We’re studying the motivational secrets of the Ten Commandments and how cooperating with the motivational needs guarded and protected by the Ten Commandments is a huge key to gaining cooperation with others.
Today we are looking at the 5th Commandment “Honor your father and your mother.” It’s the first commandment with promise and that promise is for a long life for those who honor their parents. With this in mind, we need to look at both sides of this commandment.
First you need to understand that the word “honor” in part means “heavy, weighty”. The idea being to give “weight” to your parents words. Give them the weight of authority their position deserves.
It is highly appropriate, and not without reward, to give honor to our prospects by giving weight to their words. In order to do that, you must learn to listen. In order to do that well, you should learn what questions to ask. In order to do that, you should master the Moses Questioning Strategy – those seven questions Moses had to have answered before authorizing the invasion of Canaan.
When you place value or weight on your prospects’ words, showing respect for their opinion and perspective, you greatly increase the duration of your professional association with them. In other words, you are more likely to have them as a long term customer. They are the ones with resources that you want directed your way. Genuinely make their words matter to you! Give them weight!
You give them weight, not merely with lip service, but with ACTION.
A child obeys its parents and in so doing, honors them. When a child disobeys, they are also dishonoring their parent. They are giving no weight to their parents words. In like manner, when a customer or prospect asks you to respect certain boundaries or agrees with you for some financial consideration that you will provide specific services, it is incumbent upon you to give weight to their request and follow through by delivering what you agreed to.
In so doing, you gave weight to the customers’ expressed needs and desires and you honored them by delivering what they requested. Too often in sales and business, the words spoken by prospects are taken lightly, as if the customer does not really mean what they say. As a result, the words spoken in return are “light” as well, having little or no substance or weight.
Consciously choose to give weight to your customers’ words.
When you do that, your words will have weight and carry authority as well. We all want to know that the person we are speaking with in business, has weight and authority. We also want to know that our words carry weight and authority to the listener.
Give this to your customers and prospects by honoring them. Give weight to their words. Demonstrate the weight you give their words by following through on your words. Do this well and consistently and you will have customers for life!
Until next time, be fruitful and multiply!
NOTE: If want to learn Biblical wisdom for succeeding in sales and business, check out our International Christian Business Institute now.