“The success of the intervention depends on the interior condition of the intervenor” – Bill O’Brien, former CEO of Hanover Insurance
The success of a customer relationship depends on the interior condition of the seller.
The interior condition meaning the quality of intention and the quality of attention and Presence.
Is it an EGO Intention? e.g. Getting a Sale, Meeting my target, Convincing the Customer, Buying peace with my boss etc.,
OR
Is it an ECO Intention? Creating something useful for the customer and their people, or the customer and their customers etc.,
What is the quality of Attention?
How much is the attention on the intention and how much is on the distractions.
What is Presence?
Presence is a word made up of 2 words: Present and Sense
It requires deep listening not only to what the customer is saying, but being grounded in the world of customer and learning how to co-create with the customer a future that didn’t exist before.
For more information on Sales Leadership, Contact: Manoj Onkar, manoj@managementinnovations.co.in 91-9106456275.
This write up is based on Theory U by MIT Prof. Dr. Otto Scharmer.
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