Uncertainty in Leadership
Think about what feelings people have when you interact with them. Do they feel more uncertain or more certain? The more you are helpful, the more the world helps you.
Strong leaders make great connections with people. Successful salespeople have this natural ability. When we look at each conversation with customers, team members, and partners; we begin to realize that most people are uncertain.
The fact is, we are bombarded with negative news that is assembled to create uncertainty in our life.
We are uncertain about customers and this is why we have long application forms, credit checks and policies to protect the people and investments. Customers are uncertain about management and their products. Will they enjoy their new product? Will they like the service? Will the price go up?
People don’t come out and tell us what they are uncertain about.
Employees are uncertain about their jobs, their boss, their company, and their market. What happens if they sell the company? Who will be my next supervisor? Will they value my contribution like my previous supervisor? If I have to move, where will my children go to school? It’s not that they are all afraid, it’s just that when we don’t have all the facts, we fill in those gaps with worst case scenarios. When this happens, we have uncertainty. Naturally.
In sales, we learn about objections and overcoming them. When we look deeper, the objections are just serving to awaken what people are uncertain about. When we can communicate with other people and be a source of comfort to their uncertainty we can move relationships forward. Be curious with them and listen carefully to what people are saying. It just might be that they are uncertain.
Help people create certainty. Think about what feelings people have when you interact with them. Do they feel more uncertain or more certain? The more you are helpful, the more the world helps you. And what’s really interesting, is the more we look the more we find ways to be helpful. Start today by just looking to be helpful with people.