Manual Oracle and art of prudence, by Baltasar Gracián (1)

Let's talk about it:

a) Good listener. Gracián , in this initial phrase, he uses the first part of the original Spanish proverb A good listener few words are enough , to title his aphorism 25. Of Latin origin, Intelligenti pauca (To the intelligent, little: the wise, few data needed to understand a thing), has a long classical tradition in Spanish. With it he wants to point out that whoever has a good understanding does not need long explanations to understand

Often, in a conversation, only the first part of the saying is quoted: A good understanding ... or, even, sometimes only the second: ... few words are enough , to suggest that with what was said immediately before, it is not necessary to give more details so that it is understood fully partially counted. In other uses, it is the caution and the discretion that they advise to use few words.

b) Art was to know how to think: it is no longer enough, it is necessary to evolve, and more in disappointments.

Gracián thinks that even though his days, the knowledge of reasoning (2) was considered as the The greatest of all the arts (or capacities that could be studied and acquired), now, -in its time- that has changed and is no longer enough. Now, in addition to reflecting on the known, it is necessary to inquire about what is not immediately noticed. And if that is always necessary, it is more so when it happens (walks, walks, is, navigates, nothing,) in conflictive situations (disappointments).

c) It can not be understood that I was not a good listener.

And it leaves us an ingenious saying: It can not be (considered as a) understood (or authority or expert) that is not good understanding (That he does not know how to search or adequately investigate and adequately interpret the observed.)

d) Ai zaoríes del coraçón and lynx of intentions.

He also warns us that within the people we know, there are real experts (dowsers and lynxes) (3) in the intentions, that is, in what is not immediately visible. And that ...

e) The truths that matter most to us are always half-empty; ...

Today we would say that data that matter most to us are wrapped in others that are not. And that what is observed is only the "half" of what would need to be known.

Therefore, the sellers, when obtaining information about our prospects, we should be attentive to the detection of that "means to say" , that is, not to be deceived by the half truths, partial information, objections or absences that the prospect offers. Think the real estate seller reader, which sometimes it is difficult to know with precision the true intentions of the potential client that we have before us.

f) Faced with this situation, advises to apply our " all understand "so that we extend our disbelief before some things we hear, adapting our ability to understand the favorable or unfavorable (hateful) character used by the other, by our interlocutor or source of information, in his speech.Spain/ventasgrandes.net/FrS.005

Notes:

(1) Source: Oracle manual and art of prudence . Out of the Aphorisms that run in the works of Lorenço Gracián, by Baltasar Gracián. Publish it Don Vincencio Juan de Lastanosa, and dedicate it to His Excellency Mr. Luis Méndez de Haro, Count Duque. With licence. Impresso in Huesca, by Juan Nogués. Year 1647 . We bring it here with the same spelling found there.

(2) Discurring: Thinking, reflecting, talking about something; apply intelligence to deduce things.

(3) (Zaoris of the heart): Zahorí is the person to whom it is attributed the ability to discover what is hidden. Here would be the person who easily finds out what another, feels or thinks.

(4) See for example, Alexander Poppe , in your: Telemarketing.

(5) When we talk about our adaptation of the Rackham SPIN method to real estate sales in Spain.

(6) The image has been taken from Wikipedia and, as we read in it, it is an anonymous author's picture, found in Graus. (Graus is a locality and Spanish municipality of the Ribagorza, in the province of Huesca, in the north of Spain.)