On 28 Jun 96 at 8:05, GSCHERL wrote:
> As in the case Robert Bacal discussed, the salesman who
> believes that if he can get people to listen clearly, and with
> an open mind, they will truly see the benefits of the product
> he is selling (and in turn can also feed his family). In this
> belief, the salesman may use methods which, to other people,
> appear dishonest or unscrupulous, but are in reality ways to
> get the prospects to get past the constant chatter of his every
> day mind and truly listen.
Garry, I am quite amazed to see such a position in this particular list.
First, "the salesman may use methods which to other people APPEAR
dishonest but are in reality ways to get the prospects to get past the
constant.....etc.
Are you saying that it is alright to misrepresent the truth to get a sale
(or to "help") a person to find THE WAY? It is one thing to point out
potential benefits as a sales technique--it is another to lie. I am sure
you are aware that such a practice is against the law.
But, how do you think lying contributes to a learning organization?
Second, I find your position (not you, but your position) appears to me to
be patronizing, manipulative and condescending, since it assumes that
others don't know best so must be lied to, or mislead to get their
attention. Perhaps this is not what you are intending?
As I have mentioned to Joan, you might want to check out the issues of
cognitive dissonance, and research on the links between values and
attitudes, and behaviour, in addition to learning about rationalization
process used to allow people to justify their actions that are contrary to
their own self-perceptions and their own beliefs about their own values.
Or look at historical events where countless people have been killed in
the attempts to save them (purportedly) from pagan religions, in the name
of love.
>
> (yes there are some who honestly decide to cheat people, but
> that's a much deeper issue than we can discuss on the list)
>
> A prospect who is unwilling to listen clearly and with an open
> mind, from his point of view, the salesman methods are
> dishonest or unscrupulous. Also, an inept salesman trying
> methods may come accross this way early in his career.
>
> IMHO values conflicts are not only misunderstandings of the
> values the other person holds, and an unwillingness to consider
> openly the others point of view, but a defense mechanism of the
> person's own values.
>
> Gary Scherling
> Helping people help themselves
> http://ourworld.compuserve.com/homepages/GScherling_GMS_TPN
>
> 'A mind, once expanded by a new idea, can never return
> to its original dimensions.'
>
> GSCHERL@fed.ism.ca (GSCHERL)
Robert Bacal, CEO, Institute For Cooperative Communication
dbt359@freenet.mb.ca, Located in Winnipeg, Manitoba.
(204 888-9290.
--"Robert Bacal" <dbt359@freenet.mb.ca>
Learning-org -- An Internet Dialog on Learning Organizations For info: <rkarash@karash.com> -or- <http://world.std.com/~lo/>