Here's another very familiar
example of how accurate perspective can change how we think, feel and act — and succeed
or fail.
Here's you, right, facing the steps to success in your business. Your prospect, left, sees
the same set of steps, but from a different angle. His perspective is that it's a
sheer wall that he can't climb or jump to the top. So he sees it as impossible for
him to succeed in your business.
Instead of trying to tell him how simple it really is, understand that he believes
what he can SEE – and he sees a wall! He has an emotional investment in his
view of reality, right or wrong.
So you move around to his viewpoint, without losing your own accurate perspective, to show that you understand how he feels. This is the classic "Feel-Felt-Found"
approach... "I know how you feel... it's exactly how I felt when
I was in your position. But let me show you what I found when I realised there
was a more accurate view."
You can then lead him to your ownore accurate viewpoint – or perspective.
Important: he won't need to move the whole 180º before he realises that his
perspective was inaccurate or incomplete. By the time he begins to move
just a few degrees, so that the edge of the steps becomes visible to him, he'll realise
that he couldn't see the whole picture.
But until you show him that you understand his distorted, limited view, he
won't budge.
