Zane has been working with a long-time client and just can’t believe why some meetings really get under his skin. Zane left this last meeting angry with this client’s attitude towards him, the ability to waste time like it is nothing and, at times, a complete disrespect for his process. Yet, this client is important to his success each year and he is unable to fire them. He needs this account, but he also knew things can't keep going the way it was.
He walked out to his car and sat down in the driver seat simply over it.
He opened his stamp book and added a nice bright red anger stamp on this client’s page. Soon, Zane will be able to turn that stamp book in for a nice prize package.
No, Zane didn’t have a real stamp book and box of stamps in his glove box, but in his head. Would it make a difference if there was an actual stamp book? Zane was having a hard time letting go of the feelings he had with this client. He kept score of how that client made him feel with stamps and filled pages for not only this client, but all of his clients.
Every time he visited the client, he could feel himself starting to boil up and ready to cash in all those anger stamps for one large blow up.
Zane knew continuing to hold onto the feelings of anger with this client was not a good thing to do. He also knew blowing up at the client would not result in anything positive for anyone. How was he going to stop feeling this way?
Zane needed to remember he cannot control the client, but only control his reaction to the client. He was deciding to let his client’s actions make him angry. He could eliminate that stamp book and go into each meeting without any baggage by changing his emotional reaction to his meetings.
Changing an emotional reaction can be hard work that requires a strong mental game and plenty of practice. There are a few other tactics that can help Zane not only change his reactions but set the whole meeting up to be more successful.
Here are a few tactics that Zane needs remember to deploy to have stronger meetings with his clients:
- Give homework to the client so the meetings stop wasting time
- Set the expectations with the client for each meeting when scheduling the meeting
- Practice “let’s pretend” and talk to the client about how the meetings are making him feel
- Put ego aside and ask your client for help
Do you have someone in your life you have a stamp book for? Maybe a client, friend or even a family member? Identify why you are keeping a stamp book on this person. How are you going to toss that stamp book out and free up your mental space and unload the emotional baggage?
Final Thoughts for the Morning:
“When you hold resentment toward another, you are bound to that person or condition by an emotional link that is stronger than steel. Forgiveness is the only way to dissolve that link and get free.” -Catherine Ponder
Your Top 3 Goals & Tactics for the Week
It has been brought to our attention that some readers think the three goals MUST be business related. The truth is we want to hear any three goals you are working on. Anything that we can help you with or follow up with you on. The GD tactics part is to remind you that our tactics and teachings can be used not only in your everyday professional life, but also in your personal life too. The more you practice your tactics when it isn't in a selling situation the better your skills will be in those selling situations.
LAST WEEK: Update us on how things went last week with your stated Goals and GD Tactics.
THIS WEEK: Please share your Top 3 Goals for this week and the GD tactics you plan to deploy.