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dave@davewakeman.com
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Problem definition is an emotional thing

Often we have to find ourselves thinking something like, “If they could only see the problem from my point of view, things would be different.”

First, you aren’t wrong…we all should have a strong point of view. So, sure, you would see things differently if you had a different POV.

More importantly, when you are talking with your clients and prospects about their business, it isn’t as simple as the rational discussion of challenges and opportunities that you would like it to be. In fact, if you start thinking about the emotional aspect of problem definition and change, you will more quickly find yourself having much more constructive conversations.

Here’s why:

When you are talking with your client about their pain, they are often thinking about all the issues and missteps have led to this issue in the first place.

Second, when you are talking with a prospect, making a change like you propose can often be a kick to their ego because they may have been the author of the failed or aborted strategy.

Third, making a change means having to admit that you were doing something that wasn’t working as effectively as possible. And, while the admission is a sign of strength, in most cases, it still requires a bit of crow eating to get to the point of action.

As the expert and professional service provider, understanding that the definition of the problem is going to come from an emotional place, it will help you to immediately know that you need to help your client understand that these types of issues aren’t a reflection of their self worth and help turn them to the brighter future that will occur because they are taking forceful action.

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