An executive asked me to come and speak to their sales organization for their sales kick-off event earlier this year. As I asked them my favorite “So what?” question, to uncover the true impact they wanted to see from their event, I fast realized, and quickly told them, I would be wasting my breath.
I am sure they initially thought I was crazy, but once I explained maybe they thought so a little less. The impact they were trying to make could not be achieved by any speaker to his whole sales organization.
He was focused on the wrong audience.
We quickly identified who were the real people who could impact the changes and results he wanted to achieve and instead I designed and ran an event that was for that select targeted group.
We created an experience that was far different from the VP of sales original request.
How many times are you wasting your breath?
Instead, ask yourself:
Can the person I am sharing this with truly impact the results I want to achieve?
Is there someone else I should be talking to?
Is my intention clear, how can I state that fast?
Will the people hearing my message be ready to hear it? How can I help them be ready if I am in doubt?
How can I best position my message so it appeals to what my audience most cares about?
Is the language I am using neutral, fact-based, and concise or inflammatory, opinionated, and rambling?
Once I have shared what I want to say, can they really take any action?
Whether you are being asked to present at a meeting, preparing to give one to one feedback, asking for a promotion, or getting support for a new initiative, make sure you are talking to the right person and you are properly prepared.
Otherwise you will simply be wasting your breath.
Dedicated to growing your business,
Val
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