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Again and again, in the multiple communities where I’m fortunate enough to teach and share, there’s a storm a’brewin’. In our own way, we’re seeking to be successful. Part of designing and implementing that success always boils down to the point where a conversation begins, whether it’s strategic marketing or just picking up the phone to make a phone call.
In those moments, that’s where the challenge arises.
The oversell or the undersell.
First, let’s break down our good old friend “The Undersell.”
Vital Stats:
Weight: Crushing and Oppressive
Height: Barely Visible
Hometown: The sinking sensation of doubt or frustration.
Opponent Breakdown: The Undersell looks a lot like holding back, regardless of the reason. The Undersell shows up when we’re locked in the process of “thinking of what to say next,” dismissing our important qualifications, or not saying what wants to be said in any given situation.
Strategy: First, you’ve got to show up with the direct right hook of honesty and clarity. What is it that you’re really wanting? How is it that you’re really planning to communicate it?
Then, there’s the other devil on our shoulder, because I’m envisioning some sort of bizarre mutant with THREE shoulders (get it, two devils and an angel…oh boy…) “The Oversell.”
Vital Stats:
Weight: Strangely Light and Unassuming
Height: Oh, you’ll see it coming…
Hometown: The overcompensation capital.
Opponent Breakdown: The Oversell sneaks up when we’re really looking to show everything we’ve got before it’s truly necessary to do so. It sneaks in, listing out all of the vital features and benefits, giving detailed breakdowns of everything that’s gonna happen. Even worse, there’s the risk that what’s being said can’t even be delivered.
Strategy: Give it the uppercut of sense, sensibility (not you, Emma Thompson), and relationship. Give the other person the room they need to communicate just as well. Look for the opportunity to connect rather than teach or lecture.
Ask yourself the important questions…
We live in a world of dramatically expanding experience. Instead of overpromising, underselling, or fighting for the title from either one of those opponents – see what YOU can do today to create that experience for yourself and others.