Growth Happens on the Edge
Growth Happens on the Edge
I’m quoting one of the greats: my dear friend and colleague Natasha Facci here. It’s true.
Whether you’re an organization or an individual, we’re not stretched enough while everything is running smoothly. After all, if it ain’t broke right?
But like that other cliché/saying: necessity is the mother of all invention, when what we’ve always done ceases to work, we need to do something differently. When the change is external to us: our working environment, our company’s policies, our customer base, the economy….our effectiveness in that new situation comes down to our ability to respond well.
That’s an inside job. Sure it can be supported externally, but that decision to respond in a certain way is ours alone. The quality of that decision will depend on the work you’ve done to expand your internal capacity.
I won’t even try to address all of that in this one blog, but from a sales perspective, I have a number of questions to help you to clarify the way you want to respond to the reality of selling when COVID-19 exists, there is no vaccine yet, and were all doing the best we can to keep ourselves and one another safe.
HOW DO YOU WANT TO BE REGARDED BY YOUR CUSTOMERS, YOUR PEERS AND YOUR LEADERS OVER THE NEXT 12 MONTHS?
What do you want them to think, feel and respond to you?
What about their thoughts, feelings and responses will matter to you? If they think, feel and respond the way you want them to, what impact is this likely to have on your business relationship?
WHAT DO YOU NEED TO DO / WHAT ACTION MUST YOU TAKE OVER THE NEXT 12 MONTHS IN ORDER TO BE REGARDED IN THAT WAY BY YOUR CUSTOMERS, PEER S AND LEADERS?
What are all of the steps to take to make this happen?
What’s the first step?
If we work back from the final quarter, what’s the primary action per quarter?
WHO DO YOU NEED TO BE IN THE NEXT 12 MONTHS IN ORDER TO BE REGARDED IN THAT WAY BY YOUR CUSTOMERS, PEER S AND LEADERS?
What attitudes will you need to embrace in order to be regarded that way?
What behaviours will you need to stop/start/keep doing?
How will you ensure you “show up” the way you need to in order to be that person?
The way we show up in the world speaks volumes.
Whether we’re deliberate or completely unconscious about the way we are doesn’t stop others from evaluating us. It’s their experience of us that is the true test.