What’s the Carrot?

When I was a little guy, my dad told me a story about growing up on a farm during the Great Depression.

To till the land, Grandpa hitched his mule to a plow. One day after dinner (that’s how many farmers refer to their noon meal), the mule wasn’t in a mood to pull. Grandpa promptly returned to the house and retrieved a still hot carrot from the serving platter on the family table.

Mules instinctively clamp down on anything placed under their tales. And so it was with that carrot. Grandpa, and his mule, plowed the field in record time.

WARNING: Do not try this at home!

For those of us in sales, marketing, and/or leadership roles, it is vital to understand “the carrot.” That is, what inspires our prospects, customers, and associates. Do we fully understand their values, interests, needs, wants, and expectations...before attempting to persuade them to move forward?