Having worked with many clients in the practice area of change management, we have learned that many organizations miss the compelling “WHY” component. In other words, organizations launch into what we’re going to do and what we’re going to achieve, but do not include as part of the communication process why we’re asking you to change, why it’s important to be engaged, why we need you as part of the process, etc.

I recently came across a great book that reminded me of the importance of the WHY. Start with Why, by Simon Sinek, argues that we all think, act, and communicate in the exact same way – and it’s the complete opposite of what we all do. He refers to this powerful concept as The Golden Circle – and it provides a framework for building organizations, executing initiatives, and inspiring people to take action.

Any organization can explain what they do and how they do it. However, few are able to articulate why they exist. It is not about profit targets (those are results), or how we’re going to achieve our goals (those are strategies). The WHY is about communicating why your organization exists, why you do the things you do, why customers buy your products, and why your employees are loyal and proud to be associated with your organization. It seems intuitive which perhaps is why it’s often overlooked!

Starting with WHY works in big business and small business, in the nonprofit world and in politics. Those who start with WHY never manipulate, they inspire. And the people who follow them do so because they want to, not because they have to.

Check out Sinek’s book. A great read over the holidays.

For example one commonly held belief is that if we provide larger extrinsic incentives, then people will perform better. This belief turns out to be true for simple, mechanical tasks. However, it is not true when motivating people around complex tasks that demand more conceptual reasoning. His research indicates that performance and outcomes are largely driven by providing people with autonomy, enabling them to be experts, and creating a sense of purpose. In other words, when thinking about motivating others we as leaders should ask ourselves 1) have we created an environment where people have autonomy; 2) are we enabling people to develop and master their skills; and 3) have we communicated a strong sense of purpose – or why we are doing what we’re doing. Pink’s findings are simple, and powerful.

We would rate this book as a “BUY” for your real or virtual bookshelf. Drive is available in paperback and audiobook formats. In addition, there is a brilliantly animated video that summarizes some of Pink’s thinking in less than 10 minutes! Well worth your time investment! Check it out:

Daniel Pink\’s \”Drive: The Surprising Truth About What Motivates Us\”

Submitted by Tom Athenour, Principal at StarQuest

Over the years, we’ve worked with sales teams from a variety of industries and organizations, and we’ve observed hundreds of sales meetings in the field and within sales simulations. The feedback is always the same: You’ve got to connect right from the start without coming across as disingenuous.

There is good news! Engaging and connecting with others is a learned skill that can be practiced in many different interpersonal situations.  

The following are five ways to help you engage and connect with prospects (as well as others!).

1. Be prepared. Knowing a bit about your prospect before you meet demonstrates a genuine interest in them. Before meeting with a new prospect, make sure you’ve done some internet searches to learn as much as possible about your prospective client and their business. Do whatever it takes to get into their shoes right from the start.
2. Check your intent. Prior to starting your meeting, do a quick check on your intent to make sure you’re there to help them solve problems, create value, generate results, etc. If your motive is to advantage them, rather than yourself, then they will be more likely to open up and connect with you.
3. Get the focus off yourself.  Most often we see sales professionals get anxious and intimidated when they’re calling on high level prospects, when they don’t know their products, or when they aren’t prepared in some way. If you find yourself in one of those unprepared states, don’t panic. Push your pause button immediately and shift the focus on to your prospect.  Remember it’s not about you – it’s about them.
4. Be a thoughtful listener. By listening intently you’re saying that you’re interested in them. It is in our opinion the most critical skill of highly successful sales professionals. As Larry King states, you have to be interested to be interesting. And you can’t be interested if you’re doing all the talking and not listening.
5. Be present. You can’t be genuinely interested if you’re not 100% present. Being present is about being in the moment. If you’re thinking about your presentation, your solutions, your “close” or other clutter that’s taking up mindshare, then you are not present. Subordinate your agenda, and focus on the person in front of you. This will help you engage the other person and build a stronger relationship – right from the start.