| If you want to test the true character of a
person, see how they respond to adversity. Watch how they handle the pressure of a lost
sale, an angry client, or a difficult boss. What do they say? How do they act? What is
their emotional state? Do they freeze up and get angry, or do they buckle down and
increase their focus and commitment?
The same holds true for those who would assume the mantle
of leadership in business. When adversity hits, how they respond in the market will
determine their ability to stay in business and win. Leadership – both on a personal
and organizational level – ultimately drives the actions taken amidst crisis and
change.
Today's economy is full of adversity. I call them
"missiles of business and life." It seems we are being fired at every day.
Rising costs of fuel, shrinking budgets, demanding clients, and a lack of qualified (and
loyal) employees all create an intense and constantly changing environment. As soon as we
think we defeated one missile…BAM! Another one is fired. As soon as profits start
coming in… BAM, another competitor enters the fight.
The missiles will come and you will be fired upon. It's not
a matter of if, but when and how often. The key is NOT to get shot down!
This week we saw one of the most reputable giants in the
financial industry – Lehman Brothers - get shot down. Just a few years ago, who would
have thought such a thing could happen? But it did. And it will happen again. It's just
the nature of business…and life.
In fighter combat, the best pilots who are able to adapt to
adversity and change are called ACES. They prepare relentlessly and are the most focused
and committed under pressure. They are the respected and accomplished leaders in their
squadrons because they don't run away when fear knocks on their door. They buckle down and
ultimately take action.
The right action.
Here are a few WingTips that can turn you into an ACE and
help you avoid getting shot down on your next mission:
A: Attitude + Action.
Attitude does not determine altitude. Attitude plus Action
does. Being positive and enthusiastic is a critical component of success, but your
customer ultimately rewards your actions, not your positive attitude! An attitude that
breeds confidence is a by-product of disciplined preparation and mission rehearsal. When
dealing with a price objection, last minute competitor, or late product shipment, it's the
commitment, focus and sense of urgency you have to fix the problem, provide value, and
deliver results that counts.
C: Customer:
Success in business is not about you, your company, or your
product. It's about your customer. Prior to each meeting, gather the latest, up to date
intelligence (from multiple sources) and commit yourself to meeting the needs of your
customer. Be original. Come prepared with questions. Learn about the person you're
meeting. If you're not focused 100% on your customer – your target – you
shouldn't strap on your jet to fly. (By the way, it can't hurt to learn about your
Competition too …but only after learning about your customer.
E: Environment:
Every mission is unique. What works with one client or
industry, may not work with another. The environment in which you and your customer
operate will ultimately determine your tactics. Was there a recent merger or perhaps some
lay-offs at the company you're meeting? How's their stock price? What's the nature of the
industry you're operating in? Who are you meeting? Who is the decision maker? What
resources (wingmen) do you have that can help you prepare for your meeting? Never sell by
the seat of your pants!
Take it from somebody who's been shot at in real combat,
the winning ACE's in business and life prepare for the worst, but then expect the best.
They acknowledge adversity and develop the confidence to overcome it by hard work and
focus. But being an ACE is not easy. You can either "push it up" on your
throttle and defeat the missile, or pull it back and risk getting shot down. It's your
choice.
I hope you'll push it up! Your Wingman!® |
