Today I’m thinking about disappointment. The disappointment that comes from realizing that not only are things NOT the way we envisioned they would be, they will also NEVER be that way.
Has that ever happened to people on your team?
If you are about to have a conversation with someone on your team that you know will lead to disappointment, here are a few tips:
> Time it right; will the person need support from you (talk early in the day) OR need time to clear their head (perhaps before lunch or late in the day)
> Discuss the ‘thing’ not the ‘person’; what is going on that you are talking with them about? Make sure to focus on that NOT on the person – it is probably business NOT personal.
> Focus on THEIR goals; discuss your point(s) in relationship to how what is going on will affect their ability to reach their own goals. Make the conversation about their success.
It doesn’t matter how formal or informal the conversation might be, prepare for it (hmmm just like sales call planning….).
The funny thing about disappointment is although in itself it isn’t fun; disappointment doesn’t have to lead to disaster. The choice is in front of us.
To quote Attitude by Charles Swindoll “I am convinced that life is 10% what happens to me and 90% how I react to it.”
Make sure you help the salesperson recognize their disappointment for what it is, have them take a deep breath – let it out, show you believe in them. Then – together – decide what the next step is and help them take it!
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