As I have spent the last several months on my certification program to be a GiANT Coach, one of the areas they teach is how to build your business. Unlike typical sales training, the GiANT process revolves around relationship training. If we truly see ourselves as servant leaders, we have to also remind ourselves that we are here to serve those we work with and put THEM first, not ourselves. That said, the GiANT 4-Square Sales Framework has really challenged me (from a relational perspective) in all areas of my life, from business to ministry to personal relationships. The “4-Squares” are; Pain, Problems, Goals, & Gaps. All kinds of industries use a “4-Square” sales process, but what really jumped out at me about this one is how we are coached to stay in the first two quadrants (Pain and Problems) for as long as it takes for people to start see their OWN Goals and Gaps to achieving their own goals.
Proverbs 12:15 (NIV)
The way of fools seems right to them, but the wise listen to advice.
So, What… for This Week?
It’s time to listen more and talk less (Yes, I’m reminding MYSELF!) Even though this is a “sales tool,” it’s really a relationship building tool. If we can learn to be open to really hear people’s pain and the problems that stem from that pain, we have a better potential to really help them. The help isn’t giving a “quick” answer, but possibly sitting in their pain for some time before they are willing to start thinking about how to get out of it. Be willing to listen this week before wanting to “fix.” Be willing to go on a journey into the pain and problems of those you influence!
A company I have worked with for many years has changed it’s culture from relationships to profit.
Their loss big time.