Category 4 Distractions: Biases Towards the Individual

Category four listening distraction, our bias towards the individual that we're listening to. And we know that with our clients and prospects, some of them have really earned those biases. Think about somebody who always thinks they're right, one of the clients and they're really slow to make a decision. How do we handle these biases? First of all, you're never going to remove the bias. They have it. They've earned it. They communicate it. It's not going to leave our mind. But what do we do? When somebody has a bias, it's a feeling that they're right. You know what they want us to do? Not correct them. Not disagree. Certainly not categorize them, but discover. If somebody always thinks they're right, perhaps I could ask them. I'm curious, what gives you so much confidence in that assessment? They're dying to tell us, but we can't take the bias, especially against ourselves, in a negative way.

 

I'm going to give you an example. I can't tell you how many times people have come up to me and said, "I don't think Saddam Hussein should have been taken out of office. I think it would've been better if he stayed. Look at that situation." Me, I could get upset because it marginalizes what I feel like I accomplished. But if I simply go, "I'm curious. What makes you feel that way?" Yeah, they're going to give data and examples, but it gets into a discussion. You know what it does? It allows them to open up. I've always had those conversations conclude with, "Eric, I appreciate you listening and I hadn't thought of some of the things you told me." Did I persuade? Did I influence? Of course I did, but not at the beginning. The first thing I said was, "Let me get your perspective on that."

 

Biases can be emotional, especially against us. We have to look at that as a great opportunity. Let me tell you something. If you have a bias towards your industry, your profession, it's not on you. This is a great opportunity to say, "Maybe you feel that way, but you haven't met us yet. You haven't worked with us yet." Look at a negative bias as a low bar and we are absolutely going to shatter that bar.

 

For more information contact your MFS team at 1-800-343-2829.

Neither MFS nor any of its subsidiaries is affiliated with Eric Maddox. The views expressed are those of the speaker and are subject to change at any time.

 

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