OUT OF BOX…..
Just few days back I was travelling to Delhi. I boarded and we
took off. I was going gradually up in the air. I was watching the city from
top. I started thinking the way I look at city from down and the way I am
looking now is different.
Same thing happened in life. When you are in to some
situation your views are different but when you see the same situation being an
outsider your view may change.
I have been seeing sales since from almost 16 years now. I meet
new person almost daily, at time when I used to be in the field and even by now
when I am off the field. Meeting new people always is like an energetic dose to
me.
My observation at the time of front handing was different
since I was in the situation. But after that when I have started handling team
my observation has changed. I have started realizing the different facts day by
day, because I was on top the situation. It has started giving the different spectrums
to see the same situation. That allowed me to think out of box.
Gradually I started looking things from different angles and
with different understanding. Meeting new people talking to them on different
topics, learning about other’s work and their understanding gives you more knowledge.
Some time I used to ask question to kids for an answer of my problem, they give
you answers which you would not think of, some of them are crazy some are creative
and some of them cute. This made me more patience listener, given new ideas or new
ways to think ON.
I learned this in four steps……..
Situation - You need
to be in mutual discussion. Take a good time and understand his situation with
all the possible aspects around. Be good listener and show empathy, this will
provide you the rooms to play well. It is amazing. If you get this well you
will be the driver or else someone else will drive you.
Problem- this is
the time others to talk. You are there to understand more. Ask open ended
question and listen. Keep collecting the data and noting it down. This will
help you to understand the intensity.
Implications- Now
you have to make a good blend of situation and problem (intensify it more). Here
comes the fact of implied needs and explicit need. The one we feel are an
implied need and the one person in front will say clearly is an explicit need. This
understanding gives you clear-cut idea of his needs and want.
Needs pay off-
your work is done if you did the above 3 steps properly. You have to just
direct them towards your offerings.
