Staring down the slope of the world’s longest speed skiing track pulls your focus into acute clarity. Picking your line is a decision about your best guess on fastest, most naturally efficient path to your destination. The sound of the other competitors, your breathing and even your heartbeat disappear. The only thing on your mind is the line you have chosen and how fast you can possibly go.
In business today, there are a multitude of things that can happen and you know they will come at you fast. So, the line you choose is of utmost importance.
Here is how to pick the fastest and best line to your destination:
1st identify… The Straight Line. Define the shortest distance between you and the outcome you desire. For example, let’s say you want to close a deal and you know that going straight to the decision maker is the straight line.
You ----------------------Decision Maker ------------------- Closing the Deal
2nd identify… The Detours Line. Imagine all points that could take you closer (or keep you away) from the outcome you want. Pinpoint all the people who can influence the decision maker. Also research all the issues that the decision make might be dealing with. With google.com and an imagination you can find all sorts of issues the company might be struggling with.
PEOPLE ISSUES
Controller Market Product
Receptionist VP Marketing Conditions Launch
You --------------------------Decision Maker------------------Closing the Deal
Executive VP of Sales Competitor
Assistant Pressures
3rd identify… The Smart Line. Collect information that will lead you to the heart of the solution. Then draw the most efficient and effective line to the outcome you desire. In the case of closing the deal example you will see how this works. Interview one key person that is an influencer to the decision maker. This person would have a handle on the issues that are on the mind of the decision maker. Let’s say the Executive Assistant is the influencer. You ask the EA for help. With the issues you have already researched, you clearly state that you have ideas but didn’t want to bother the decision maker until you were sure you had the right solution. The influencer fills you in and becomes a partner in the solution. You are then ready to go to the decision maker.
PEOPLE ISSUES
Product
Launch
You ---------------------Decision Maker--------------------Closing the Deal
Executive
Assistant
The “Smart Line” might not be the most direct path. But when it’s well thought out, you will likely triumph with speed and fearless clarity.
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