What do
you do when one of your team comes to you for advice?
It is so
important that you're able to distinguish between when to give advice and when
not. Imagine
for a moment that one of your team come to you because they're not sure how to
do something. How do you handle the situation?
I've
worked with so many sales managers and business owners that fall into the trap
of thinking that telling someone how to do something is the same as teaching
them how to do it. If you've noticed specific people making the same mistake
time and time again, my guess is that you could be continually telling them
what to do and they're just not doing it.
Frustrating isn't it?
Whenever
you tell your people the best way to do stuff (and I know you're doing this
with the best positive intention) you train them not to think for themselves.
You create an environment where they feel the need to run stuff by you to
confirm it's right.
The very
best way to develop your team is to ask them what they think they should do.
This develops their mind to come up with their own solutions. My approach is
"I have some thoughts but what do you think?" Most of the time they
come up with a perfectly good solution and I can reinforce their thinking by
congratulating them and supporting them to get started.
Let them scuff their knees
If their
solution gets the job done (even if mine is simpler, faster, easier) I let them
get on with it. This is the only way they have complete ownership. They will
learn from the process. Let them scuff their knees...it's a great way to learn.
If their
solution is way off track, ask lots of questions that give them their own
realisation of the potential consequences of their solution. "What would
happen if...." Help them develop a new solution for themselves.
This not
only develops your team to think for themselves, it empowers them, grows
confidence, increases contribution and self worth and creates new pathways in
their thinking.
Train them how to treat you
You have
enough to do without having to think for them too! Remember...you train your
team how to treat you. What are you training them to do if you keep giving them
the answers?
Until next
time.
Leigh
PS; If you're looking to develop your winning mindset remember you can get started for just £10 - by snapping up my book 'iSell: Unlock your winning sales mindset"
Click through here to secure your copy
'This is a ground breaking book that shows you how to develop unshakable levels of self-confidence in selling anything to anyone'
Brian Tracy, best selling author of 'The Psychology of Selling'
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