“We’ve got to find common ground before we can find higher ground.”
– Elijah Cummings
Elijah Cummings was a very wise man, who accomplished a great deal by working with others. One thing he knew was that, if you’re serious about achieving significant goals, you need to work with other people, even people whose ideas, perspectives and interests are different from your own. That’s not just in politics; it’s in workplace matters, too.
If you want your colleagues, your customers and your potential collaborators to work alongside you, in pursuit of the same goals, you need to first identify and then accentuate what you and they have in common. That’s a significant secret to moving forward toward your goal. Every good negotiator knows that.
Common ground . . . firmer ground . . . higher ground. That’s what works, every time.
This quote was sent to us by Jamal W., a sales professional from Bloomington, Indiana. Jamal shares that “making partners,” that is, finding commonalities, is his first step in every single sales effort. Thanks, Jamal, keep up the good work, and thanks for the great thought.
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