Would you. . .
. . .read the sales letter that you are writing? Would you take action or would you throw it in the trash?
. . .follow and be interested in the sales pitch you are developing? Would you want to hear more and investigate or would you count the moments until it was over?
. . .read the paper you just wrote? Would you find it to be compelling, well-reasoned and argued or would you look at grammatical errors and look forward to the next paper?
. . .find the newsletter that you send out interesting? Would it say something about your culture and organization or would it take up paper?
. . .find the concerns that you are expressing to your supervisor constructive? Or would you think that they were petty and smack of gamesmanship?
. . .follow you?
. . .be interested in participating in a project with you? Or would you dread dealing with you because you made things complicated, pushed work off on everyone else while taking credit for any good?
. . .find a meeting that you led productive? Or would you be bored, distracted and counting the moments until you could get back to work?
. . .be your friend? Do you lift friends up or drag them down? Do you fill them up or drain them?
. . .follow the line of reasoning that you are taking? Or would you find it to be shallow?
. . .follow and be interested in the sales pitch you are developing? Would you want to hear more and investigate or would you count the moments until it was over?
. . .read the paper you just wrote? Would you find it to be compelling, well-reasoned and argued or would you look at grammatical errors and look forward to the next paper?
. . .find the newsletter that you send out interesting? Would it say something about your culture and organization or would it take up paper?
. . .find the concerns that you are expressing to your supervisor constructive? Or would you think that they were petty and smack of gamesmanship?
. . .follow you?
. . .be interested in participating in a project with you? Or would you dread dealing with you because you made things complicated, pushed work off on everyone else while taking credit for any good?
. . .find a meeting that you led productive? Or would you be bored, distracted and counting the moments until you could get back to work?
. . .be your friend? Do you lift friends up or drag them down? Do you fill them up or drain them?
. . .follow the line of reasoning that you are taking? Or would you find it to be shallow?
A former mentor of mine, when discussing how a salesman should conduct himself, said that as a salesman, I'm the customer's advocate. That is, within my own organization, I represent the client.
Taking this position, even a simple presentation letter, should be offered from the perspective of the client/prospect.
Or more subtly put, are you selling "to" them, or are they buying "from" you.
A small, but very important, distinction...
- J.
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VERY thoughtful questions Kurt. Thanks so much. Sent over here from Managing Leadership blog. E.
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