A thought has been coalescing in my mind and I would like to see how it develops as a topic on this forum.
Some of you know that I have spent a great part of my life in the automotive business. Much of this time has been spent managing dealerships and sales forces. While working with sales people one topic seemed to come up time and again, and that is the issue of control. Salesman expressed the frustration of loosing control of the customer and the sales process.
I struggled with finding a way to help them at first because I have never been an old school ground and pounder when it comes to selling. I believe in nurturing a win win that will benefit both parties. However, I do recognize that making such a big purchase is stressful and part of creating a healthy sales and buying environment is a professional to guide on through the process, resolve objections, provide focus and fullfil the customers needs with an appropriate vehicle. I eventually hit upon a basketball metaphor and the concept of the pivot point.
When beginning to work with a customer there needs to be a lot of free flow of information. Wants, needs, budgets, etc. must be elicited and addressed in an open matter. This is the part of the game that is like moving the ball down the court. There comes a time for action, however, and certain specific actions must be adhered to. Specifically, there comes a time when the player stops dribbling and takes the ball into his hands. At this point he establishes a pivot point, or anchor which controls or dictates his actions from that point forward.
In other words, once the pivot point is established focus is narrowed and you must work around this point and not travel. Here lies the tie in that seems relevant to me in PWI. The pivot point is staying on subject and not straying off topic or traveling.
I see too many great topics destroyed before they can be fully developed. Rarely, however, I see someone with an inherent ability to establish a pivot point and maintain it to the utter frustration and meltdown of an otherwise very good debater.
An example sure to rankle is the tie ups between Jay Pierce and smh23. SMH23 is a bright if left leaning young man with a gift for the written word. He does a pretty admirable job of staying civil and at least trying to maintain the appearance of objectivity. However, Jay Pierce can turn him into a shrill, foaming at the mouth mess at least part of the time. Part of this lies in the fact that smh23 thinks pierce is a right wing, redneck, conspiracy believing, Alabama nuckle dragger well below smh’s intelligence (he is not), but the true weapon that Pierce sees to weld almost unconsciously is the ability to establish the pivot and then lock down smh’s travel. A few rounds of this and smh23 begins cussing like a libtard and challenging Jay Pierce’s heritage while Pierces remains cool as a cucumber and drags him right back to the center.
Personalities aside, do you think this a fair assessment? Please share.