'Line 49'

Although we know effective communication is a two-way street, most of the time we are so preoccupied with ourselves that we fail to recognize efficient routes to resolutions.  It doesn’t matter if you’re lecturing or litigating, gaining buy-in to an idea, belief, or agenda requires an understanding of existing thought; we must meet them where they are in order to have them follow us.  eBack9 terms this process ‘Line 49’; identify and embrace what others want and show them how to get it.

 We all, based on experiences, have our personal conviction(s).  This ideology is our ‘Line 49’, it is equivalent to the bottom line on a financial balance sheet.  As firm or fluid as this may be, it’s what matters most to us; our ‘What’s in it for me?’.  We involuntarily protect ourselves with a self-centered perspective of a given circumstance.  The challenge surfaces when we one-eighty our thought process to focus on someone else.  This altruistic approach is unnatural and requires deliberate authority and discipline.  When we are patient and attentive enough to uncover ones ‘Line 49‘, we are better able to align their objectives with ours.  Keep in mind that it is our moral obligation to, without exception, obey ‘The Responsibility Hierarchy’.

Interestingly enough, we spend much of our time talking about us and ours only to find out that objectives don’t align at all.  This may be because we made preliminary assumptions of their problem and/or tried to force a circle into square space.  Regardless of the reason, it is imperative that we accurately discern destinations to qualify applicable alliances.  Once we have established common ground, it’s time to navigate through ‘The Gap’.  This is where we mutually explore opportunities to strengthen positions and achieve goals while minimizing risk.

At the end of the day we are all looking for wins.  In all of our relationships we are constantly delivering ‘pitches’ and making ‘purchasing decisions’, being aware of other’s ‘Line 49’ enables us to better close the gap for both them and us.  Though this is a difficult task, with conscious and deliberate understanding we can make our LIFE much more pleasurable.  From prospecting qualified targets to servicing existing accounts, this mindset increases the probability of developing and sustaining mutually beneficial relationships.  Great Selling!

www.eback9.com | www.rudyjamison.com | rudyjamison@eback9.com