Five fast failings

Robert Gerrish This past week I've heard of a couple of instances where hurried behaviour very nearly resulted in the loss of a sale…and that can't be good.

Sometimes we move fast for all the wrong reasons. See if any of these scenarios are familiar:

1. You assume you know what's needed.

Even when you absolutely know the answer to a customer's problem, forging ahead to a solution without fully listening is not a good look.

Being heard is what a customer wants and the deeper you listen the clearer the next steps become.

2. You don't fully understand, but figure you'll work it out later.

The newbie or out-of-depth soloist tends to hurry forwards even when they know there's a big gap where knowledge ought to be.

Speeding up dialogue or skipping over issues is used to cover for this, but is merely papering over the cracks. Speaking up beats stuffing up.

3. You're over-excited.

The excitement of a new customer or project can result in the by-passing of sensible steps or procedures. Take a deep breath and get back with the program.

4. You're overstretched.

Overwork happens to us all, but no customer enjoys being rushed because you need to be somewhere else. If you cannot be fully present you shouldn't...er, be present.

5. You have a noisy head.

Clearly it's not just work pressure that messes with our mind so if you're starting to get a bit speedy and can feel the onset of some instability, seek out some new skills or get some help.

One of my favourite quotes comes from the Dalai Lama. He said words to the effect, 'I have so much to do today, I will have to meditate for twice as long'.

So have you suffered the fallout of the fast lane? Share your misdemeanors below.

Until next week.

Love your work,

Robert Gerrish is Flying Solo’s managing director and founder and works as a business coach, professional speaker, business commentator and consultant. He’s the co-author of Flying Solo – How to go it alone in business.

5 comments | Add your own

I have been through a learning process, where when i started, casting cards were too big, and i have learnt to adapt( I usually tell when things are going right when i get work submissions and call backs).
I am always polite and keep my talent informed, as well as the casting consultants so there is no miss communications. I recently created a "Film extras division" and has now been an organic process and it is going great.. next year is when i will start seeing financial gains. I can get exhausted but i have taken time to just step away for a few hours and work when i am activated Darrell Dower ( Starflex Management) from Brisbane
Rob,
Sound advice indeed. Do your homework, Focus on what you don't know (this is where the devil lurks), Listen to fully comprehend, Calmly follow a good (but adaptable) process, Provide the appropriate resources and ensure you are prepared well to deliver. This is a must win! Pity that we don't always apply such good advice! Arthur from Melbourne
Its vital to focus on the person and THEIR perceptions if you want to sell your offerings. The phrase "mouth in neutral till brain in gear" should always be remembered and the process of writing notes in the meeting helps you to keep focused on what your prospective client is looking for! Grant Hyman - www.salescentral.com.au from Sydney
Hey Robert...I continue to receive your newsletter although I've not yet begun my business. I am not however losing sight of my dream, my vision, my goals and my plan! It is this last one though that causes me the most frustration...the comments here and in other articles reassure me that it is in the planning and doing your homework...i'll keep on keeping on; I know it won't happen overnight but I believe it will happen...I just have to convince the bank! :-) Judy from SA
As always, the message is simple...it's the doing that is sometimes the challenge. Its funny how certain emotions, a key one for me being real enthusiasm to get into a project, has the potential to fuel our success if we take a few moments to check our understanding and expectations through a reality filter from both the customers perspective and our own capabilities to deliver. My business partner and I provide both side of any situation, so we more often than not strike a healthy balance between getting it happening, and getting it right...
Dianne (Aspire Personal Development and Consulting) from Sydney

5 comments | Add your own

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