Who do adolescents look to for advice as their thoughts and curiosity turn to matters of the birds and the bees?
These days the answer is most likely Google but think back to the when the nearest thing to sex advice came from a ‘borrowed’ copy of Playboy magazine.
Most likely, you turned to your friends for advice on sex.
Though our friend’s expertise might be limited, we naturally seek advice from others that know more than us… even if their knowledge advantage is only slightly more advanced then ours.
It is unlikely we sought wisdom from those that, because of their age or experience, we perceived as having less experience or knowledge than ourselves.
We seek guidance from those we perceive as having more knowledge or experience than ourselves.
We listen to and respect those we hold in esteem.
Now consider how our actions and behavior in front of prospects and customers contributes to or detracts from our esteem.
- When a prospect misses a meeting without prior notice and we meekly request a reschedule ‘at their earliest convenience’ how does that show up?
- When we sheepishly dance around the topic of decision authority and budget, how does that show up?
- When we jump on a plane to travel across the country explicit commitments from a prospect at our expense, how does that show up?
Each of these choices subordinates our needs to those of our prospects.
Stated simply, any action that puts us below our prospect or customer in terms of esteem robs us of the ability to serve them.
Make good choices.