Wednesday, May 23, 2012

Expectations that define us

"High achievement always takes place in the framework of high expectation."
Charles Kettering

Expectations define us and our actions. Whenever you have a challenge in the future, be aware of what your expectation and intention is. No matter if it is about meetings, relationships or work-related challenges  - the future success is directly related to the expectations you have. That is where the difference lies between bad and great sales-people or bad and great relationships. If we expect our relationship to become distant because thats how the relationship of our parents was, then we stand good chances that your expectation will turn into reality. If you expect your prospect will not be interested in your product, it is very likely that the conversation will not be as effective. Great Salespeople expect their prospects to be fascinated and interested which in turn shapes their arguments and sales effectiveness.

So the next time you have an important conversation, think about your intentions before you walk into the door. What is the point you want to get across? Do  you have a positive conversation in mind or an argument? What outcome would you like to achieve? Most times we don’t think about our intentions which is why the crucial conversations turn around in circles without success for either party.

If you want to positively influence your relationships, think about your expectations of this relationship. What do you believe that relationship to be about? What are your hopes for the relationship? Are there any actions you can take?

Expectations are as important at home as in the workplace. If you come to your supervisor to make a request, always think about the expectation you have. Do you expect him to agree to your request? When you start shaping positive expectations you will be more successful in finding agreement than if you expect arguments and difficulties.

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