I know you keep telling me
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14th Mar 2012
I know you kept telling me
If I had a penny for every time a client said this I’d be as good as a Euro Lottery winner – well almost!
In business advising I often feel that I can see very clearly what a client needs to be doing to make their business stronger. Firstly, I suggest what it should be, then I tell them what to do until, eventually, I insist! However, it can be much further on for them that the penny drops. It struck me, with my sales experience, what do I need to do differently to make the suggestion strike home first time, even more of the time.
Well, we’re obviously not seeing the same picture at the same time. So, next time back to basics. I can use all the information I’ve uncovered with questioning – and some fantastic listening, of course. Then I can play it back as a summary. And then I’ll be asking how that compares to what they are seeing. At that point, if the problem isn’t obvious and painful to them we will need to look again at the goals and motivations. Good advice is only powerful when the need for it is strong. (Hence all that great advice our parents gave us that only really made sense 20 – or 30 – years later.)
It can be hard to look at what’s not working but it’s possibly the richest source of learning for businesses – and business advisers