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Stop Asking For Commitments You Haven’t Earned

When you’ve earned a commitment, you are right to ask for it. When you haven’t earned the right, you are asking because you want what you want when you want it. This is what toddlers and bullies do (Iannarino, 2015).

A week ago, I was tasked to find an insurance partner for our  new project. After not receiving feedback from one of the companies I emailed, I called them up and looked for the person in charge. When I got connected to the Business Development person, I explained what the project was and what the available information were. To my surprise, the BD person cut me, gave me her email address and just told me to email the information I was already giving. I told her that the project is already ongoing so I asked if there is anyone available right then to accommodate me. She said she was the only person in charge and that she’s busy at the moment – she didn’t even ask for my contact details.

I was flustered!

I never experienced such rude treatment from a BD professional before. Nonetheless, I still emailed her the general details to which I received a template reply asking for a list of accreditation requirements.

That’s it – I’m done with this company! The salesperson didn’t listen, didn’t care, was selfish, and lazy! She asked for too much without giving me anything in return – an important insight, a promise of helping me with my situation, and/or a commitment that their service will deliver.

Such a situation does not apply to sales people alone, everyone involved in the business of selling, providing service, or customer care must learn that we shouldn’t expect much from our stakeholders without showing them that we are willing to do as much, in fact, more for them! We have to be the one to do the work first – If you want commitment and sincerity, be committed and sincere with them. Do your due diligence. If you want them to give you information about their business, give them information about the market. If you want them to award you the business, give them reason to do so. You have to know what you want and pay it in advance.

When you’ve earned a commitment, you are right to ask for it. When you haven’t earned the right, you are asking because you want what you want when you want it. This is what toddlers and bullies do (Iannarino, 2015).

So tell me, are you a professional or a toddler?

Hustle.
Arlet

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