Before you decide that they don’t know what to do, it may be helpful to inquire into what they think they need to be successful. It could be that they are stuck with a new challenge with a customer. Or they are having personal issues that are distracting, or perhaps they have heard rumors about themselves or the company that are distracting them. By taking the time to understand where they are coming from, and then addressing the issue, they may get better results.
I recognized the impostor for what it was…an impostor. The real me was stretching beyond my comfort zone. And what a successful client meeting. He moved forward to make the change he wanted and landed a bigger job and more responsibility.
Evaluate your options as they may all look good, (or bad). Based on the information you have the choose a path. As you move forward and learn, evaluate. Then if necessary, recalibrate to bring you closer to your target.
I was having a cup of coffee with my good friend Tom LaRotaonda the other day and we were talking about how it happens that people will often replay a script when triggered. It happens in all sorts of ways. I remember when I was selling collection services. I had…