Mountains of Arizona
Clear 64 Degrees
8:58 a.m.
So tomorrow is the Platform Lab. Today’s the last day, as they say, to enroll.
This is the normal time at which a “salesperson” might counter all possible objections that could be holding someone back from buying something and then give one last push to “get the sale.”
But this isn’t how I operate.
It’s not because I’m smarter, or better, it’s because I’ve chosen a different way.
The way of the train is how I describe it.
The train comes, the train goes. People get on, they get off.
The train doesn’t counter objections. The train doesn’t even hear objections (no ears!). It just does what it does.
Last time I checked, the train doesn’t talk either. So clearly the train metaphor breaks down at certain points, but whatever…
The point is this:
When you want to be an expert, an advisor, and actually be TRUSTED at a deep level for a LONG TIME, this is the type of behavior that is congruent with that choice.
It’s about congruency and alignment both inside and outside, nothing more.
This means the system I create has to prepare human beings in a certain way to make good decisions when opportunities come along “on the train.”
The system is tasked with that, not the human running the system.
I’ve found this provides a nice amount of emotional DEtachment to selling situations.
Emotional ATTACHment tends to screw things up. Emotional DEtachment is a nice way to fly.