As a Sales Executive, I’ve found that no one changes the status quo without a clear understanding of their driving factors. Therefore, when a client asks me for a software demonstration or pricing for my company’s services, I always push back to get more context before I share how my company can help.
- Why now?
- Why is this a priority?
- What challenges do you hope to address?
- What does success look like?
- What will happen when you achieve it?
- What obstacles might stand in the way?
- Who else will these changes affect?
- How much time/money/blood/sweat/tears are you willing to sacrifice?
Some clients get frustrated with all the questions. They don’t have the time or clear answers…
And that’s okay. It’s my job to get to the bottom of it and help them determine if A) there is actually a real need and B) if what I sell is even a good fit for what they are trying to accomplish.
Due to this initial discovery (despite a few eye rolls) my company’s software implementations are more successful, clients are happier, and I am referred more business. Sweet!
How does this step in the “sales process” relate to achieving fitness goals?
Changing the status quo is the common theme. To change the status quo, there needs to be an understanding of the driving factors.
Scroll back up to the questions I ask my clients.
Can you answer the questions in terms of getting in better shape?
If the answer is, “Yes,” Awesome write them down.
For the folks reading this who haven’t reflected on this questions, you’re not alone.
We’re so quick to come up with a solution without taking the time to fully understand the problem and build a vision of a better future.
We sign up for a new gym, buy a FitBit, and spend a chunk of our paycheck on miracle shakes without taking the time to understand our own unique problems and needs. You have the time to do this! You don’t have the time to be $500 and 2 weeks into a juice cleanse with no results.
My challenge to you is that you take the time to do your own discovery. Grab a pen and paper (yes, an actual pen and paper) and set aside 15 minutes to dig deep to find answers to the above questions. When you feel like giving up, your answers will provide you with a renewed motivation to change the status quo. You’ll also vet out a better plan that aligns with what you hope to accomplish.
The answers to these questions can feel a bit personal, but I’m willing to share because we’re in this together:
- Why now? Without action and attention now, getting in peak shape will get more difficult as I get older.
- Why is this a priority?My level of fitness is a reflection of the respect I have for myself. I deserve to look and feel my best. Taking the time to exercise and educate myself on eating properly will make me my best self to be successful in other areas of my life.
- What challenges do you hope to address?Consistency has always been a challenge. I’ve been a yo-yo dieter and have had difficulty sticking to a workout regimen because I get distracted.
- What does success look like? What will happen when you achieve it?Exercising 4X a week, taking the time to stretch, meal prepping for the week every Sunday so that it will be easy to make good food choices. By achieving these mini goals, I will feel stronger and more confident in myself.
- What obstacles might stand in the way?Ice cream. Going out with friends to eat.
- Who else will these changes affect?Colleagues, the clients I serve, and my family because my mind will be clear, and I will be even more confident.
- How much time/money/blood/sweat/tears are you willing to sacrifice?Whatever it takes to achieve my healthy goals because success in this area, will positively affect every other aspect of my life.
If you feel comfortable, share your answers with supportive loved ones or me! I’d love to learn about your goals and see if there is any way I can help- email me at firstname.lastname@example.org
Maria & Swayze