For retail salespeople and sales managers everywhere The Three Wise Men are cousins of The Three Ways to Increase Your Business. To remind you, the latter refers to increasing your Traffic/Opportunities, Close Ratio, and Average Sale. If you should take … Continue reading
Behavioral Flexibility = Emotional Objectivity
For everyone, everywhere.
What does that mean?
If you’re a regular reader (thank you!), you know that the DiSC Behavioral Model is a core competency arena for me. I think salespeople, designers, managers, leaders, coaches should ALL understand how to identify and adapt to different types of people so that those people get a great experience and you can anticipate and avoid obstacles that naturally arise with specific DiSC styles.
Last week, when I was coaching a design team, I heard myself say to one of the designers who was describing an interaction with a particularly challenging (for her) client that she lost her emotional objectivity. She was hooked by the clients behavior, made judgements that diminished her credibility with the client, and communicated in a way that created a disconnect in the relationship. She was a Dominant and the client was a Steady…complete opposites. Had she known how to identify their style, anticipate some of the predictable hurdles, and adapt her style to their style, ALL of this could have been avoided.
It’s a skill to learn and a practice to develop…and worth every minute for what it brings in peace, connection, understanding. I will step over the obvious Nick Lowe reference and ask you to consider it for yourself.
Now, go sell something.
For everyone, everywhere
It’s a lovely movie and song…and fodder for a perspective to bring to your work and your customers and clients.
Is not the same as like. You don’t have to and won’t like all of your customers, co-workers, employees or employer. Like has something to do with them and their personality, behavior, ethics…all sorts of things that contribute to them being likable and to your response to them. It’s always a good idea to consider that the people you like and don’t like has as much to do with you as it has to do with them.
Just think about that without reacting and defending…just for a moment. :)
Love is from your heart. It’s a place to operate from with everyone, especially those you don’t like or are drawn to, align with, in sync with. It’s especially helpful when the interaction gets a little sideways when it’s easy to react.
Merriam-Webster defines mercy as – kind or forgiving treatment of someone who could be treated harshly, kindness or help given to people who are in a very bad or desperate situation.
Everyone has something that they are struggling with, something that they don’t share with everyone and yet it informs their day and captures their thoughts and feelings. Some are better at managing particular challenges than others. And when people are making decisions that impact their income, their homes, their work lives, often without all of the skills or information to be confident and competent, they may not be operating from a powerful place.
Grant them mercy from your place of generous humanity.
Thank you Brian Wilson for the inspiration.
Now, go sell something.