Today, I plan for each client by developing a unique strategy that will help them achieve their goals.
This was not always the case.
During my first few years as an executive coach and advisor, I treated all of my clients like a mathematical equation.
For example, I had many clients that had a problem generating new sales. So, I rolled out my lead generation system + a conversion rate process and expected tons of new sales.
It’s simple math I told myself. Every business and business professional is essentially the same and if I just implemented the system we would have success every time.
What I soon learned is that while the every business is built upon the same fundamental principles (generate a lead, convert that lead into a customer, get them to buy more often and spend more money each time – repeat) business professionals are all very different.
I now realize that we (business professionals) are all a little nuts.
Each of us has a unique viewpoint, set of circumstances and background. These make us very different.
As a result, before we can address any challenge or implement a new solution we need to really understand the person with whom we are dealing.
This requires that we follow the advice of Dr. Stephen Covey and “Seek first to understand before we are understood.”
While this advice seems simple and straightforward, it is extremely difficult to put into practice.
I have sat in on hundreds (if not thousands) of conversations between individuals who were both trying to convey their viewpoint.
Here’s what I typically observe. One person starts to argue their point. The other person waits for a few seconds and as soon as they hear the beginning of the argument they stop listening and begin to formulate their response.
They seek first to be understood and give absolutely no thought to understanding the other individual.
This leads nowhere and often results in both individuals telling me that the other person “just doesn’t get it and never will!”
If you want to have the best chance of having a meaningful conversation with another person that effectively leads to a resolution you need to make certain of two things before you respond to their point of view:
1. You have a crystal clear understanding of their point of view.
2. They realize that you have a crystal clear understanding.
Once this is complete, you have then earned the right to respond.
I am not suggesting that you agree with their view – it’s OK to agree 100% with their opinion. However, it is critical that you hear them out and show that you respect their opinion before communicating yours.
Here’s a simple strategy to help you put this into practice – wait 2 full seconds before you respond to anything they say. For most of you (us) this will seem to last an eternity.
Trust me – it’s worth it.
CJ McClanahan
reachmore
(317) 576-8492
www.goreachmore.com
Tags: Business, Empathy, executive coaching, point of view