Have you ever been driving through a town and been aggravated by the pedestrians crossing the road? Why do they wait until traffic is coming to cross the road? I think some of them intentionally walk slower than usual.

Then you get out of your car, and as you cross the street you find yourself irritated by the impatience of the drivers!

The fundamental change in the scenario is perspective, or your point of view. To a large degree our circumstances dictate how we perceive reality. Breaking out of our own world-view and seeing a scenario from beyond immediate circumstances is not easy, but it is necessary in order to be objective. Being objective, in turn, goes a long way toward helping others view us as trustworthy and credible.

For example, imagine a customer who asks you if their Whitney spinet is a good piano. Of course it’s not! Whitney spinets are what make other entry level pianos seem like a good alternative. However, if you said that to your customer, and they replied “I thought so. Well, I guess well just get a keyboard then.” Perhaps now you’re feeling that piano isn’t so bad after all.

A good way to gain some perspective, and objectivity, is to ask questions: Who plays the piano? How long have they been playing? How do you/they feel about the piano? Are you thinking of getting another piano? What does your teacher think of the piano?

Acquiring perspective is like a muscle: The more you exercise this skill the stronger it will become. The easier it will be to think of the right questions to ask. It may feel, and be, a bit mechanical at first; but, before very long it will be quite natural. Soon you will find that you are no longer struggling to convince your customers, you will be persuading them with ease.

Play Loud!
Pinchdog