A generous person will prosper. Whoever refreshes others will be refreshed.
Situation | Self-Centered Focus | Other-Centered Focus |
---|---|---|
This assessment | I got it. Nothing here to explore. Let's move on. | I wonder what I am missing. I can always get better. |
% Talking | I tend to dominate the conversation. I speak more than 50% of the time in most meetings. If I could only ask questions in a meeting, the meeting would be very short. When other's start to talk, my interest level wanes. | I believe the most productive meetings, other than a formal presentation, is when the customer is talking about what is most important to them. When they do talk, you see it as a valuable opportunity to learn more and are sincerely interested in everything they have to say. |
Communicating | I focus all my energy on what I'm trying to say | Focus on what the other person is hearing |
Versatile Approach | Pretty much the same meeting, same presentation, the same spiel every time. Wash, rinse, repeat. | Every interaction is unique. It has to be because every customer is unique. |
Who chooses whom? | Unless customer outright says no, I pursue every deal | Evaluate, often ahead of the customer, whether it's in the customer's best interested to adopt recommended solution. If not, I move on to real opportunity. |
Demeanor | Nervous, anxious, needy, and/or aloof | Calm, confident, attentive, caring |
Customer's level of disclosure | Typically sticks to the basic business script | Reveals guarded information rarely shared with others |
Recommends competitive or other options beyond solutions offered | Rarely, if ever. | When needed |
Share pros AND cons of solution | Just pros. Rarely, if ever, would I share weaknesses. Subject to be avoided. I don't want to open that can of worms. | Boldly state what I do and I can easily talk about solution in light of the competitive offering both pros and cons |
Feedback | Resist feedback from customers and others. I know what I am doing so why do I need feedback. | Seeks and embraces feedback. I can always get better. How can I improve without feedback? |
Influenced ("When I hear something that doesn't align with my beliefs…") | Shut off any information that doesn't agree with preconceived ideas. When meeting with customer, co-workers, or friends, I rarely learn something new. More focused on what I have to say or just satisfied with the current knowledge level, low curiosity | When faced with new information that may undermine existing beliefs, I am passionate about getting to the truth. I learn from everyone and almost all situations. The more I know the better I can help others. |
Own outcome ("When I lose…") | Someone or something else is typically blamed for failure to win the deal. | Always explore how I contributed to the loss and how I can avoid the same mistakes in the future. Perfection is not possible. |
Cares about people – Beyond the business deal | See people as either an ally to win the deal or a barrier. Interest in the personal lives of people they are working with is for the sole purpose of wining. If the opportunity disappears, so does the interest in the relationship. | Care about the people I have the opportunity to meet and serve, regardless of the outcome of the opportunity. |
Whiteboard | Very aware of what's on my whiteboard and I have very little knowledge about the customer's whiteboard | Anticipate needs, ask very insightful question, and connects recommendation to customer's initiative due to a high level of knowledge about what's on the customer's whiteboard |
Other-Centered® Self Assessment Copyright 2017