In our dynamic world, how we measure success is evolving …
In sales – it’s not just about closing deals. Success is based on building lasting partnerships.
In leadership – it's not telling people; it's about leveling up people and teams through relationship and feedback.
In short, our definition of success is moving from transactional experiences to relationships. So how do we change our actions and our focus to address this new definition of success?
To move away from a transactional mindset, start by delving into the challenges, goals, and pain points of the person or group you want to connect with. Listen actively, ask probing questions, and strive to comprehend their unique needs. This understanding forms the foundation for a consultative relationship, where you become a trusted adviser rather than just “sales” or “leader.”
For instance, at BecomeMore Group we call our first discussions with a potential new client "discovery." Because the entire focus is on what we can learn about the person and the organization. Discovering their challenges, goals, successes, and pain points initiates our ability to be in a relationship with them.
Rather than offering an over-consistent method, tailor your approach to align with the specific requirements of each person. This personalized approach demonstrates your commitment to their success and positions you as a partner invested in helping them achieve their objectives.
Consider your one-on-one meetings with your team members, for example. You might structure meetings differently for staffers with a Predictive Index "High A," compared to a staffer with a "High D."
Elevate your role by becoming a valuable source of knowledge. Share insights, trends, and best practices that can provide options and alternatives. By offering relevant information, you position yourself as an expert who genuinely cares about their success, fostering a more consultative relationship.
Move beyond merely telling/selling by actively collaborating with clients to solve their challenges. Engage in problem-solving discussions, brainstorm ideas, and work together to find innovative solutions. This collaborative approach reinforces the idea that you are invested in their success.
Keep the lines of communication open throughout the entire relationship, seek and give feedback, and be responsive to their evolving needs while providing constructive feedback. This ongoing dialogue reinforces the consultative nature of the relationship and allows you to adapt and pivot as necessary to maximize the relationship.
For example, each BecomeMore Group staff meeting starts with every staffer (including senior leaders) sharing something that went well that week and something that didn't go well. This activity of self-reflection is an opportunity for us all to learn from each other and support each others' successes and struggles. It puts us in relationship with each other.
By adopting these principles, you will see enhancd engagement, better outcomes, and enjoy a higher level of success.