I was rereading Zig Ziglar’s Selling 101 on a beautiful but cold Sunday afternoon. If you are in sales or marketing it should be required reading. If you are in any roll where you must influence others (teaching, healthcare, hospitality, parenting), you really should read it as well.

It in first two pages good ole Zig gives a great story. He tells of how Aristotle theorized that two objects of the same material but different sizes would fall at different speeds. Centuries later at the University of Pisa, Galileo proved this theory wrong by dropping two different sized objects off the Leaning Tower of Pisa and they hit the ground at the same time. Even with this obvious proof, the University of Pisa still taught Aristotle ‘s incorrect theory. Why? Because Galileo convinced the University but didn’t persuade them.

What’s the difference? Convincing someone consists of telling or showing them something. Persuading someone consists of asking them questions and letting them figure it out for themselves.

How could have Galileo persuaded the University years ago? He could have asked the students to come up with ways to test the theory themselves.

Why did I talking about a “sales” book on a blog about coaching and personal/ professional growth? Asking a question!!! Because coaching is largely asking my clients questions and then holding up a mirror so they can see their answers. You don’t necessarily need a coach to do that for you. Ask yourself hard questions about who you are and who you want to be.