We are each consumed with problems. Problems we encounter in our jobs, problems our organizations have, problems in our industries and markets, problems in…… It’s overwhelming and exhausting. We can’t possibly address all of them, and too often, when we do, new challenges pop up.
Too often, we push the problems to the side, just ignoring them, accepting the consequences. Too often, when we look at change and addressing a problem, we worry if we are doing the right thing, we are consumed with FOMU (Fear of Messing Up). And, the majority of change initiatives are abandoned because of this. While we see the value of change, we have lived with the problems and it we tend to think it’s easier to do nothing than change.
This mindset impacts all of us, it impacts our customers. And it stands in the way of changing.
As sellers, we’ve been taught to be problem solvers (At least with high performing organizations). We focus on problems customers have and seek to help them eliminate those problems through implementing our solutions. And we run into the exhaustion our customers have in focusing on problems, and FOMU.
What if we started shifting our focus on problems?
What if we inspire our customers (and those in our own organizations) to imagine new possibilities?
What if we could help them think of a future, not in the context of solving the problem, but in the context of what that future might mean to them and what they are trying to achieve. Rather than positioning things as “Imagine what will happen when we move your win rate from 15% to 30%?” What if we got the customer to think, “What would it mean to double your revenue?” (Which is what that win rate change would achieve.)
It’s amazing how our attitudes change by shifting our mindsets and how we look at things. And when we are surrounded by problems, it’s hard not to be overwhelmed. But by shifting the perspective, we can get deeper engagement and more excitement about the future.
There are those who view the glass as half empty, and those that see it as half full. We want to help more see how they can get the glass to overflow.
Afterword: I’m experimenting with a new AI tool. It is a discussion of the content of this post, representing some different ideas on what it might mean for you. Enjoy!
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