Strategic Psychological Intelligence

From Selling Power
Kerry Sulkowicz, Founder and Principal, The Boswell Group


Though this video is related to sales activity the exposition of the concepts portrays elements of a B2B service that we provide as a strategic consultant on projects. Quite often our associate in business will provide us a description of the players to a scenario where they are having a difficulty and based on our questions we respond with perspectives and tools with which our associate can better deal with the scenario.

It can be as simple as our responding, "Call them back and say no. Do not say anything else. Don't explain. Say no then say nothing. Let the target fill in their blanks." When the target asks why then tell them, "Because I said no." Be calm, don't be threatening, don't be emotional.

Often people do not really know why they are doing what they are doing and when you say no it can force them to step back and think about why they think that they need what they have asked for. In my example here, from an actual interaction with an associate, the goal is to let the target figure it out.