Last week, a service professional
was trying to sell me on the value
of working with his company.
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?”
- Creative Expression
- Expanse / Reach
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,