So do you know whether you are selling a product or commodity?
Same thing you say. As described by Micheal Gerber in E-myth revisited, the customer walks out with a commodity (touching, holding etc) whilst a product is how they feel, what was the total experience from dealing with your company. This is far more important than the actual product. Products can fall into the 'me too' category, but what stands out is the experience they have.
I am currently consulting to an Engineering Company and I am implementing processes that ensures the experience is complete and valued, differentiating the company from others, and they are now getting paid for services they never believed they could charge for.
It is a mind set change that delivers results. Try it and let me know, or drop me a line if you wish to bounced this idea around, www.mlang.com.au
Thursday, March 13, 2008
Relationship Optimisation
How many times has your input been descredited due to someone elses $ prioritise? Their lack of interest, although it seems to be directed at you, is not about you specifically but about cross purposes.
So the only way you are going to change that cross purposes is to know and understand their purpose at that moment, that week, that month and so on. In the business world, fast as it is, those who can identify the goals of the company, the people within it and their personal motivations will be able to articulate immediately and therefore get better traction with your ideas.
Too many times people interact with their own agendas regardless of their listeners needs. Dead set 2008 - this still happens - too regularily.
So what are the best tool sets that can help us keep focussed?
Ask and listen, yeah yeah, an old one but still sooo valid today. Who does it and how effective do they do it? Well thats the trick.
I teach people via a pictorial or image. You are in a plane and just parachuted out. The view of the earth is big, wide, High Level. As you come down the view becomes more and more detailed. The questions asked need to be inline with this idea. And if the person you are talking too drag you down, bring them back up - control your descent.That is the key.
What's your thoughts, I am interested if you tried this out, did it work? Did they try to drag you down too quickly?
So the only way you are going to change that cross purposes is to know and understand their purpose at that moment, that week, that month and so on. In the business world, fast as it is, those who can identify the goals of the company, the people within it and their personal motivations will be able to articulate immediately and therefore get better traction with your ideas.
Too many times people interact with their own agendas regardless of their listeners needs. Dead set 2008 - this still happens - too regularily.
So what are the best tool sets that can help us keep focussed?
Ask and listen, yeah yeah, an old one but still sooo valid today. Who does it and how effective do they do it? Well thats the trick.
I teach people via a pictorial or image. You are in a plane and just parachuted out. The view of the earth is big, wide, High Level. As you come down the view becomes more and more detailed. The questions asked need to be inline with this idea. And if the person you are talking too drag you down, bring them back up - control your descent.That is the key.
What's your thoughts, I am interested if you tried this out, did it work? Did they try to drag you down too quickly?
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