1. a company's product2. internal and external marketing
3. sales presentation
The book describes in detail what how these three things work together to catapult your business and bring in a continuous flow of customers. What I found interesting what this idea of "unnatural, natural behavior" that Dr. Capista describes as doing and learning behaviors that seem unnatural at first, but when done repeatedly, it becomes natural and unrehearsed.
This reminds me of something that was brought up awhile back about hiring for human skills. Can you actually train someone to be nice?
For instance, let's say you hire someone and find out that they weren't the happy, perky person they appeared to be during the interview. You've received a couple complaints about this person from customers, so you decide that you're going to teach them step-by-step how things are supposed to be done. However, you can tell that some of these things aren't in their nature.
Could it be possible for this person to continue doing these things until they do become natural as Dr. Capista says?
It may not be that it is about teaching something to someone that is not in their nature. But rather, if someone actually has a willingness to change they will often find that by practicing something long enough it becomes natural.
For example, driving a car. What was first very unnatural, with enough experience will likely become natural.
On the other hand, to try and teach a left handed person to be right handed may not fit into the context Dr. Capista is referring to.
There has to be some level of willingness to do things differently before a change can occur.
Posted by: Kathleen Gage | January 11, 2008 7:53 PM | Permalink to Comment