Beren & the Elders
The Sales & Counselor SellingSM Series
Beren, among many young braves, was called to speak to the Tribal Council about a difficult issue. There would be no decision until all of the Council Elders agreed upon a course of action. Planning to set the discussion on a course to a successful end, Beren resolved to speak with each Elder in advance, to discover their needs. (What he did not know is that the Elders set the task to assess his leadership skills.)
First Elder said, “I am old and broken and cannot sit for long to listen. Please make your request brief so I may entertain the whole of it!”
Second Elder said, “My sight has faded. Please make your request easy to hear and remember, so that I can recall and consider it without a written tome.”
Third Elder said, “My hearing is weakened after many years, please make your request in pictures, so that sight memory may carry it forward.”
Fourth Elder said, “I find sweet words and calculations cover a myriad of lies, but the heart cannot lie. Bring your performance young brave, but then come, sit, allow me to hear it in your own words — without artifice. I will know when what you say is genuine.”
Fifth Elder (the youngest) said, “My brothers and I are a difficult Council! Put your statement in writing. Be concise and straightforward. I don’t require a performance, but a document we can reference later, after your words have faded. Include your calculations, which will tell us whether you have analyzed the issues with care or are simply trying to befuddle the old men.”
Sixth Elder said, “Beren, much is made about what is said, shown and presented. But never forget, I will look into your eyes and gauge your character, for that is where the truth is found.”
Returning to his preparations, he mused, “There is so much more to helping the Council with a decision than simply giving advice or choosing a course. Even as I take up the ‘Talking Staff,’ I am humbled by the task of meeting the individual needs of each Elder so that together, they can manifest the wisdom of the tribe. Meeting this challenge will tax all my skills.”
On the day, a sober Beren brought a short document (with a longer addendum) to the Council, spoke briefly but movingly about the issue, while at the same time showing corresponding images and allowing people affected by the decision to remark about their concerns as well.
After the remarks, he stood for questions. To conclude, he moved about the long house and sat with each of the six elders for a few moments to make sure everything was understood. Then he departed. There was a hush in the village that evening as the Elders deliberated.
The next morning, the Council called a Tribal Meeting and announced, “We have two decisions.”
First: “We accept the proposal Beren brought before us yesterday.”
Second: “We name Beren as the next Tribal Chief, because among all the braves, he alone came in advance and sat quietly among us, learned our ways and honored them in bringing a unique request.”
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