Something funny happens when people think;
> They come up with creative solutions.
> New ideas turn into best practices.
> Innovation explodes.
> and mistakes happen.
The crazy part is that some organizations want the creative solutions, best practices, and innovation… yet don’t allow for mistakes.
Which leads to people NOT thinking because they don’t want to be in trouble.
Unfortunately, not thinking stops creativity, people do what has always been done, and the organization stagnates.
The key to allowing mistakes is to;
> teach people what a calculated risk is.
> making sure lessons are learned.
> manage the fallout.
Make sure you encourage thinking, you’ll be glad you did (even when mistakes ensue)!
Do you have a call plan or are you playing sales scratch off lotto?
Where you scratch to see the winning numbers… then scratch off your portion of the ticket to see if you get a match!
The sales scratch off is when you have; no call purpose (what the prospect or customer will get out of the call), no value proposition, no information to share..
YET expect to have a quality conversation and be found valuable.
It always seems strange to me that salespeople believe they can have a great conversation without defining a purpose – the REASON it is important for the propsect or customer to speak with you. If you haven’t defined the “why this is important” for them, how can you articulate it?
PLUS on the sales side with no defined objective (what you want out of the conversation), how will you ever know if you had a; great, good, ok, mediocure, or falure? It’s like starting to drive without a destination in mind – you could end up anywhere – as well as significantly decreasing the chances of ending up where you want to be.
The typical tie between the purpose and objective is insightful questions – those typically don’t fly off the top of a salesperson’s head – instead they are crafted like fine wine – then refined to continually make them better.
Stop playing sales scratch off lotto – take the time to write out your call plan!
Feel free to put whatever tone of voice you want to that quote.
It happened, in what I would have thought, was mid-conversation.
Not a heated one, but certainly a conversation where there were two distinct points of view.
Of course, it was the abrupt end to the conversation.
I guess I did get my way, but it felt more like the other person gave up vs. gave in.
Lot’s of things may have been behind it:
> you obviously care more about this than I do so it’s “fine, go ahead”
> you’re beginning to annoy me and I don’t feel like this is worth the conflict so “fine, go ahead”
> I have more pressing things on my mind and I’d like you to go away, it’s “fine, go ahead”
or many other options I can’t even imagine right now.
It’s been two weeks since the exchange and I’m still baffled.
No matter what the reason, please give your WHY before you give in.
© Yanik Chauvin | Dreamstime Stock Photos
Now here is the crazy thing – coaching doesn’t necessarily need BIG unresolved questions to be asked. Like the sign post in the picture.
> asks you a question you didn’t think to ask yourself.
> works on tweaking something vs. completely reworking it.
> helps you take one step forward you wouldn’t have done on your own.
> confirms what you know is actually true.
Striving to be a little bit better at what you do, requires an outside view.
Another person looking at your current situation, where you want to end up, and working with you to get you there – faster.
If you don’t ask for help, success takes a lot longer to obtain.
If you don’t take action on new ideas, you’ll be stuck where you are.
If you don’t accept coaching, you’ll never achieve top results.
Be Coachable – FOREVER
email has no tone of voice
email doesn’t allow for reactions to be gauged
email can be words without meaning
email should not become a series of one sentence responses
As a leader and a manager – please use email as ONE of your forms of communication.
It doesn’t replace having a conversation with an individual on your team.
Recently I experienced a back and forth email that was seriously annoying (at least to me). Why?
1. because a 3 to 5 minute conversation would have completed the communication effectively vs. an email string that went on (and off) over a few hours.
2. there was no attention paid to the topic, only responses to what we each wrote back.
3. it was NOT a conversation, it was a series of seemingly independent thoughts loosely tied together because they were in one document.
From having a conversation the next day we were BOTH frustrated by how the communication went.
Why the email string vs. a conversation?
> the person I was communicating with was in meetings all day BUT felt it was important to respond immediately – what would have worked is “I’m in meetings all day, would you like to have a conversation tomorrow or email back & forth?”
> as we each got frustrated, we just wanted it to be over… so both of our responses became shorter and less expressive.
Before you click reply OR send an email in response to a voicemail please remember; Email can NOT replace a conversation