Do You Want to be Right Or Do You Want To Help?
September 28, 2009 by admin
Filed under Uncategorized
The healthcare debate has reminded me a lot of sales processes gone wrong. We hear it all of the time.
Sales conversations always start with the right intent in mind (at least in my happy place they do)—figure out the problem, put a recommendation together, connect the dots so that my prospect believes in the value I will bring to the situation. Somewhere in that stream of events it seems that things go awry.
Our focus and intent goes away from helping our prospect. Suddenly, we’re more concerned about being right—concerned about beating the competition—concerned about getting our way—concerned about looking good to everyone BUT the prospect.
Who loses in this situation? Is it you, the competition, the opposing viewpoint? No. It’s the person that had the problem to begin with. When we lose our intent on fixing problems and instead focus on being right, the person we set out to help doesn’t get the best of us.
Remember what you’re “fighting” for. If you’re fighting to “get,” the majority of the time you’ll lose.
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