sectors have been taught a specific sales procedure—10
steps to selling double glazing, insurance, a car. Probably
even worse are salespeople who don't use any steps at all.
How different it is when you are dealing with someone who
employs both sensitivity and flexibility in the way they
approach and respond to you.
❏ Thinking in outcome terms and dovetailing their outcomes
with those of others so that they achieve a win/win situation,
meaning success for everyone involved.
❏ Building lasting relationships and strengthening the
networks that surround them.
❏ Learning continuously from everything that happens to
them, no matter whether it is initially seen to be good or
bad (the result is that they turn everything to “good”).
❏ Being interested in and curious about what is happening
around them and the people they meet, and demonstrating
this in the way they are open to what they can learn from
others.
❏ Acting and speaking on a day-by-day basis that lives out
their mission, their beliefs, and their capabilities. By
watching and listening to them it is evident what their
mission, beliefs, and capabilities are. Their behavior is
congruent, consistent, free of mixed messages. They
operate on a set of principles that forms the basis of
everything they do.
❏ Changing their behavior so that they continually increase
their flexibility while remaining true to their values.
❏ Asking questions in a way that allows them to learn from
themselves and others.
❏ Asking for feedback and giving feedback when they have
permission to do so.
❏ Enacting the behavior they want from others so that they
lead by example.
❏ Recognizing that their environment and their appearance
are an expression of who they are and what they think and
getting feedback to find out if that is true for them.
❏ Taking responsibility for influencing their environment so
that it supports the outcomes they want to achieve.
❏ Respecting their environment and always leaving it “better”
than the way they found it.
MODELING 167BehaviorEnvironment