• It allows us to control impulses and select the most appropriate behaviors.
• It shows us how to avoid reacting in negative and potentially self-limiting ways.
• Knowing our strengths and limitations makes us more understanding of others.
• Gaining an understanding of issues reduces conflict in ourselves and in others.
Throughout life we continuously learn about our personal style and preferences, leadership development, interpersonal communication, stress management and coping skills. Becoming more self aware gives us great leverage in consciously exhibiting the type of behavior that gets us where we want to be.
Why do salespeople fail? A major reason is they think they can get away with “winging it.”This expression comes from the theater; where it alludes to an actor studying his part in the wings (the areas to either side of the stage) because he has been suddenly called on to replace another. First recorded in 1885, it eventually was extended to other kinds of improvisation based on unpreparedness.
Being prepared for the customer interaction is important. Knowing what action you want the prospect to take based upon this sales interaction allows the sales person to focus. Having a strategy of what to ask, what to show and tell helps to move the prospect to taking the desired action. Anticipating obstacles to the sale will allow you to plan how to go around or over potential “roadblocks” in accomplishing your sales objective.To see an example of "winging it," click on the picture below: