“Fear Is Not Solved By Facts!”
– J. R. St. John
Speaker, Consultant, Business Woman
Founder of The Fusion Group
(1952 – )
In this environment, where the news constantly brings word of another confusing or polarizing development, it’s not surprising that audiences can many times be characterized as “frozen by fear and indecision.”
A sad by-product of our mentally bifurcated culture is that we often find speakers and sales associates attempting to erase or address our fears by citing facts. Why? Well because it’s what they’re good at.
As any mother can tell you; when the children are afraid is not the time to prove that there’s no monster in the closet. What is called for is some old fashioned comfort and genuine interested listening!
You say you’re a wholesaler and you’re not being paid to stop and listen or empathize – but simply to talk; then get on the road to the next appointment. Really?
Because the fact is: Your clients can get your information just about anywhere. The mail. The Web. The Media. But the single thing they can’t get anywhere else is a genuinely interested partner – listening full tilt.
Give a little thought to this: What’s in the boxes is important – it’s the main reason for speaking. But what you put in between the boxes (the “empty space” between the facts…) is what can set you apart from the competition; and allow the client to see you as the only person out there willing to connect with and resolve their fears.
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