Her eyes lit up – “Daddy, I did it. Did you hear that!?”

Her eyes lit up – “Daddy, I did it. Did you hear that!?”

No matter how hard she’d been trying, she couldn’t get the D chord to ring out on my guitar. So I handed her a different guitar.

She didn’t know that:

– It was an extremely rare guitar – 1/640 ever made
– It was handmade in Boston, MA – 80 years ago
– It was worth more than my car

What she cared about is whether or not that guitar was going to help solve her problem. 

She tentatively placed her fingers in that awkward triangle formation to strum a D chord – and they all rang out.

Her eyes lit up – “Daddy, I did it. Did you hear that!?”

In sales and consulting, we love to talk about our products or our frameworks and how awesome and cool they are – and we should be proud. 

Sometimes we forget, though, that we’re in the business of lighting people’s eyes up so they can overcome their problem and say,

“I did it!”

Here’s to empowering your customers!