Written by: Vickie Sullivan | September 17, 2019
The Power of Pushing Yourself
We’re back home from the annual cross-country road trip. Apparently, the fourth time is the charm. It was epic!
As previously reported, the biggest stretch experience was the seven-hour hike to the famous Narrows at Zion National Park. Now that I’ve had time to recover and reflect, here’s what I really learned about myself and how it applies to conversations with prospects and clients:
• How stories change when we’re tired. I went from a “this is great!” attitude in the first four hours to “OMG! I gotta get outta here!” in hour six. I’m not proud of the excuses I made that impacted my choices. What I’ll apply: When frustrated prospects reach out to us, they have a story that will drive their reaction to our approach. Let’s address that story first, then go from there.
Listen: The Most Impactful Things We Can Do When Folks Are Struggling
• How experience evolves. Crossing the white-water river the first four times was a very different experience than what happened during the fifth to eighth crossings. The boulders appeared bigger; the current seemed faster. I got stuck in several places and fell three times. (The only thing I hurt was my pride.) What I’ll apply: Our buyers may have a similar experience when they are in implementation mode. Obstacles appear bigger when struggling. Let’s bring our empathy with our suggestions.
What I really learned was how people feel when outside their comfort zone. When we put ourselves in their place, not only do we have more compassion, but we can speak more directly to what’s really going on in their journey. And that perspective can be the most valuable thing we give.
Now Read This:
- Guiding Buyers: 2 Ways to Personalize Your Approach
- Springboard Marketing: Leveraging Your Expertise Into an Empire