Confidence – the Ultimate Emotion
By Patrick T. Malone
A leader cannot inspire anyone to a higher point of view than his own. That is why it is absolutely essential you believe in the goal you advocate, and why confidence is the first criteria of a good Decision Goal to begin a business discussion.
All you really want
You are not trying to stage the next Olympics or build a better Wal-Mart. All you really want is an opportunity to earn the secondary distributor role. All you really want is an opportunity to talk with the office manager to discover what that hospital values. All you really want is for the manufacturer’s rep to help you gain confidence in their newest flea and tick product.
To the decision-maker: “You told me you valued reliability and consistency. I have been calling on you for two years now and believe I have demonstrated the characteristics you value in a supplier. I’d like to discuss a trial order with my company so you can determine if we can earn the right to be your secondary supplier.”
To the receptionist: “My company has assisted many hospitals like yours ease some of the burden on their staff. I don’t know enough about your hospital to know if I can do the same here. A short conversation with your office manager will help me understand your operations and burdens, and then if I can suggest some ways that we can help and he can determine if they are appropriate for your hospital.”
To the manufacturer’s rep: “I can make a better case for your new flea and tick product if I have a better understanding of how it stacks up against XYZ product. Let’s discuss the features, functions and benefits of each and then you can decide if I am ready to provide your product with the professional representation it deserves.”
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