By Sherif Attar
In a world of ever-changing ambiguity and uncertainty, executives have to face two challenges: excellent performance and people development. Where many managers think those endeavours are “competing”, this author believes they are “completing”. GET DOWN TO BUSINESS argues.
Adapted from Rob Jolles, business consultant and speaker.
We often think of the phrase, “timing is everything,” as a way of coping when something doesn’t go our way. The fact is, timing really is everything, but not in the fate versus reality perception. No, when I mention timing, I’m referring to our actual pace of conversation, along with relentless determination.
Listen to some of the greatest comedians, and although I’m sure you’ll be impressed with their jokes, I’m typically more impressed with the timing that’s being used to make those jokes work. That’s even more obvious when you see a comedic team work together. To me, the most classic example of comedic timing can be found in Abbot and Costello’s famous and ancient sketch, “Who’s on First?” The sketch is good, but the timing is amazing.
Listen to talented jobseekers, and although I’m sure you’ll be impressed with their elevator pitches, I’m typically more impressed with the timing that’s being used to make those elevator pitches work. I’ve seen people spend months trying to get the words to an elevator pitch just right. If I had a month to work on an elevator pitch, I’d spend an hour getting the words right, and the rest of the time on how I actually said those words. It’s the actual timing, or the spaces between the words that convinces others you are authentic, and that you mean what you say. A real challenge!
Listen to some of the greatest sales people, and although I’m sure you’ll be impressed with their ability to ask questions and engage with their customers, I’m typically more impressed with the timing that’s being used to make those questions work. It’s the actual timing that convinces the customer that the dialogue is heartfelt, the reactions they receive are genuine, and the comments that may follow are sincere.
Listen to the stories of so many who have found success, and although I’m sure you’ll be impressed with their amazing accomplishments, I’m typically more impressed with their stories about how important their actual timing was to their achievements. This doesn’t necessarily come from the pace of their communication, but their actual persistent determination that ultimately affects timing.
One of the biggest breaks I ever got as an author and business man, was the blessing of having Simon & Schuster publish my first book on selling, Customer Centered Selling. I’ll never forget sitting in a big conference room in New York and being told, “You’re timing is amazing. A space just opened up for a book like yours, and like magic, there was your proposal!” What they didn’t know was I was lobbing proposals into Simon & Schuster, and a dozen other major publisher every three months for close to two years.
As you can see, so much of our success comes down to timing, but be careful you don’t confuse timing with luck. Timing can be heavily impacted by practice, hardwork, determination, discipline, study, and oh, did I mention practice? You may not be able to control luck, but you can control your timing. What can you do to improve your timing? That answer may be your ticket to finding success!
For questions or suggestions, please send your comments.
Sherif Attar, an independent management consultant/trainer and organisation development authority, delivers seminars in the US, Europe, Middle East and the Far East.
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