Last week, a service professional

was trying to sell me on the value

of working with his company.

The problem:

he was using the wrong metric

when it came to what would

interest me most.

What do I mean by metric?

In a nutshell, it’s what moves

the needle for someone

and/or their business…

or as I say in my stage keynotes,

“What Razzes Their Berry?”

For example:

• Money
• Reputation
• Creative Expression
• Contribution
• Expanse / Reach
• Etc.

As everyone ramps up for the coming year,

a mistake I so often see made

in consultative sales and “biz dev”

is that people assume

someone else’s metric

is the same as their own.

If you’re trying to win over

others–whether that’s a prospect,

a partner, or members of your team–

be sure to express your ideas & value proposition

in terms of the other person’s metric.

And if you want a banner year ahead

for yourself, make sure

to stay clear on your own.

Risk Forward & Rock On,