way to hear the two critical words, “That’s right.”
“You seem to think it’s unmanly to dodge a block,” I
told him. “You think it’s cowardly to get out of someone’s
way that’s trying to hit you.”
Brandon stared at me and paused.
“That’s right,” he said.
With those words Brandon embraced the reality of what
was holding him back. Once he understood why he was
trying to knock down every blocker, he changed course. He
started avoiding the blocks and became an exceptionally
fine linebacker.
With Brandon on the field tackling and playing star
linebacker, St. Thomas More School won every game.
USING “THAT’S RIGHT” TO MAKE THE SALE
Getting to “that’s right” helped one of my students in her
job as a sales representative for a large pharmaceutical
company.
She was trying to sell a new product to a doctor who
used similar medication. He was the largest user of this kind
of medication in her territory. The sale was critical to her
success.
In her first appointments, the doctor dismissed her
product. He said it was no better than the ones he was
already using. He was unfriendly. He didn’t even want to
hear her viewpoint. When she presented the positive
attributes of her product, he interrupted her and knocked
them down.