…and I am blind.<\/p>\n
One of the stories we discussed in class is the story of Rosser Reeves.\u00a0 As the story goes, there was a homeless man who was sitting in central park with a sign saying: “I am blind”, asking for money.\u00a0 Rosser Reeves, upon seeing this man with his sign, made a bet that just with the addition of 3 words, the homeless man would get more donations.\u00a0 Reeves added the words: “It is springtime” to the beginning of the sign.\u00a0 Now, the sign read: “It is springtime, and I am blind”.\u00a0 Sure enough, the homeless man received more donations.\u00a0 By simply adding those three words, it engendered empathy and donations for passersby.\u00a0 One of the most important questions in sales is: “compared to what”.\u00a0 Clarity is key to a successful sales process, and comparison is one of the most effective ways of bringing clarity.\u00a0 When reading the homeless man’s new and improved sign, it causes one to look around at the beauty of spring, and wonder what it would be like not to see the trees blooming, the birds flying back and forth, and the kids playing in the park.\u00a0 This kind of comparison – between the homeless man and the passerby – causes empathy to stir and action to be made.\u00a0 This is an invaluable tool when it comes to sales.\u00a0 People understand scenarios they can relate to and are truly empathetic at heart.<\/p>\n","protected":false},"excerpt":{"rendered":"
…and I am blind. One of the stories we discussed in class is the story of Rosser Reeves.\u00a0 As the story goes, there was a homeless man who was sitting in central park with a sign saying: “I am blind”, asking for money.\u00a0 Rosser Reeves, upon seeing this man with his sign, made a bet […]<\/p>\n","protected":false},"author":82,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2410","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2410","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/82"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2410"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2410\/revisions"}],"predecessor-version":[{"id":2411,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2410\/revisions\/2411"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2410"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2410"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2410"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}