There are plenty of people in the workforce that do “something,” but not so many who do what needs to be done. And this is both a problem and an opportunity.
Success in efforts to maximize sales of the right life insurance and annuity products to the right people depends on being among the well-few that others count on to get the job done right. That takes thinking.
(Related: Someone Is Out to Get You. Count on It.)
Here are nine questions that can serve as a guide to thinking your way to success:
1. “What if this isn’t what my customer needs?”
What if I’m trying to force it, attempting to make it work–and it isn’t? Most of us tend to push forward as fast as we can to come up with a solution. Kids often compete to be the first in the class to raise their hand when the teacher asks a question. And it’s often the wrong answer, but they do it again the next day. The goal is not to come up with any answer; it’s to come up with the right one. Slow down; it takes thought.
2. “What if I put it aside and revisited it tomorrow?”
You need to write a letter, memo, or article, but the clock is ticking and you can’t get it started. You hate the assignment, your boss, yourself, or all three. You tell yourself to keep a low profile so it won’t happen again.
The goal is not to wrestle the task to the mat or do battle with it; it’s to do your best work. That takes “noodling,” putting it aside and let your brain work on it for a day or so. It’s amazing what happens when you let your brain work on it.
3. “What if I asked them for their thoughts and ideas?”
The heart of marketing and sales is problem solving. They also demand a “bring it on” attitude to be successful—and that can be a problem because it blocks other views and ideas. Asking what others think is an effective way to test your idea, plan, or confirm the appropriateness of your solution. It gives you something to think about.
4. “What if I offered several options instead of just one?”
This may seem dangerous, but it’s as threatening as putting people in a “yes or no” position, and “no” is easier to say than “yes.” Offering several options creates a new dynamic where there’s room for give-and-take. It makes it possible to come to a positive decision.
5. “What if I don’t have all the information I need to make the right recommendation?”
Not long ago, an older woman, a widow, living in a condo community was seen accompanied by a man on several occasions. After a couple of “sightings,” the rumor spread with brush fire intensity that she had a boyfriend. A few weeks went by and someone said, “That was her brother who was visiting her from Europe.”
We call them snap judgments, conclusions made on the fly that get things moving, more often than not, incorrectly. Taking time to figure out what we’re missing separates us from those who are satisfied with just getting by. Coming up with the best recommendation gets noticed.
6. “What if I tried something new?”
It’s easy to get used to doing things a certain way and tune-out anything that forces us to break existing patterns.
It’s effortless to stick with the same solutions, repeat the same concepts, fall back on the same products and services. If what we do today is a constant replay of the past, we contribute little or nothing to help meet the challenges affecting our customers, our industry, and the company where we’re employed.
7. “What if I became a go-to person?”
“Staying under the radar” helps avoid getting noticed and causes less stress. It’s also a good way to be passed over or be added to the “no longer needed” list.
Anyone who wants to advance thinks differently. Getting known for innovative ideas, changing ways of doing things, or specialized expertise attracts attention and gets you noticed for your value. It’s how thinking different is a game changer.
8. “What if I asked more questions?”
It’s irritating if someone asks too many questions in a meeting. They can drag things out. Socrates probably encountered that problem with his students. Even so, not asking questions is a huge mistake. Questions clarify issues and uncover valuable information, fill in the gaps, and help avoid making mistakes. Questions indicate that someone is thinking about something other than looking at their smartphone.
9. “What if I came up with an idea that helped make my company be more competitive?”
It goes without saying that most of us are willing, even eager, to invest time and thought in figuring out ways to make ourselves look good, get attention, and advance our careers. Few would argue with such a strategy for getting ahead. If we do a better job, then we deserve to advance.
But, for some, that’s not enough. Their thinking is different. While they may work to advance themselves, they are also committed to finding ways to advance their employer. They’re alert for ways to make it more competitive, to give it an extra edge. In the end, ultimate success, depends on both.
If you’re satisfied with what you’re doing, that’s OK. If not, think about asking yourself the questions that let you think your way to success.
—Read 11 Sales Pitches That Kill Sales on ThinkAdvisor.