857 -The Importance of Being Perceptive In Sales

A few years ago, a colleague of mine, Don, had the opportunity to present legal services to a group of sanitation workers.

On a freezing winter morning, as the workers warmed their hands over a barrel before starting their day, Don spoke to them about a new benefit which included legal services.

One man lagged behind after others had handed in their paperwork for the benefit.

This man quietly explained his desire to secure legal help for his two daughters' college aspirations, but he just looked down at the application.

Don quickly realized that the man could not read or write. He asked, "May I fill that out for you"?

Still looking down, the man smiled and said, "Yes, sir." Don filled out the application on his behalf, and the employee signed it with an X.

As the employee rode away, he turned back and mouthed, "THANK YOU." Don was moved to tears, knowing that the man would now receive the vital advice he sought for his daughters.

Recently, I learned that this individual continues to benefit from our services, showcasing the enduring impact of Don's empathy and the power of support.

This inspiring experience serves as a reminder to avoid making assumptions about people's needs and to remain open to finding ways to help, even when it's not immediately evident.

In moments like these, we can make a difference in the lives of others and cultivate lasting connections within our communities.

This story was about a client, but it pertains to anyone we work with or communicate with daily.

Are you perceptive of the needs of others in business and sales?