Street Smart Influence - Jon Berghoff

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Building a Cathedral

By Jon Berghoff on August 2nd, 2010

Building a Cathedral One day, a man is walking the street, and he comes across a worker, laying bricks.

“What are you doing here?” asks the first man.

“Laying bricks,” replies the worker.

The man walks a littler further, and comes across another worker, laying bricks.

“What are you doing here?” he asks.

“Building a wall,” replies the worker.

The man walks a littler further, and comes across another worker, laying bricks.

“What are you doing here?” he asks.

“Building a cathedral,” replies the worker.

As you lead your team: Do your people know they are building a cathedral? (Long Term) Or are they just laying bricks? (Short Term)

As you sell: When you describe the value you offer, are you talking about the cathedral? (Value / Emotional Benefits / A Future Story) Or are you just focused on the bricks? (Features)

As you dream: Can you see your own cathedral? (Future) Or are you just stuck on the bricks? (Today)

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Building a Cathedral

Jeffrey Paul Bobrick

Jon, I've heard this story before and even told it, but its great that you are sharing it with your ever-growing readership.

Hope you're doing well and that your cathedral is coming along. ;)

Jeffrey Paul Bobrick
Singer and Songwriter
http://www.ilovejpb.com
JOSH MUELLER

I love this. Vision is the key to long term sustainability. Great thoughts Jon. Thanks for reminding me to always remind our team that we're working on a cathedral that, when built properly on a solid foundation, will be there for others to enjoy long after we are gone! Have an awesome day my friend.
jonberghoff

Josh, great thoughts! Honored to have you as a reader, contributor to Sales
Growth Blog!
Rum@HomeRum.net

I pressed post a little too fast.

Jon, great article and the focus on the long term goals is escpecially motivational for a lot of folks experiencing a down turn in this economy.

I read a similar story and another sales book, the man went on to say to the 3rd person "Cathedral?? You are supposed to be building a Wal Mart!" Make sure you are focused on the right goal!

Excellent article! I look forward to more!
jonberghoff

Rum,

you have grown your business in an economy and market that others would have said was impossible. You have always known that you are building your cathedral!

Cheers Johnny!
Aaron

Hmm.. I wonder if we could use this even when someone asks us HOW we're doing..

And instead of checking in with ourselves to see how we're feeling at the MOMENT... we use it as an opportunity to feel grateful for our lives, our goals, and the things we're pursuing.

:D
J Brad :)

Great analogy. This can help leaders help people -- "Good leadership means helping average people achieve superior results, thus showing the people that they are not average after all." ~ JBB original
jonberghoff

Brad, I love your quote. Well said!
Jim Hutchinson

Good analogy Jon. Mindset is the difference between knowing what you are doing and where you are going.
jonberghoff

Right on, Jim!
kellysilter3414

Jon keep up the great posts.
kevink34155

Great post. As a manager I find myself always having to be one step ahead of what we truly are trying to accomplish while still pushing to get the smaller short term projects done that lead to the ultimate long term goal.
Charles

If only everyone read your blog to help further how they perceive what they are really doing.
cathystrickler5215

What a great way to describe how important it is to sell something larger or long term instead of just the short term part of things.
Michelle L.

Jon your always so insightful pointing out the "little" things that people often over look nor don't stop to think about or realize how important and impactful just a state up mind or thinking about the long term effect over the short.