I have to admit, I was a bit nervous about this book topic. I mean, we had never taken up a fiction before, much less a romance novel! In the hindsight, I think Arlene Meilich made a provocative and yet a wise choice with this book. I also loved the story-telling format she chose for the discussions, which stirred up more relevant business discussion than we have ever had.
The challenge I had presented to the group was being able to stay focused with certain aspects of my business. I walked away with many important insights into that issue as well as with some other issues that had been bugging me for quite some time.
Some of these insights are:
1) We often have to make difficult choices in business and in our personal lives. In such instances, I need to trust my internal guidance system and do what I feel is right. And after having made the decision, trust that the decision I made was the best decision I made and move forward with confidence and ease. Second-guessing myself and my decision is a terrible waste of time and energy that I just can't afford.
2) With the din about economic problems getting louder, it's tempting to let some of my "terms" and rules loose. But staying true to my "terms" is even more important now than it's ever been. Instead of letting my principles and practices loose because of the "bad economy" excuses from prospects - setting strong up-front contracts, truly getting to prospect's pain, qualifying prospects for budget and decision making process - I need to commit to them even more. I need to be more gutsy up-front with such things to avoid wasting time with bad prospects.
3) There is a clear connection between being clear, being integrated (whole) and being focused. Without being clear, I can't be focused. Without bringing different pieces of my life into an integrated whole, being focused is very difficult.
Thanks group, for an insightful discussion. And thanks Arlene for leading such a thought provoking session!
Hope to see you all on May 14!
Happy Success!
Bhavesh.
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It's interesting that everything really is connected, and in the case of the story of our football hero, there was much to relate to our own lives.
ReplyDeleteI think it is easy to take "a new turn" when the bridge is out, yet how much time and opportunity do we waist when we don't "plan ahead" and discover that the bridge was out in the first place. (OK, enough of the symbology).
I must be conscious of the 'voices' in my head which would cause me to alter my fundemental approach to selling. It is easy to plan well, get clear about my terms, and why they are my terms. After all, there's nothing worse than arriving at a sales call only to discover that I shouldn't be there in the first place. It's not my desire to turn 'crap into Gold'. And, the crap is not the prospects fault, it is mine!
So, rather than change my terms, standards (for when they are violated) and my practices (techniques and behaviors) to reflect fear and desparation, I must become clear (again!) about my Purpose for selling (A professional exchange which results in a clear and definable outcome-yes/no) so that I can then choose the terms, standards, and practices which are 'integral' in being on purpose.
The road to success can be short and straight or it can be frustrated with lots of zig-zags...