It’s missing! Getting ahead of the evidence

It happens to all of us.  Our mind (and our mouth) gets ahead of the evidence.

Leslie and I recently downsized. Moving is stressful. Eliminating belongings to fit into a smaller space brings even more.

While trying to organize the disarray in my new office, I heard Leslie start yelling, “Michael! Help! I need help!”

Running up two flights of stairs, I found her searching the bedroom. “What’s wrong?” I asked.

Leslie was frantically looking around the room. “My grandmother’s lamp is missing! I told the handyman tell when he was ready to hang the mirror. But he’s already moved stuff and he probably broke it!”

The lamp was in plain sight. “It’s right there on the dresser”, I said, pointing behind her. Fortunately, Bob was far enough away he didn’t hear any of that.

We all have our own expectations whether it is walking into a room, looking at a report dashboard, listening to a salesperson explaining an opportunity or hundreds of other things during a typical day.

When we see or hear something that doesn’t match our expectation, we choose what we do next.  We can yell and accuse.  Or we can pause.

Do I know what the salesperson heard the prospect say?

Is this the last report of January or the first report of February?

Am I seeing the whole picture?






Michael Webb

Michael Webb founded Sales Performance Consultants to create a data-driven alternative to the slogans and shallow impact offered by typical sales training, sales consulting, and CRM companies. Michael helped organize and delivered the keynote speeches for the first conferences ever held on applying Six Sigma to marketing and sales. Connect with me on LinkedIn.

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