My biggest dilemma is how to get my teenage daughter to know, like (maybe not like) and trust me so that I can help her to make wise decisions in her life. Because I believe in setting strategy first, my approach in the past is that I have tried to think what outcome am I really trying to achieve. As a Mom I want to make sure that she respects people and their views. I also want her to follow rules that her Dad and I have agreed upon will help her to achieve that goal, because that will make her successful. The problem is that I am not doing a good job of understanding her needs right now. Mind you, this does not mean as a parent that I will do everything she wants. It’s about listening and understanding how to help her listen to what we have to offer. So we struggle and we fight and I try to get her to buy into what I am saying and she pushes back. Sound familiar?
We do this with our customers all of the time. We try to sell them on an idea that they may not even think is important. We come at them with ideas of how they can do things to make their business better or how our product can help them achieve what they want, without spending the time to understand what they want or why they would listen to what we have to say. If we want to have our customers understand why we have what they need or how we can help them achieve what they want, we HAVE to UNDERSTAND what is important to them in their own words!