You Are Not The Hero
You are not the hero.
That’s right, you’re not. And the sooner you get used to that idea, the better.
You’re not the one who’s going to move the customer’s business across the line. You’re not the one who’s going to help them gain extra market share. And you’re certainly not the one who’s going to achieve their vision for them.
(In a more personal context, you’re also not the one who’s going to help your kids get better grades, or get them into a great college, etc., etc.)
They will be doing all of the above for themselves.
That doesn’t mean you don’t have a role to play. Of course, you’re the gal (or guy) who can help them get there. You can and should and need to be the guide.
But don’t make the mistake of considering yourself to be the hero, the one who’s going to swoop in and save the day. Don’t think you’re the center of attention, in your words or deeds.
Because this isn’t about you.
That’s the cardinal mistake of sales people (and that means anyone trying to sell an idea to anyone else in any context). They focus on the glory they will bring to the table, and how their work is going to help the client save millions or gain millions.
There might be truth to that, but no one wants to hear it. Because, at the end of the day, it’s the customer’s responsibility. They need to own it. They want to own it. They’re happy for help that helps them get there, but they need to feel like the hero. They need to be the ones to tell their boss how they got things done.
That’s an ego bruise for some sales folks. And, if that’s you, I suggest you get over it.
This isn’t about the glory. It’s about results. Let them take credit - in fact, find ways for them to do so.
Be their guide, but make it a point not to be the hero.
H/T to Donald Miller for the idea.
