On our sales training side, we teach the concept of “high intent.” It is simple and quite elegant. It means that your intent in any given circumstance will govern your behavior and ultimately, your outcome, in that transaction.
A low intent–where all of your energy is created around ‘how can I win in this?’ – produces low results.
In the NY Times this weekend, there was an article about businesses who are changing course in order to save it. Restaurants who are adding new items to their menu, manufacturers who are changing their lines to make other stuff and services pros who are adding more items to their offerings.
Rarely does this work, UNLESS THERE IS A CHANGE IN INTENT.
If you are making moves in this economy simply to make more money, your constituents (employees and customers) will see thru that quickly. If your “intent” is wrapped up in YOU, and not your customer, then you’ll fail.
I always laugh at the big Conseco acquisition of Greentree finanical. It failed one year after it was hailed as a brilliant move. Why? Because Greentree’s mission was customer oriented (financing for mobile homes). Conseco’s goal when they bought it, was purely about Conseco…about revenue…about profit. It had nothing to do with the customer.
So, as you look at your business, don’t kid yourself into thinking your clients don’t have a sixth sense. They know what you’re doing. I’m not recommending not to change–but make sure you when you do change, your intent is right.
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