How we change what others think, feel, believe and do
Is it Coaching, or a Critique? Perspective Changes Everything
Guest articles > Is it Coaching, or a Critique? Perspective Changes Everything
by: Lisa Earle McLeod
How do you respond when someone offers you a suggestion?
Consider this scenario. Imagine you just gave a presentation. Afterwards, your boss says, â€śIt was good, but you included too much detail, next time make it crisper.â€ť
How do you react? Do you feel the need to explain why you did what you did? Do you feel deflated? Do you interpret her remarks as coaching, or a critique?
The way you interpret and respond to â€śsuggestionsâ€ť can be the difference between a life of inner turmoil, and mediocrity, or a life of happiness and success. It sounds dramatic, but itâ€™s true.
When someone offers you a suggestion, there are three basic responses:
The defensive person always wants to explain. â€śBut you donâ€™t understand, hereâ€™s why I included it.â€ť In other words, I was right to do what I did. Or sometimes theyâ€™ll shift the responsibility, â€śI was told to do it that way by the last person.â€ť In other words itâ€™s not my fault.
The person is protecting their ego from what they perceive to be the sting of critique. But it comes at a cost. Hereâ€™s what goes through the bossâ€™s head: This person isnâ€™t getting it. Should I try again, or just give up on them? Educating people about why youâ€™re right (and their suggestion is wrong) doesnâ€™t make people think more highly of you. It simply frustrates them. Theyâ€™re less likely to offer advice in the future and they perceive you as resistant to growth.
I see this play out all the time. For example, my mentor Alan Weiss coaches a number of other consultants. In group sessions, I routinely observe consultants ask him for advice, then respond defensively when they get it. Weiss is tough on people, and blunt. Heâ€™s also usually right. Over the years, Iâ€™ve noticed, the people who get defensive make the least progress.
This person interprets coaching as an indicator of failure. Suggestions are not small tweaks, theyâ€™re huge insurmountable obstacles. They respond by saying things like, â€śYouâ€™re right, Iâ€™m a total idiot (jerk, fool, slob, etc.) On the surface it seems like theyâ€™re validating the suggestion. In reality, theyâ€™re deflecting responsibility for taking action. They canâ€™t change because itâ€™s not just one thing, itâ€™s everything, and who can fix that?
Defensive and defeated people assume suggestions are critiques. This insecurity has a chilling effect on relationships and their success. Both responses - defensive and defeated - enable the receiver to avoid change, and stay powerless. Both attitudes block you from the wisdom of others and put a wall between you and someone trying to help you.
Coachable people respond differently. They assume suggestions are meant to help them. If someone says, â€śYou included too many details,â€ť they ask, â€śHow could I do it differently next time?â€ť A â€śtell me more responseâ€ť draws the other person in. The conversation becomes more focused and productive, with no wasted time on posturing.
Coachable people believe life is malleable. They know they have the power to change themselves and thus their circumstances. They also know listening to advice doesnâ€™t mean you have to take it. Coachable people get more out of their peers and mentors because people perceive them as open and action oriented.
Who would you rather work (or live) with, the person who gets defensive or
defeated by suggestions? Or the person who asks, â€śHow can I get better?â€ť
Lisa Earle McLeod is a sales leadership consultant. Companies like Apple, Kimberly-Clark and Pfizer hire her to help them create passionate, purpose-driven sales forces. She the author of several books including Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, a Wiley publication, released Nov. 15, 2012. She has appeared on The Today Show, and has been featured in Forbes, Fortune and The Wall Street Journal. She provides executive coaching sessions, strategy workshops, and keynote speeches.
More info: www.mcleodandmore.com
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Copyright 2016 Lisa Earle McLeod. All rights
Contributor: Lisa Earle McLeod
Published here on: 14-Aug-16
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