Month: May 2013

Trust Your Wince-tincts

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wince

Trust Your Wince-tincts

We Wince.  And wincing is a big deal. 

Think about the Wince: our eyes squint up, we squeeze our shoulders together and we wish just for that moment,  that we weren’t there to see or hear whatever it is that is making us wince.

Wincing is not good.  Not good at all.  But it can help you figure out stuff for the better. 

Sometimes bad acting will make you wince (Hugh Grant comes to mind).  Some movies are 2 hours of a Wince fest (I’m still scarred by that kid movie Chicken Run a decade ago).  Nick Jonas as Marius in Les Miserable 25th anniversary show is probably this century’s greatest wince to date.  But many times you wince in the marketplace or at work.   That’s something we can fix. 

In the marketplace you often sense in advance the wince is coming like when the store clerk says to the customer in front of you “ Do you have a rewards card?” then you wince and immediately drop your eyes to the ground.  Why? Because you know what’s coming – the horrible cross sell -“Would you like to sign up for one..?”  And the wincing isn’t over because its your turn now –you’re about to get the same WinceDom from the clerk.  Ugh.

I wince when the waiter gets too familiar too soon and leans down and just about cuddles up next to me to share the day’s specials (just as he was trained to do I am sure).   I Wince at the airport when I hear the gate agent say “And now we welcome our Delta Super Flyers, Northwest Perks Puppies, Frequent Flyer Super Dupers and Platinum Star Cadets” or whatever it is they say.    It’s so rote and boring and there are just so many titles that it is meaningless and downright embarrassing.   I also wince when I hear at the end of a phone call;   “Have we met all of your needs and are you satisfied with your experience with me today?”   This is a Wince slap no matter how I feel.  Ugh.  What do you think I’m gonna do if I’m not happy?  Pick a fight?  Just tell me “Thank you for your business” and let me go.

I’ve come to think that Wince is a very good word and tell for uncomfortable sales and service.   It’s a great descriptor and is great for identifying those moments that need real help and that need to be fixed because wincing is very truthful.  You have a hard time faking or making up a wince on the fly – It’s just the way it is.    Those moments you wince in any experience are called Wince Points.

Wince Points are no fun.   We should make them go away. 

What about you? What are the Wince Points for you?   When you listen to your colleagues over the wall or listen to client interactions remotely, or along side a sales rep in the field; what makes you wince? 

I wince with my eyes squeezed shut when I hear stuff like “I’m calling just to check in…” or “We have 1/2 off anything new if want something”.  I wince when I see vendor slides that begin with their credentials and not what they’ve learned about me first.  I wince when I see 10 bullets on a WebEx, hear a dog barking in the background in a virtual meeting, see an unchanged automated invitation to me to connect on Linked in, read emails with suggested times to meet but no indication of time zone and I wince when someone tells me to consider then earth when deciding whether to print this document just to name a few more.

Wince Points are everywhere.

Focus on the winces.  And trust your “Wince-tincts”. They are truthful and honest moments.   Make a plan, create a process, get a training or get some coaching to help get rid of the winces.

If it makes you wince, there is something wrong with that moment. Don’t fight it, just go and fix it.

Till next time,

Grow The Business.

Mark

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1 Minute Helpful Videos Anyone?

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I’m experimenting with a new media but with the same goal of giving you something to help.   I’m a little addicted to it I admit this week while traveling.   So two for you today.

3 Powerful Words and How to Avoid Sales Pain in the Shower.  How can you resist?  

If they help you grow your business even a little bit, that would be (as we say where I’m from), wicked awesome!  Have a great day!

 

 

 

 

 

 Till next time,

Grow The Business.

Mark

 

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-10 Under Par!

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minigolf

-10 Under Par!

I took great joy in beating the two 16 year olds Saturday.  Crushed their souls I did. 

But I took greater joy in beating up the golf course.  10 under par was my score – that had to be some kind of record! 

At least for me it was.  I am framing that pictured scorecard and it is going right downstairs in the Man Room on the wall where it belongs. 

10 under!  Some team of golf course architects sat in some design laboratory in Florida years ago when they designed this course figuring out that the hole called “Cliffhanger” was a par 3 and that so was “High Anxiety” and so was that monster hole “Bear Cave”.   Heck, the Masters has names for their golf holes like “Magnolia” and “Golden Bell” and that is one tough course.

But these golf course gurus did not expect my 5 holes in one Saturday (including 4 in a row!) and nor did my son and his friend. “Go build your fragile self esteem and confidence somewhere else” I said, (like I literally did say that).  I was on fire!

