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The Dog Star: Perspective

The Dog Star: Perspective

(The Dog Star is a symbol of power, will, and steadfastness of purpose, and exemplifies the One who has succeeded in bridging the lower and higher consciousness. – Astrological Definition)

Bentley, my Shepherd, has one of the greatest pounds-per-square-inch bites in the animal kingdom: 325 pounds. That puts him in the top dozen, along with bears, great whites, tigers, and gators. He can also catch magnificently, and any dog treat tossed his way will be caught by those jaws, whether ten feet or ten yards away. (He’s caught things at 30 yards, and Frisbees much farther than that.)

Yet, if I hand him a small dog biscuit, he takes it gently in his front, small teeth, saving my fingers and hand to be used another day. He has perspective.

I’m not sure we all share that same ability. Sometimes we smother a prospect with “overkill,” refusing to shut up and listen to an otherwise agreeable buyer and instead biting that hand off with a recitation of features and benefits that are irrelevant. And sometimes we fold up under the strong but reasonably tough questions of people who are intent on determining whether we’re right for them.

Perspective: Don’t run away from a fist, and don’t bite the hand that feeds you.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 2

  • Alex Saloutos

    March 11, 2018

    Amen! I had to chuckle reading about the “recitation of features and benefits that are irrelevant.” I call it “feature dumping.” Does the client care? What’s relevant to them?! I’ve observed so many sales people prattle on while the customer’s eyes glaze over.


    March 11, 2018

    The triumph of means over ends!

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