Give Up 'Fixing' , Ask More Questions - You'll Like the Results as a Salesperson, Leader and Parent

We're all guilty of it. Doesn't matter if it's #selling, #managing, #leading, #parenting - we jump into "fixing mode" way too early. The fix is so obvious...it comes so easy to us...we've solved that problem before, so rather than keeping our prospect, sales rep or child uncomfortable (or frustrated) we give them the tools!

Great intentions, but harmful for the long-term.??????

The problem with jumping into fix-it mode too early:

• On a sales call - prevents the seller from understanding the REAL ISSUE and digging deeper to true #businessimpact
• On a coaching call (or in parenting!) - prevents the rep from learning how to do it themselves and creates #learnedhelplessness

Here's what to do instead ??:

??Stay in Info-Gathering Mode via Questions:

• Tell me more about that. Give me an example
• What did you try so far? What was the result?
• What would you do if I weren't here?

??Leverage the SVIC model when selling, coaching or parenting:

• Summarize - offer a synopsis of what you've heard
• Validate - ask for confirmation that what you heard is accurate
• Importance - how big of a priority is it for them to solve now?
• Commitment - determine their level of commitment to make a change

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