Challenging the Status Quo

My friend and I recently discussed careers. He wants to quit because he was passed over twice in the last couple of months. He worked for two weeks straight without a day off, recently increased his sales, and handled the majority of administrative tasks at work.

I listened and let him vent. We all need to vent. In fact, I believe we are all entitled to at least one daily vent. Then I focused on issue management, essential value of preparation, and the influence of key messages.

All relationships, such as business, personal, and media, are based on key messages. Facilitating positive relationships requires issue management, and strategic planning. Address the issue. Plan multiple solutions. Implement tactics. Consider possible concerns. Prepare and use key messages.

My friend’s decision was to give his manager an ultimatum. Promote me or lose me.

“You have a background in martial arts,” I said. “Do you prefer to attack…or counter-attack?”

“Well, I prefer to measure an opponent, anticipate his movement, and counter-attack,” he replied.

I explained that an ultimatum is basically wading into a fight swinging and hoping to make contact. He was not competing on a level playing field. At this moment, I said, you are considered the lesser foe. Your manager has power and therefore the upper hand. You must raise your game, gain his respect, and beat him at his own game.

“How will your manager respond when you discuss the promotion?” I asked him.

“Sales are always an issue. I always coasted and sold just enough to pass under the radar,” he said. “But I have been in the top three rankings in the last four months. He might bring up the fact that my sales have been low this month.”

I told him to expect concerns regarding consistency. Then I gave him the first key message.

“I am really glad you brought that up. My sales have progressively improved. I know this month is slow. But I have evaluated my sales approach and recognized areas to maximize presentation opportunities. I am still trending toward a strong month, and still rank in the top five sales positions.”

The point of a relationship is open and consistent dialogue. Provide the speaker with opportunities to express points and concerns. Respond with the appropriate key message. Qualify it with examples. Quantify it with hard numbers. Show due diligence.

“Well, I was also told that I do not have enough managerial experience,” he said and added that he had the longest tenure at the office.

This segued into his second key message.

“That is a very good point. But I have been here for more than a year, handle administrative tasks, and train new hires to process paperwork. Operations have improved. Team members spend more time on the sales floor. The team is more confident and well-rounded.”

He smiled at me. Now, I said, there are two key messages to handle his objections. However, there is an old adage that everyone has a game plan until they get hit. I asked him to take some time to think about another potential objection.

“My attitude,” he said. “I will admit that in the past it was very poor. I hated being there. But now I see the potential to make a lot of money.”

I gave him his third key message.

“I agree. My attitude in the past was not ideal. But I can’t turn the page on the past. I can only move forward. My sales reflect a stronger, positive attitude. I delegate more responsibility and stress teamwork. The office is running at peak performance and morale is fantastic.”

Everyone loves value. Value is critical from the dual perspective of beginning-user and end-user. Managers want more profit with fewer returns and happier clients. Clients want innovative, reliable products delivered with service. Subtract cost, add value, and you have a valuable business solution for satisfied users with reduced buyer remorse.

“Tell your manager that you want the new promotion,” I said. “Add that your goal is to bring your expertise and new attitude to promote a balanced sales portfolio for the company. Stress your confidence. Stress your qualifications. Stress that you are excited for the challenge and responsibility of the role.”

“ Even if he does not promote you now, he will keep a close eye on you for upcoming opportunities. You must present yourself as a value to your company. Focus on what you do for the company versus what the company owes you.”

We practiced possible objections and key messages until he felt comfortable using his own words in his own voice. The only way to make sure your voice is heard is to give a logical and intelligent reason for people to listen. My friend walked away with a lighter heart and told me that he felt better prepared for the discussion with his manager.

Are you looking for a new job? Maybe a new promotion? Heck, maybe you are having relationship issues. Think of the obstacle and think of your role in the issue. What can you do to facilitate a mutually beneficial relationship? How can you promote a level playing field for both parties? Compromise is essential in all relationships. Don’t sacrifice. Sacrificing is only a short-term solution that eventually ends in regret and discontent. It is based on terms dictated by someone else. But compromise is a solution that works for both parties.

Think of possible objections. Plan your key messages. Apply the key message for complementing objections. Use bridging statements, such as “I appreciate your concern”, or “That is a great point” to acknowledge the concerns of the other party. Let them speak instead of waiting for your opportunity to interrupt. Above all: step away from ego.

Next post: preparing for a career transition. The dreaded cover letter and resume dance.

"Job security is gone. The driving force of a career must come from the individual."
- Homa Bahrami