It was the summer of ’92 and I found myself in a meeting with a “consultant”. A consultant who would still suck even if Santa brought her mad skills for Christmas!
The worse part was everyone in the meeting understood that . . . except the consultant.
She was using every cliché in the book and quite frankly I thought she was arrogant and annoying so I politely told her that we wouldn’t be doing business with her.
She looked me in the eye and proceeded to hit me with the old “Feel, Felt Find” Rebuttal to which (and I swear this is true) I put my first finger up when she said “Feel” and a second on “Felt” and a third on “Find” to which she tilted her head (note: I’m no expert on body language but a head tilt is very much the equivalent of a “Whatchyou talkin bout Willis” or for you lay folk, “Say what”)
It doesn’t matter how the story ends because the point is that it was 1992 and I thought that “Feel, Felt, Find” BS was old, predictable and detectable. In short . . . her monkey style Kung Fu was ineffective!
And that “Feel Felt Find” thing has relatives such as . . .
“If I could show you a way to ______ would you seriously consider __________?”
Or how about “I’d rather apologize once for a higher price than a hundred times for lousy service”
But wait there’s more . . .
Our need to embrace templates doesn’t end with objection handling.
Take a look at the profiles on Twitter, it seems there was a sale on “Geeks” and “Nerds” “who have a passion for” “at the intersection of” because its found its way into mucho profiles!
I see it in emails with “Id like to introduce you to” and “If you’re like other executives” and let us not forget the “free estimates” portion as if anyone ever pays for that that privilege.
I even found it on my own damn voice mail when I say “You’ve reached the voice mail of Paul Castain” I mean, of course you reached my voice mail. Do I need to tell you that because subconsciously I feel you will ramble on thinking that after 8 rings I finally picked up?
Way to stand out Castain!
Basically, I defaulted to a template and in doing so my individuality and creativity has been held ransom.
Perhaps we’ve all been a bit guilty of that lately.
So if what they say about awareness being the first step is true . . .
Where do you see the use and abuse of templates in your world?
Paul Castain works with organizations and individuals to achieve higher levels of performance. He is so good that he was granted permission to talk about himself in the 3rd person. For more information on how Paul can help you and your company click here dude.
It’s even tougher when you come in with your eyes twinkling of content marketing and being interactive and the potential employer wants to hear 3 closing techniques or how many cold calls you’ll be doing.
There’s a new world out there but a lot of people in positions still live in the 70’s. So you grin and tell them how much you love to “smile and dial” because you’ve been unemployed for months.
Couldn’t agree more!
Now if people on our end of the equation are sick of it, I wonder how the decision makers feel after hearing the same things day in and day out?
Thanks for stopping by Joe!
Couldn’t agree more!
Now if people on our end of the equation are sick of it, I wonder how the decision makers feel after hearing the same things day in and day out?
Thanks for stopping by Joe!
Having just got off the dole after 90 days of unemployment…I resemble this remark. I had one Sales VP badgering me in an interview about my college GPA. I graduated in 1989.I guess his interview template didn’t have a branch for “experienced.” When I finally remembered, he wanted to know why it wasn’t higher. It was at that point I decided I’d rather stay unemployed than work for that guy.
To COD
or you know you’re circling the drain when they ask ” there seem to be holes of no work in your resume'”, can you explain that..Why yes I can, it’s called trying to be self-employed or being completely unemployed.
Another great sign, yes Joe do you consider yourself a one call closer?…Why yes, I just won’t leave until I get a “yes” or they have called the cops, thanks for asking.
I give you credit for tolerating the question at all.
I think its safe to say that your GPA from 1989 has nothing to do with your ability to close business.
The next time someone pulls that, tell them that you’d rather discuss your “PHD in results”
Hang in there dude!
When you say templates, are you also referring to things people say, like “I’ll be honest with you.”
Deb
To be honest with you Deb (did I get you for like half a second?) I didn’t even think about that.
I say, what the heck, let’s include it.
Thanks for stopping by Deb!
“at the end of the day”, it’s just the end of the day…
Great handle Jethro 🙂
I guess when we “peel back the onion” it is the end of the day.
Thanks for stopping by!
“at the end of the day”, it’s just the end of the day…
I think we need to add “full service” and “end to end” to the list 🙂
I can’t think about templates I use in a split second, but I know what you mean. Actually, one horrible example of template that comes to my mind is the default LinkedIn message when you ask someone to join your network. People fire those off without changing one line, and that makes me very sad all the time. Especially ’cause it actually ruins your chances to get in contact with people who care about this kind of things.
So true Gabriele!
It only takes 30 seconds or less to write an actual note and make a better first impression.
If we can’t take that 30 seconds to write a note, we certainly won’t take the time to connect and nurture a new relationship.
Thanks for stopping by my friend!
Love it.
Thanks Marty!
This is the challenge of modern living — we need systems and schedules to make it all work, but it’s so easy to drop into auto-pilot without even realizing it. What’s excruciatingly ironic, is when we use phrases that are meant to convey originality but we don’t even truly mean them: “let’s think outside of the box on this one.”
{ twitter = @danenow }
So true and I’ll be the first to admit that I am guilty of many of these.
Thanks for stopping by Dane and I just followed you on Twitter!
This is the challenge of modern living — we need systems and schedules to make it all work, but it’s so easy to drop into auto-pilot without even realizing it. What’s excruciatingly ironic, is when we use phrases that are meant to convey originality but we don’t even truly mean them: “let’s think outside of the box on this one.”
{ twitter = @danenow }
Here are some more that make me want to gouge my eyes and ears out:
> Deliver value added … (the only thing I want delivered is my newspaper)
>Anything with the word matrix in it (unless it’s at the AMC Theatre)
>… landscape (if I wanted landscaping I’d hire a botanist)
>… infrastructure (if I was interested in that, I’d go play in traffic)
> skill set (I got nothin’ … just don’t like it)
> strategic wokforce optimization (I think I figures out this is Geek for “hiring new employees”)
> Then there’s the classic I received vie e-mail a few months ago … “the award winning and market leading D-I-Y (do-it-yourself) tool for rapid interactivity building helps bridge the interactivity gap in learning content by enabling rapid and cost effective development of high impact and meaningful learning interactivities, resulting in involving and expressive learning content.” (Interpreter!!!)
Dude . . . not only are you spot on, you get funnier and funnier every day!
And I’m still laughing about that “corncob” reference on your blog John 🙂
Rock on!
And the one I like to hear least…”It is what it is…”
You and me both Justin!
Thanks for stopping by!
And the one I like to hear least…”It is what it is…”
Excellent examples. We have all seen (or created) them. Moral of the story is think for yourself. Sometimes, templates can be time savers. Other times they are cliché, boring, and predictable. I prefer to be none of the above.
Thanks for the pointers Uncle Paul.