I found this video and it’s a great way to kick off the discussion of our BEFORE unit.
Before getting into the BEFORE unit … it’s important to get connected to the experience of the prospect.
Because sometimes we get caught up using “business speak” (ie, “leads”, “contacts”, “capture”, “conversion”, “metrics”, etc) and we aren’t present to the reality of these terms referring to real life human beings – each with their own unique needs, desires and experiences.
This video does that brilliantly, in my opinion.
{ 4 comments… read them below or add one }
I saw this last week and failed to share that I think this is a great video that we can really take away from. I think we fall into this way of thinking sometimes but over all I think we do a good job relating to people as people…but if definitely needs work.
We do a great job. And I think it’s a discipline that we have to cultivate daily. For me, it relates directly to the conversation we had today around the “show by’s”. It’s important to strike a balance with effective time management, qualifying skills and good service. They do not have to be at odds with one another and we have to be careful in our “business speak” not to dehumanize the process to the point of being on the constant defense with how our “leads” are behaving. They’re just people being people and we want to be known as someone who adds value to people’s lives. Not just qualifying them Ready vs. Not Ready and moving on.
I agree. This is something I think we all finally get. We just need to give it a polish. … by “polish” I mean, for example, having those basic standards as a group around things like the show-bys. All of us working in unison in how we handle situation A, B and C; being able to recreate the action like a knee jerk time and time again. Great reference Josh.
What are all of those letters after your name?? I love it.