Businesses that provide what is needed and wanted
Businesses that provide what is needed and wanted
Think about it, and tell the truth.
What do you get?
None? Very few? Perhaps that one lucky individual you know. Or maybe you are that lucky person – in which case, good for you.
But, if you are up to being a leader, how can you ensure that others around you get what they say they need and want?
This is not an easy question, and I realise this is tough for most people.
We are not taught to discover, look for, or even notice what’s needed and wanted. We are trained to give answers. In fact, asking questions, for many of us is a faux-pas.
At this point, I am sure you are wondering how this is relevant to business. I’ll get to that in a moment but one of the things I want to bring to your attention is the following...
When I ask this question over 90% respond with “No one in my life has what’s needed and wanted at all times.”
Isn’t that shocking? Or at least surprising?
After all, we live in one of the “most liveable” nations in the world, according to the United Nations. Canada is #6 and the United States is #8. (Iceland is ahead of us at #2 by the way).
But seriously, why is this relevant to business?
The answer is very simple.
When business is designed and set up to provide what is wanted and needed it succeeds.
In fact, all successful businesses provide what is wanted and needed. In the business world this is called Research & Development.
Imagine this scenario.
If you are selling Gucci bags and your marketplace is the desert, how well do you think you’ll do?
Conversely, take that same Gucci bag to Beverly Hills and what do you think will happen?
Obviously, what is wanted and needed in the desert are not Gucci bags, yet, many “businesses” (which are actually an “art”) insist on providing Gucci bags. In the desert, as far as I can tell, what is needed and wanted, is water.
Now, if you want to condition a particular group of people and tell them that Gucci bags are a necessity in the desert you can do that, but the consequence of that is dealing with objections.
You have to figure out how to coerce, manipulate, convince, cajole and a myriad of other techniques to make the person think that what you are providing is required. Business becomes hard.
Now, imagine, for just a minute, if you asked the person in the desert what they really needed and wanted.
I will assume they need water. (After all, even I don’t know what’s needed and wanted until I ask the person in the desert).
So, I give them water. What happens to my business? How easy is it for me to provide value?
It’s almost too easy. So how comes people don’t do it?
We are not trained to find out what is needed and wanted!
But what if you were trained? What if you gave people what they need and want?
Not what you think they need and want – notice the distinction here. It is critical to this conversation.
Giving people what you think or assume they want is an Art. Giving people what they say they need and want is the foundation for Business.
So what would happen to your business if you followed this principle?
If you surveyed the marketplace and discover what exactly is needed and wanted and provided that, at the right time, location and price.
Imagine what would happen if you knew what the “water” is in your industry.
Businesses that provide what is needed and wanted - To learn more about this author, visit Vwodek Wojczynski's Website.
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When you look around at the people in your life how many would you say have access to what they need and want at all times?
Think about it, and tell the truth.
What do you get?
None? Very few? Perhaps that one lucky individual you know. Or maybe you are that lucky person – in which case, good for you.
But, if you are up to being a leader, how can you ensure that others around you get what they say they need and want?
This is not an easy question, and I realise this is tough for most people.
We are not taught to discover, look for, or even notice what’s needed and wanted. We are trained to give answers. In fact, asking questions, for many of us is a faux-pas.
At this point, I am sure you are wondering how this is relevant to business. I’ll get to that in a moment but one of the things I want to bring to your attention is the following...
When I ask this question over 90% respond with “No one in my life has what’s needed and wanted at all times.”
Isn’t that shocking? Or at least surprising?
After all, we live in one of the “most liveable” nations in the world, according to the United Nations. Canada is #6 and the United States is #8. (Iceland is ahead of us at #2 by the way).
But seriously, why is this relevant to business?
The answer is very simple.
When business is designed and set up to provide what is wanted and needed it succeeds.
In fact, all successful businesses provide what is wanted and needed. In the business world this is called Research & Development.
Imagine this scenario.
If you are selling Gucci bags and your marketplace is the desert, how well do you think you’ll do?
Conversely, take that same Gucci bag to Beverly Hills and what do you think will happen?
Obviously, what is wanted and needed in the desert are not Gucci bags, yet, many “businesses” (which are actually an “art”) insist on providing Gucci bags. In the desert, as far as I can tell, what is needed and wanted, is water.
Now, if you want to condition a particular group of people and tell them that Gucci bags are a necessity in the desert you can do that, but the consequence of that is dealing with objections.
You have to figure out how to coerce, manipulate, convince, cajole and a myriad of other techniques to make the person think that what you are providing is required. Business becomes hard.
Now, imagine, for just a minute, if you asked the person in the desert what they really needed and wanted.
I will assume they need water. (After all, even I don’t know what’s needed and wanted until I ask the person in the desert).
So, I give them water. What happens to my business? How easy is it for me to provide value?
It’s almost too easy. So how comes people don’t do it?
We are not trained to find out what is needed and wanted!
But what if you were trained? What if you gave people what they need and want?
Not what you think they need and want – notice the distinction here. It is critical to this conversation.
Giving people what you think or assume they want is an Art. Giving people what they say they need and want is the foundation for Business.
So what would happen to your business if you followed this principle?
If you surveyed the marketplace and discover what exactly is needed and wanted and provided that, at the right time, location and price.
Imagine what would happen if you knew what the “water” is in your industry.
Businesses that provide what is needed and wanted - To learn more about this author, visit Vwodek Wojczynski's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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