Perception to Perspective is the Skill that will Move You from Good to Great

Last week, I had the privilege of speaking in Puerto Rico. It was my inaugural visit to San Juan (and certainly not my last), and the experience evoked memories of Oahu but nestled in the Atlantic.

The event catered to a specialized niche I hadn’t addressed before, necessitating some diligent preparation before taking the stage.

On the morning of my presentation, I joined the attendees for breakfast, using the opportunity to finalize my thoughts before heading to the venue. During the meal, a discussion about sales emerged. I listened carefully, hoping to find any fresh insights that could enhance my upcoming talk.

As the dialogue progressed, someone sought my opinion on sales, unaware of my 37 years of experience in the field.

I attempted to approach it as a professional salesperson would, I posed questions to identify their specific areas of interest within sales. One gentleman inquired, “With all the technological advancements, will we still need salespeople in the future? If so, what skills will they need?”

A thought-provoking question. After finishing my scrambled eggs, I responded that to excel in sales; a salesperson must guide their prospective client from perception to perspective, distinguishing themselves and adding substantial value. Utilizing technology to enhance the relationship is not exclusive to it.

Navigating a prospective client’s buying journey involves shifting them from their initial, often subjective understanding of their needs (perception) to a broader, well-informed, and objective viewpoint (perspective). This transition demands you to employ emotional intelligence, strategic questioning, and technology, such as AI, to access new information and experiences.

I’ve previously discussed implementing my A to I (Access to Influence) strategy to cultivate what I term The Real AI (Authentic Interactions). However, mastering the technique of “shifting from perception to perspective” elevated that influence on the next level: a trusted advisor.

Here’s how I applied this strategy to enhance my Real AI approach:

1. Challenge Assumptions with Questions. Instead of stating my client’s perception is limited, I ask questions that encourage more profound thought. Example: “What leads you to that conclusion?” or “What might we be overlooking here?”This fosters reflection rather than defensiveness.
2. Provide New Context & Information. Perceptions are often shaped by limited knowledge or personal biases. I introduce new data, anecdotes, or real-world examples to broaden their understanding through storytelling. Example: “I once viewed it that way too, but after collaborating with X, I realized…”
3. Encourage Empathy and different Perspectives. I prompt my client to consider the issue from another angle. For example, “How do you think this appears from your viewpoint?” This shifts focus from a self-centered perception to a broader perspective.
4. Expose Them to New Experiences. Sometimes, altering my client’s perspective requires firsthand exposure rather than discussion. Example: If your client perceives their problem as unsolvable, you can introduce them to someone who has overcome it before. I have learned that if there is a strategy, it can be done. Experience can dispel assumptions.
5. Shift Focus from “What” to “Why”. Perception deals with surface-level observations, while perspective delves into root causes and implications. Ask, “Why do you think that occurred?” instead of just discussing what happened.
6. Lead by Example: Model Perspective Shifting. I try to demonstrate openness to new viewpoints, and your client will be inclined to follow. Example: “I used to see it one way, but then I learned. People are more likely to adapt when they observe growth in you. - BE HUMBLE
7. Allow Time for Reflection. Shifting from perception to perspective isn’t instantaneous. Provide your client with space for contemplation rather than insisting on immediate agreement. Remember that these are big decisions that can impact your client’s company and career!

Guiding someone from perception to perspective isn’t about proving them wrong; it’s about helping them see a more comprehensive, precise picture and making decisions about your product or services that benefit them.

By integrating the perception-to-perspective strategy within the A-To-I framework and leveraging technological advancements like AI, you can build trust, address your client’s challenges more effectively, and surpass your sales goals.

Let’s start a conversation!

If you’re interested in exploring how to make AI an integral part of your Real AI strategy. Email me at [email protected], and we’ll make it happen.