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You MUST love the purpose more than the process!
I was training with some people this past week and this just came out.
“Love the purpose more than the process.” ~Mike Phillips
Purpose is the WHY is something getting done. It’s the reason.
Process is HOW. It’s the actual actions and steps to accomplish a task.
Now at the time, we were talking about navigating through a sales call. What is the purpose of the sales call. Ultimately to serve the customer with enough connection and information that they agree to meet – in this case come in and look at a car.
Then I started thinking – that applies to so many other areas of our life as well. So often we fall in love with the process of doing things. The WHY to get it done, rather than the HOW or WHAT needs to get done.
Let’s look at several scenarios.
Youth Sports – I have three kids in athletics. And as a former youth coach myself so often, I became wrapped up in the steps. But… what about the outcome? The outcome to score, or win, or at least progress and propel the rest of the team forward.
Parenting – This one is tricky. In our minds – before we are parents. We love the thought of this perfect process. What your kids will do, what they will be, how they will handle situations. Then there is reality. This one sets in so heavy that the purpose – your kids growing up to be contributing adults and quality members of society, your kids seeing success, doing it better and having it better than what you had… that single thought, what you want for their purpose, trumps any other ideas you thought you had about how you were going to get there.
Sales – For example, we use a five-step sales process – greet, qualify, present, demo, close. Yes. There are a lot of other processes and options that can be inserted. Again… what is your desired outcome? Sell a car. Or sell your product.
Sales calls – it’s the same, what do you truly want the outcome of the call to be. You want to feel as though it is a success and your customer to feel the same. So regardless of what is said, or what should be said. Care. When you care about the person on the other side and their success (in purchasing a product) – the purpose of the call outweighs the process you are supposed to go through.
When you love the purpose, it helps you to easily love the process.
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