When two people are equally set on their intention, the strongest, most influential person in any interaction is the one who is most flexible.  In sales, this means that you must change your approach until you find an approach that works.  We teach that there are no inflexible people, only a need for more flexible communicators.

If your intention is to win people to your point of view, it helps to first acknowledge their perspective.  An insightful quote from A Course in Miracles states, “If I defend, I am attacked.”  Observe another person’s perception, and meet them at their level of thinking.  It is often much easier to move someone into action and expand their previous thinking if you can relate to them as an ally.

Think of the way trees bend in the wind.  They are able to survive harsh gusts because of their flexible natures.  Like those cartoons where the hero contorts his body to avoid attack or to enter forbidden places, we can use our flexible communication to transcend objections and align with our clients’ perspectives.

Water has no definite form.  Its flexibility allows it to pass gracefully over, under, around, and through obstacles.  Rivers run to the sea because the water is so persistent and focused in its intention to reach its destination, and yet completely flexible along the path.  In sales, it helps to be like water: maintain a definite objective, and hold to your intention; yet realize that many paths can lead to its attainment.

When you are flexible, objections are no longer obstacles.  They are fun mental challenges for which you can find an empowering solution for all.

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