The world of the 17th Century Aragon is
not far removed from 2014 as the writings of Baltasar Gracian attest.
One of the important skills of professional salespeople is
to mix with and work with many different kinds of people.
The guidance of the Spaniard is worth noting.
In his maxim 77 * he encourages us to “know how to be all
things to all people”.
He suggests we should be a ’discreet Proteus’ . ( Proteus
was the Greek sea god who was able to change his form)
He continues
“... with the learned, learned
With the devout, the devout...
...It is a great art to win everyone over since similarity creates
goodwill."
This he writes some 300 years before our modern era of the arts of
psychology, NLP and social economics!
Gracian encourages his readers to ‘observe
each person’s temperament and yours to it.’
He continues to suggest we ‘tune’ in the sense of musical tuning in order to achieve
harmony.
 |
| Gracian ?Geese 'going with the current' on the river Thames at Fulham- on which they are dependent |
He illustrates ‘with the a serious or jovial person go with the
current, undergoing a transformation that is politic and essential for those in
dependency.
As salespeople we are dependent on buyers, decision
influencers, gatekeepers and the like.
‘Such vital subtlety requires great ability’.
This is a skill to perfect.
It is less difficult for the universal man (or woman) with
their wide ranging intellect and taste."
Good subtle selling, my brothers and sisters.
For further tapas sized selling tips-to-go
,drop into the "The Tapas Bar".
each post is less than 250 words.
Other selling Tips from Gracian
* The Pocket Oracle and Art of Prudence by Baltasar Gracian.
* The Pocket Oracle and Art of Prudence by Baltasar Gracian.
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