In every area of life and in every situation we are left with one of two choices. We can either react - or we can respond. Where each one of us is today is a direct result of the choices we had made in times past. It is a known fact that life is structured in such a way that each of us is then given the opportunity to live out those choices. And at that opportunity we can again either react or respond. So let us now analyse those two choices:- |
Most would agree that when one reacts, he or she doesn't weigh up the facts, acts entirely on emotion without taking into account the consequences of that action. Invariably, when he or she reflects on the action taken, in most cases disbelief, regret and sorrow are the emotions felt. Then one of two things happen. He or she thinks the matter through, and either works out what the correct response should have been and learns from the way it was handled, or decides to justify the action by thinking through the stages of the reaction and carefully justifying each point raised. On the other hand, those who respond weigh up the facts, think it through and invariably have nothing to justify, regret or feel sorrowful over.
Selling provides perhaps more situations daily than perhaps any other profession to either react or respond. Unfortunately the greater proportion of this profession reacts far more than they respond.
Those that react generally do so because they don't have inner confidence. And this is because they haven't done their homework properly; don't understand their product or the selling process fully; take short cuts to achieve results; perhaps even exaggerate the facts to get their message across in a more favourable light. But, if it were understood that to react in most cases shows a good degree of immaturity, and to respond is far more mature, perhaps fewer salespeople would react.
But when asked to justify an ill prepared statement; prove more detail or are faced with questions they should have researched but didn't in general they react. Yet, if they had approached the call more professionally they would have been prepared to respond to each rebuff given by the prospect no matter how difficult the call may become. So the next time you are placed in this situation - what will you do - react or respond. In most cases we react because we show immaturity in that part of our lives. So how much more enriched and fulfilled would we become as human beings if we learned to respond rather than react.
Here is something else to consider:-
? Do you react to some donkey drivers near miss as they illegally cut lanes in front of you?
? Do you react during a conversation when someone brings up a point that you disagree with passionately?
? Do you react when things don't go your way or something upsets you or hurts you?
? Or do you respond calmly at the time and think your response action through before you take action.
? Or do you react.
This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com -Submit your articles to AMAZINES.COM
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