Let Your Abstraction Set The Stage With Your Sales Prospects
Recently, I started reading Ayn Rand's Atlas Shrugged as a recommendation from the Founder of today's wildly successful email marketing company,
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Rand writes, "In learning, we draw an abstraction from concrete objects and events. In creating, we make our own concrete objects and events out of the abstraction; we bring the abstraction down and back to its specific meaning, to the concrete; but the abstraction has helped us to make the kind of concrete we want the concrete to be. It has helped us to create to re-shape the world as we wish it to be for our purposes. "
In other words,
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This application of what you know in business to what you've learned about the person you're pitching to is also conveyed in my book, Quick Witted. The concept in this sales training book is based on the importance of being the flexible in your communication with others, so you can tailor your response to something that will win results for you. You must stay on your toes and listen carefully in order to apply the right strategic response for the successful sale.
You can also think of abstraction as another approach to staying in the "green zone" or the "undeniable truth" area of communication. When your company's staff is effectively trained to interact with your customers in a way so that they win the interest and attention of others, then the won-over crowd is more open-minded to allowing their desires to be shaped and molded by your abstraction,
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