A Japanese bonsai tree is a true marvel.

It is a tree, to be sure, but it has been cultivated to be a perfect dwarf, a miniature embodiment of the whole of nature.

So, when you perceive it, you dont see whats missing. Youre treated to whats there, which is very little, but still, its infinite.

Quite a trick, and thats what makes it both a tree, and art at the same time.

Selling, that is, thoroughly enjoyable and successful selling; consists of communicative bonsai trees, little gems of give and take.

For example, imagine this scenario.

A customer gives you an objection, but instead of answering it at length, you simply respond with one word: Really?

In that second, that miniature of expression, youd be doing several things:

(1) Expressing curiosity instead of condescension or hostility, which are defensive and alienating replies to objections;

(2) Youd be conveying the idea that the person is off the mark; and

(3) Youd entreat the prospect to elaborate, which might make him aware of his folly and provide you with more information that could assist you in intelligently replying to his concern or mistaken perception.

One tiny word can do all of that?

You might think that's hard to believe, or that one word can't be so all-powerful.

Really?