I knew my concentration and skill were better than the two teenagers and that I would win, but the best part was I was way better than the “standard” of good golf – by shooting a 34 on a par 44 mini-golf course.  Expert mini golfer in the house!  I’m a darn near pro!  I will always have good feelings about Max’s Mini Golf. 

Now when you think about it, par 44 is probably a bit liberal assessment of the course difficulty.   And probably on purpose by said architects in my vision.  But it made my day. Quenched my competitive spirit it did.   It really did.  Silly I know.  But not really.   There’s something about it that’s good.   And smart.

I wonder if that “better than standard” thing has some value in the workplace and in business. – Actually, I know it does:

  • It’s the crux of the silver, gold and platinum airline classes as well as the credit cards.  Everyone knows “most people” aren’t or don’t perform at these levels so already that kind of “achievement” and expertise ( think all the “professional traveler” commercials you see of late)  taps into the emotional competitive attachment of individuals and to that of the company. 
  • Gamification is  huge in the world of learning today.  In some businesses you log into “game portals” – play games (and learn), earn points, badges and medals advancing through levels and certifications of expertise.  You know all the way along how you compare to “standards” and your peers ( where you rank) in oodles of categories.  On purpose.
  • Pizza joints love the “Beat the Pizza-mageddon” where in the space of an hour two people must eat a pizza the size of a man-hole cover and win prizes and publicity in the local paper.  “Nobody’s done it yet” the sign says.  That’ll drive more than just 2 adults to dare- they’ll bring all their friends too and order up! Bring your competitive spirit and your emotional attachment to the joint like, forever.

So fun is good.  Winning is good.  Earning stuff is good.  But having the chance to walk around town as the perceived professional mini golfer, the professional traveler, or even the pro eater is well, good for business too. 

Till next time,

Grow The Business.

Mark

 

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Stumped

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stumped

Stumped

Nobel Prize winning Psychologist Daniel Kahneman said  “The remarkable thing about your mental life is that you are rarely ever stumped.” 

How interesting.  This little quote has roiled around in my head for a month.  Can’t shake it.

Think about how true it is.   Heck, I’m gonna do this or I’m gonna do that.  Or goshdarnit, I’m going to do nothing!  Bottom line is most of the time,  I know what I’m gonna do.   And most of the time we make judgements and decisions in a flash and rarely are stumped or stuck in a quandary.

I read Kahneman’s quote in the Heath Brothers latest book called “Decisive” ( big thumbs up from me). The book has some compelling methods to help us all make better decisions of course ( if we ever allow ourselves to be stumped) but that’s for a later blog or two.

Lets just chat a bit about the stumped thing.  Stumped is what I think we should be more of.  Here’s why:

  •  When was the last time you talked to a prospect, did some great discovery, built credibility and commonality, talked pain points and said, ” You know, you’ve given me some things to think about and I’m not sure exactly what the best thing to do is, let me get back to you in a couple of days.”  Answer? Never.  You’re in sales, you’re never stumped and you and I both know it. 
  • When was the last time you launched a project to tackle a problem and didn’t  pretty much have the answer already embalzoned in your brain about what you think is the right solution?  Way less than you think.  You’re not stumped.  No Never.  Not you. You can, like nobody else, see the future clearly.
  •  When was the last time you didn’t judge, label or categorize someone you just met because you were so comfortable with “waiting and seeing” what this person was really about?  Not often enough.  You’re never stumped when it comes to giving an opinion on the new person even if you just give that opinion to yourself.

The you here is me ( and yes, likely you too). 

I’ve pitched an idea or a solution well before I knew what I should really do – I should have been stumped.   I’ve launched a project ( just this week as a matter of fact) tackling a problem that I am brazen enough to think I already know the answer to, until my LEAN mentor smacked me upside the head and said “You need to be stumped in the beginning for this thing to work.”  I’ve judged someone in just 20 minutes of conversation and another in probably 30 seconds – and did it not long ago either – both are awful things to do.  Not fair and frankly, stupid.   Stumped is what I needed to be there and always. 

Not being stumped can get us into trouble; that’s the message here.  Conversely,  being stumped can do some great things like impress the hell out of a customer and get them the best help possible.  Being stumped can get your problem solved better because you didn’t presume you knew the damn answer.   And being stumped is certainly the best way to treat people you meet all the time and to get the most and the best out of that relationship.

Stumped ain’t bad.  Stumped is good.  So all you people out there with the answers ( and that means you too McCarthy) quit talking to me, I gotta work these things out like I don’t have any idea. 

Till next time,

Grow The Business.

Mark

 

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