Practicle tips from win-learn

When win-learn occurs, I am simply communicating enough to see my clients perspective. The difficulty is that this communication has to be two way. People love to assume.  It's easy and less costly.  Assumptions kill because they are based on our perspective - OUR history, OUR resources, OUR pain, OUR, OUR, OURS, not thiers.

I'm talking to my sales rep and he's trying to sell me xyz product.  As I talk to him a little further, I will ask him, why XYZ.  I eventually find out that XYX gives kickback on the last quarter of the year.  Knowing that, could I order an extra case of XYZ if he would give me a slight discount on my next shipment of ABC cleaner?  Knowing this little bit about his sales cycle is important to him and I and eventually brings me into a win-learn situation.

I suffered a win-win loss several years ago. My competition took them because I failed to win-learn.  I was delivering service just fine.  I even surveyed my client a couple of years ago and he said, I was fine.  Months dragged on since I heard from them.  At the end of the second month, I paid a visit.  I was told that they would not be needing my services any longer because another provider offered them a package deal that was very attractive for alot more money.  When I look back I saw some signs that told me I was missing the mark. They wanted to spend money in one direction, and I was providing services in another.  They didn't know how to express thier dissatisfaction, but eventually it resulted in a change.  If I would have, could have OH, I should have...   If I would have learned in the midst of my winning I would have known that I was running in a direction opposite the one they wanted to go!

Are you listening?

Listening is a lost art.  we all want to be understood, but few of us will listen for the sake of understanding.  I just finished a course to strengthen my marriage.  The program is called Retrouvialle.  In this program I was presented with a brand new concept.  This has changed my relationship with my wife in a way that I never would have anticipated.  I think it will change my relationships with my clients also. It's called Win-learn.

Win- learn is the third alternative to win-loose and win-win.  The advantages of win-win over it's evil counterpart - win-loose is obvious.  It has become old school. We understand that in any dealing win-win is the best alternative - right?

The problem with win-win is that it doesn't carry over to relationships well.  Business deals and contracts are formed on win-win.  But win-win still says - I must succeed. It's a bonus if you succeed, but I MUST succeed.  Sometimes those relationships break down, because, it works good at the handshake - when the papers are signed - when the check is written.  But as the process goes on, it is about the money.  It is about what have you done for me lately.  The process runs the risk of breaking down.  Contracts are broken every day.  Win-win contracts are broken every day.  Marriage is a win-win proposition.  Divorce rate is higher than it has ever been.  Bankruptcy for individuals and companies are higher than they have ever been.  Why?  Because win-win failed at some point.

Win-learn says, I will try to understand what your needs are, what your business cycles are, how you react to adversity and prosperity. This can be extremly difficult.  I will adapt and adjust as the markets, vendors, clients change and then I will remain relative, competant AND profitable.

Is it the destination, or the trip that makes it worth it?

I had to stop and take an account of myself the other day.  I had to do an emotional accounting of my emotional, social, business spiritual well being..  It fell short of what I wanted it to be.  When I started my business, I wanted  fresh.  I wanted new, bold, invigorating.  It started invigorating.  It's grown to hum drum dull.  It got that way because eventually fresh risk and new commitments give way to daily grind, daily upkeep, chores and commitment.  Risk gives way to yawn.  I was living yawn.  I got there little by little, but yawn was effecting my business and my mental health in ways that were totally unacceptable.  I did several things. 

1. I committed to risk socially. I committed to taking a challenge on a regular basis.  Any challenge would do because the value would be in the journey, not the destination.  Right?  I picked up my harmonica and played at the local BMV for an hour.  Then I played at the town Square several times.  I later played my clarinet at the BMV on a bench in front.  I may have made a fool of myself, but I only received compliments. 

2. Risk gives way to risk.  The second challenge was spiritual. I challenged myself to share my faith like I had never done before. I laid this one at God's feet.  it became clear that I was to pray for people in public.  I've never been one to evangelise.  This was truly risky.  It still is.  I have done it alone, and with others.  I simply find someone who looks like they could use some love, and pray for them. Almost all have been willing and thankful. I usually walk away feeling elated - Cloud nine!

3. I am designing the risk for my business.  I am going to have to change over my entire compensation scheme.  It will be worth it financially, for the client, and for my employees.  Still, it's scary. It's a risk attached to my customer base, my habits and my self esteem.  My palms sweat and my mouth gets dry just thinking about it.  But my vision is getting clearer and I'm engaging excitedly!

I am getting up every morning with a smile on my face and a plan in my heart. I have a prayer on my lips and I'm ready to face the day.    I haven't felt like that in years.  Gee, I guess the destination makes it worth while after all!

Care to Connect

As I was listening to Jim Rohn yesterday, I was reminded of several things.  This info is going to be quite handy in some endeavours I will be undertaking.  It is going to allow me to draw people in and understand where they are.  Simply this - Express rather than Impress.  Expressing draws people.  It comes from a well of emotions based on past experiences.  Impress creates a divide. 

The well of emotion should be stirred and simmered.  Remember the times of pain and the times of fun.  Relate to the situation others find themselves in.  Feel their pain.  Sometimes the only way we can do that is through going through pain ourselves.  The ability to empathise and sympathise and the ability to express that is going to create the connection

I have listened to many network marketers.  The stories are always designed to impress.  I look at the million dollar homes, the cars, the toys.  They always get their pictures taken on the beach or in a boat or by a pool.  But I'm not there.  I'm still at the bottom.  When I ask my friend how to do it, they say - Just talk to your upline.  They will tell you. 

What if the magazines showed the double diamonds and the platinum partners  behind a desk with a phone in their hand.  Not so glamerous, but, that's where I am!  I can talk to someone like that!  If I know they are pushing the same plow, and tilling the same soil as I , I will buy! 

Many followers long for someone to come alongside.  Let's face it.  Many of your prospects are followers.  They WANT to follow you right to the register.  The best way to do that is side by side in our communication, relating with expression, feeling, and communication.

Business Balls

 A great site I found that I just had to share

http://www.businessballs.com/index.htm

This has lots of really useful information regarding business thinking.  Ok, it's not sales, but it ranks high on business solutions!