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Understand their pain!

Posted by John on June 9, 2010

This is perhaps the best advice any of my mentors have ever given me.  This little statement provides much of what you need to succeed in life and in business.  Many consultative sales programs begin with this rule as their base.

So what does it provide?

Empathy – When you understanding what is hurting someone, you can now connect you to them.  You can now apply your gifts and talents to help them.

Network – It gives the opportunity to connect to others who have seen this problem in the past.  You can reach out and ask for help as you seek to better understand the possible solutions.

Education – It offers you the right as well as the chance to learn about them and their business.   As you educate yourself in the key aspects of the issue, you grow as a person and as a resource.

Value – The value of friendship, the value of being a counselor, the value of consultation, the value of knowledge, the value of friendship.  When you have understood and learned about the problem and the potential solutions, you offer a real value.

Trust – Ahh, the “Trust Bucket.”  We all have them and we all need them.  We need to focus on the actions we can take to fill the Trust Buckets of those in our networks.  This requires being open, honest, helpful as well as listening.  —   Take deep care not to “spill” any of the trust – Refilling is much harder.

Leadership – help lead them from their pain to the best solution.  Lead others to the party to grow the team who can solve this problem.  Lead the teaching of pain avoidance in the future.

Teaching – help them learn how to avoid this pain in the future.

Friendship – while not all will be close friends, you will develop a bond with them.  When we work with others in a time of adversity, we form a relationship forged in fires of emotion.  These are often long remembered.

Now, go help them relieve their pain.  As you do, you will feel fulfilled.  Build your network with people you have helped.  Do not be afraid to ask others for help.  When you do, you will also have found your best life.

Until next time,

Cheers

John

PS:  To all of you who contributed to my Tour de Cure Ride this weekend, many many thanks. You helped me surpass my goal by several times and reminded me that I should always set my goals at the highest level.  People will amaze you in how they will help.  I will proudly wear the Tour de Cure jersey awarded to those who raised over $500.  Thanks!!

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