April 14, 2009

Where Does It Hurt?

Sally wakes up Wednesday morning. Her tummy aches. She calls for her mom. The first thing her mom says is; “Where does it hurt?”

Batter Up

Carl loves playing baseball in his Thursday night league. It’s the 6th inning, Carl is at the plate, man on 1st, his team is down 4-2. Fastball, perfect, down the middle. Carl connects and the ball sails over the shortstop’s head. Fielder picks it up and throws toward the plate as Carl’s teammate rounds 3rd. Ball meets glove. Catcher meets Runner. Suddenly, there is a heap at the plate. Shouts immediately come from everywhere “Are you guys okay”. Carl's teammate says; "Am I safe?"

Tick Tock

Jerry is late for the sales meeting. Jerry is late most weeks. He can somehow make the 7am tee-time on Saturday but 8:15 comes way too on a Tuesday. This week, the boss tells Jerry that the big account called and is ready to cancel. He then informs Jerry that he’s been late for the sales meeting 21 times this year. It’s not looking for dear old Jer.

Feel The Burn

Mile twenty-three was especially difficult for Marie. After years of training, she had never felt it before. Sure, she was familiar with the wall but this time was different. This was her third marathon and this didn’t happen on the first two. There was a point where she felt it was too difficult and she wasn’t going to be able to make those last three miles.

Just Breathe

Brice has the biggest presentation of his career in the morning. He has over prepared for this one. His theories, his bright personality, his smarts got him to this point. Brice is terrified. It’s as if everything he ever learned or wrote on the topic has vanished. Cold sweats. Shaking. Nervous. Can’t sleep.

Find The Pain

If you've ever heard the phrase "find the pain" you know more than most who sell stuff for a living - and we all sell stuff for a living. It's not enough to find out that someone needs bigger profits. You need to find out the cause, the reason and it's not always sales. You need to find the pain.

If you work in the medical community or you're a parent, you certainly know what it means to find the pain. The old sales' adage that you aren't selling a drill but a way to put a hole in the wall to hang that picture rings true.

We often forget that we connect with other humans. They have deadlines, fears, pain, concern, stress and all the other stuff we have. But somehow we forget. Why is that?


Bookmark and Share

Add to Google Reader or Homepage

photo credit: http://assets.disaboom.com

© Kneale Mann knealemann@gmail.com people + priority = profit
knealemann.com linkedin.com/in/knealemann twitter.com/knealemann
leadership development business culture talent development human capital