iSell: Unlock Your Winning Sales Mindset by Leigh Ashton

Author:Leigh Ashton [Ashton, Leigh]
Language: eng
Format: epub
ISBN: 978-1-907722-74-5
Publisher: Ecademy Press
Published: 2011-03-15T00:00:00+00:00

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So do you focus on sameness or difference?

Write down your preference in the context of work here:

5. Proactive & Reactive

Are you the type that never seems to stop…or do you respond to things as they happen?

Are you thinking of or starting the next activity before you finish what you’re doing? If your activity isn’t prompted by anything particular other than your desire to get it done you will have a proactive preference.

If you might be equally as busy but responding to things around you like answering emails, returning phone calls, completing reports that your boss wants or the like then you have a reactive preference.

If you’re proactive you’ll initiate things and are always keen to start something new. You don’t wait for others to initiate stuff.

You will use direct and positive language like “I shall begin by outlining the agenda for the meeting”

Clearly, the best sales people are likely to be proactive…just because you guys just get things done.

If you’re reactive and you’re left to your own devices, you will probably take a long time deciding what to do…and may never actually take action at all!

Your language will be more tentative and you’ll seek to qualify what you say “If it’s OK with everyone, I think I might begin the meeting by .…”

The opposing extremes of this Meta Programme can really create conflict. Often I’ll go into an organisation with proactive, go getting people who are constrained by an underlying reactive culture. The people want to get things done but are prevented by rules, red tape, financial constraints and procedures. This is such a source of dissatisfaction…the people are employed because they have a proactive nature but then find that the company culture, regardless of what’s said turn out to be reactive.

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