Category 5 Distractions: Thinking about Our Goals, Objectives or Agenda
Focusing on your agenda is a major distraction. Learn how to mitigate this large distraction.
Category five listening distraction, thinking about our goals, our objectives, our agendas during a conversation. You're a problem solver. That's your value proposition. We have conversations with our prospects and our clients. We identify their needs. And what does our mind do? It starts thinking of a solution. This is one of our biggest distractions. It might be even your biggest. It comes down to this, do you want to operate this relationship on your stage or theirs? Because when we identify a problem with our clients, and they have them, they need help and we do have the solution, do we say, "I have an opportunity to show them how good I am to demonstrate," or do we want to say, "Not yet. I don't have that trust level three partnership because I don't exactly know what it means to them and they're dying to tell me"?
One of the biggest mistakes we make on our category five distractions is we have this idea that asking a question makes us look like we're uninformed, that we don't know what we're doing, and we have got to completely remove that. It has nothing to do with your skill set to discover. It says, "I have this skill set, but I've got to get to the middle of your stage," and by us assuming that we know what the middle of their stage is, it's disrespectful and it's almost certainly inaccurate. We have to discover. And the great thing is once you get there, then you get to deliver your value proposition. I promise, with empathy based listening, you're going to do a lot more talking than you are listening. We have to discover first. That is our first goal.
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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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