Stay focused on position, trust and behavior!
Imagine you have the perfect position, the highest trust and the most optimal behavior with a potential customer. Is there anything that could make you lose the deal? No, there isn't. These three covers it all. You see, when you know what 1) position, 2) trust and 3) behavior is about, then you know what needs to be done, with who you need to work and how you should do it. You're aware of any weakness and you either win the deal - every time - or quit trying early in the process.
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I'm serious. Whenever we lose a deal it's because we're perceived as being weak in one or more of these three areas: Position, trust and/or behavior. When we win, it's because in sum we have the strongest position, the highest trust and the best behavior.
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MESSAGEThe sum of these three is what becomes the message, what the customer or other person perceives and picks up - in total - about what we do, who we are and how we do it. In short, we are what they buy, and if they don't like it they pick someone else that they believe does it better. Our task is to convince them in each area. |
How do we leverage position, trust and behavior?
The strange thing is, each one of these - position, trust, behavior - is indirect. We can't tell someone we have a strong position. They need to sense and feel it by everything else that communicates this. The same goes for trust and behavior. Trust is indirect. We can't really effectively just tell someone they should trust us. Trust is the indirect result of consistent loyalty and good results. Likewise, behavior is also one third of the subliminal message we communicate. We cannot really behave what we don't truly perceive and mean. We only behave what we already believe and are inside. Our behavior only makes transparent what's already there.
Thus, the message is the result of what indirectly precedes position, trust and behavior. In other words, what you do to position yourself (PASSION), build trust (CONNECTION) and skillfully behave (INTUITION) well. You position yourself primarily by asking the WHAT questions. You build trust primarily by asking the WHO questions, and you skillfully raise behavior primarily by asking the HOW questions. You can read about each of them by clicking the links.
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