’s comment floats in the air as stand alone logic. It isn’t in your face. It merely states the obvious without a hint of anger. It’s a beautiful thing!
In the world of sales and marketing we have become slaves to data and knowing exactly what to say. Truth is we sometimes complicate our lives with too much information and solutions that are too complicated. We tend to over kill when it comes to product benefits. Teaching people how to sell involves long processes and methodologies that require too much learning and not enough practicing. Prospects don’t know that we are now “black belts” in selling at the “C” level. They just have a problem that needs solving; they don’t need a winding trip through analytical hell to know what their pain is.
Unraveling complex issues is not easy to be sure. It requires listening levels that too few of us understand. It also requires the use of silence as a method of understanding what other people have said and the meaning behind the words. Audrey, the smallish yet extremely bright 5-year-old, thought about the comment her brother made and immediately began to think like a fish. It didn’t take her long to conclude that the fish in the lake can’t see her and besides fish don’t understand the difference between human big and small. As my 8-year-old granddaughter says, “easy-peasey”.
So when did our passage into adulthood mean that we had to start making things complicated?