Mein Blog
Mein Blog
Starting in the new year means starting new challenges. Starting new things means finding new opportunities. And new opportunities means dealing with changed conditions and new chances.
What is most important is not only to accept these new conditions but to focus on every single chance which you will encounter. Maybe it is a great sales opportunity, which you can take and develop to a great success story. Maybe it is an upset customer who claims unfair conditions or lack of attention.
The secret of dealing with these situations is presence and positive attitude. Every single opportunity is a new chance. The complaint has to be seen as a valuable feedback and the chance for own improvement. It has to be seen as a new opportunity which can be converted in a trustful partnership with an (in the moment) upset customer. If you listen to his feedback you can learn for the future and improve your setup or your go-to-market. And in the end you will face a trustful customer who acts like a partner.
But don´t focus only on processes and customers but also on your employees. They are the most powerful relationship manager internally and to your clients. So be present for them, hear what are their objections and listen what they have to say.
This feedback has to be separated - like you are doing it with your customers - in pretexts and real objections. Pretexts are brought forward to stay in the common situation and not to develop more profitable or valuable habits. Real objections will lead you to decisions and changes which enable all to get on a higher level (faster, better, more quality,...). Pretexts have to be treated sensible, because in most cases the employee or the customer don´t know the whole truth or cannot see the benefits - yet. So you have to convince him to try the new habits and you have to be present to get regular feedback if everyone is on the right track.
To give you one picture, think of you with stretched out hands and a butterfly is sitting on your left hand and your goal is to bring him to the other side. You have to move your hand slowly but with the right speed continuous and very sensitive.
So stay positive, think about all arguments, give regular feedback and be present to listen and act. Communicate your decisions and move forward!
„The secret of change is to focus all of your energy not on fighting the old, but on building the new:“
Sokrates
PRESENCE and POSITIVE ATTITUDE
Mittwoch, 10. Jänner 2018