What People Really Want Are the Basics
When my 28-year-old son took a job with an established company, he quickly noticed that most of his clients were at least 20 years older than he was.
When most of his clients met him, they appeared to be uneasy because of his age and lack of industry experience. Their skepticism was quickly dispelled, however, when they asked him point-blank how long he had been in the “field.”
“I’ve been in this field a very short time,” he said. “For that reason, I’m counting on you to ask the right questions. In fact, I want to know that I really only know three things.”
“Really?” the client would ask. “And what are the three things you do know?”
Here’s what he would say in response:
1. “I know how to be honest.”
2. “I ...
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