Wednesday, October 19, 2005
I heard a great quote today at a presentation: "Don't build me the clock, just tell me the time." It brought home the difference between "macro" people and "micro" people. While the amateur is trying to impress his prospect with all the bells and whistles of the clock, all his clients wants is the time. Zig Ziglar uses the example of a 1/2 inch drill bit. He notes that most people don't really want the drill bit, they just need a 1/2 inch hole.