Join me for the Wired to Win! Series on June 26-28, 2013
Did You Know That You’re Wired to Win?
Winning can be defined in several ways. Dictionary.com defines winning as, “to finish first in a race”, to or “to gain the victory”. In each of these definitions, however, it infers someone is going to lose.
If you apply the win-lose mindset to the sales process, you’ll end up trying to push. This push sales creates a situation where your customer develops buyer’s remorse and returns the product or you end up spending a whole lot more time trying to satisfy them.
The key is to create win-win relationships. As the supplier of a product or service, you want happy customers. Why? Happy customers return and tell others about your products and services.
To create win-win relationships, it’s important to understand how you and others communicate. At the heart of your communication is how you are naturally wired.
Your natural wiring has been with you since birth emerges at 1 ½ – 2 years old and stays with you your entire lifetime. Unfortunately, most business professionals do nothing to understand it at a level where it changes their results.
Yet, the beauty of understanding your innate wiring is that it is your nature, while your behavior is nurture – all the things that have impacted your environment, like education, life experiences, and responsibilities.
When you understand your natural wiring (and notice the wiring in others), you will create winning relationships.
Relationship building often depends on “getting off on the right foot”. One way to connect with others is being able to quickly recognize how others process thought. When you know this, it will increase your ability to communicate successfully with others creating a win-win scenario.
Everybody talks and everybody thinks but there is a part of your wiring that will tell you how you crystalize or process thought. This is critical in every aspect of your business whether it is sales, your client relationships, and even employee relationships.
For immediate value, I will focus on the Internal and External Thinker Factors of your wiring.
If you’re an External Thinker – you crystalize your ideas as you verbalize them. Have you noticed when talking to someone that you did all of the talking, the other person hadn’t said a word but you got great ideas? That’s because you crystalize your ideas as you talk about them.
Conversely, there are Internal Thinkers. If you’re an internal thinker, you crystalize your ideas as you internalize them or think about them. So you often leave a meeting and shortly after the meeting is over, ideas pop into your head. You often say, why didn’t I say that in the meeting?
So how do you make your natural wiring work for you?
Here’s a quick tip for the External Thinkers:
If you’re an External Thinker, I’m sure there have been times when you’re talking to an Internal Thinker. How do you know you’re talking to an Internal Thinker? Notice when, after you make a statement and you see a blank processing stare. You’re natural tendency is to say something to fill in the dead air. Instead, stay silent. If you need to say anything, what I recommend is, “Do you need a second to think about it?”
This gives the Internal Thinker time to process internally what you’ve just said aloud. If you don’t give them that processing time, it will create disconnects in your conversation.
If you’re an Internal Thinker, here’s a quick tip when communicating with an External Thinker:
Notice when communicating with someone and they start to repeat themselves. In that case, you’re likely talking to an External Thinker. It’s important to give them a verbal response. You might say, “Mind if I think about that for a second?”
External Thinkers are wired to need a verbal response while the Internal Thinkers don’t give a response until their internal process is complete.
Can you see how just this one feature of your natural wiring can impact your sales, your client relationships, and employee relationships?
In the next article, I’ll cover other aspects of your natural wiring so you come out a winner at everything in life and in business.
If inspired to take a deeper dive, join us for the Wired to Win! Series starting June 26, 27, and 28, 2013. Early Bird Registration is going on now until June 7 at: https://excellerateassociates.com/wired-to-win.