|
Say That Again, and You're Fired! What is the one word or phrase that can get more people fired than any other word? Now of course a question such as this can force even the most pure of heart to exhibit a devilish grin for what they may conjure up in their mind. But there is one word that can move you in the wrong direction towards career advancement. The following story will give you the answer. In pursuit to seek out fame and fortune in the dot.com world as many had done in the 90’s, we were no different; a team of individuals all rolling the dice to become the next group photo on the cover of Fortune Magazine: Millionaires Cashing In! While the company was growing and fighting to stay afloat, a new owner came on board to help us get to the next level. Upon his arrival, immediately, revenue increased, the company grew and the product lines expanded. As the “good times” were rolling, yours truly was landing the largest deals in our company’s history with Fortune 50 clients. Then one night, something happened. An innocent conversation turned ugly with our new owner. As the dialog took shape, it became painfully obvious that it was focused on a self-centered sales person who felt he wasn’t given his just due. And to no surprise, our new owner was growing impatient by the minute and finally let me have it. “John, if you say the word “I” one more time, I’m going to fire you.” I was frozen. I couldn’t move. Here I was the top producer in the company, the next closest guy was light years away from me, and I was being told I might be fired. My reply sounded like someone who was attempting to speak with DUCT TAPE on their mouth. “Ssssssssoooo Bbbbbbbbob, wwwwwwwwhattttt wwwwwwwwould YOU like tttttttttto talk about?” He told me that we were going to talk for 10 minutes and I was not allowed to use the word “I.” I was spent after one sentence. There is no way I could do this for 10 minutes!! My brain couldn’t comprehend not saying “I.” It was as if my brain was locking up and I had to keep doing “Ctrl-Alt-Delete” to restart it. A lesson was learned that night. Lesson #1: It’s not about you. Lesson #2: If you begin to think it is about you, re-read Lesson #1. As a sales person, we get caught telling the customer about the time we invested in them, and all of the things we have done. When that happens, you lose leverage and you get yourself in a bad spot. The best way to get the leverage back is to tell the customer “Our apologies. In our initial conversations, we should have done a better job in understanding your needs so we wouldn’t waste your time proposing a solution that most likely wasn’t a fit.” Make it about them and take the blame. Another example, when a customer says “Well, don’t you want our business?” Your answer should be “Mr. Customer, thank you for making it about “us,” but when you say that, my fear is you have transferred this conversation to us. It needs to stay on you. The real question is do YOU want to get this issue fixed. And if so, do you see our organization as the best solution to fit your needs.” Make it about them gang. Don’t let them make it about you. Note: You will notice, the next time you write an email, how many times you use the word “I.” This is a 10 paragraph newsletter, and the word “I” isn’t mentioned until the 242nd word. If you work hard enough, you can make all of your propaganda, from emails to marketing collateral about them!! |
>> FIND OUT MORE
|