Being Right Is Not The Point, Pull More, Push Less
Making your point feels valuable. Sometimes all we want is to be heard. Is anyone really listening? Maybe they are not, because being right is not the point.
We are deeply rooted in a service economy. Things have been shifting for years and they’ve been accelerating since 2008-2009. What is the point?
The point is that in an ever-expanding service economy you must continuously ask yourself what are the service points to your business, regardless of your sector.
Being Right
Too often people and businesses place their focus on being right. They may feel that there is something to prove regardless of the cost. One big problem with this is you have to ask yourself if people will care. Caring is where the value exists.
Most buying decisions, even in business-to-business transactions have a strong emotional component. Logic, which feels important to some, really takes a back seat to emotions.
This is true in engineering, it is true in manufacturing, and it is even true technology sectors. Logically you may be right. Does that mean that anyone will care? Perhaps not when you recognize that buying, starting, or staying is emotional.
Pull More Than Push
Many businesses market through the push. Push the product out, push the concept, push why a buyer should care. Just because you are pushing doesn’t mean that anyone will pay attention. It doesn’t mean that they will spring into action. Most of all it doesn’t even guarantee that they will listen.
Being right is not the point. It never was and it likely never will be. If you are pushing your ideas with limited results, you may have to think differently. Start thinking about how you will pull.
When people are pulled, drawn in, and attracted they’ll follow, they will be more likely to listen, and they’ll actually consider caring.
Being right was never enough. If you want to close the sale, enhance the deal, and earn the respect and attention your product and service deserves, make sure being right is not your strategy.
– DEG
Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.
