Last week, a service professional
was trying to sell me on the value
of working with his company.
The problem:
he was using the wrong metric
when it came to what would
interest me most.
What do I mean by metric?
In a nutshell, it’s what moves
the needle for someone
and/or their business…
or as I say in my stage keynotes,
“What Razzes Their Berry?”
For example:
- Money
- Reputation
- Creative Expression
- Contribution
- Expanse / Reach
- Etc.
As everyone ramps up for the coming year,
a mistake I so often see made
in consultative sales and “biz dev”
is that people assume
someone else’s metric
is the same as their own.
If you’re trying to win over
others–whether that’s a prospect,
a partner, or members of your team–
be sure to express your ideas & value proposition
in terms of the other person’s metric.
And if you want a banner year ahead
for yourself, make sure
to stay clear on your own.
Risk Forward & Rock On,
