What do you think you are buying when you buy perfume, or a car, or a vacation package to Hawaii?
I asked the question: In the leadership business, what are we really selling
We started with easy ones like perfume. Besides the good smell of roses, vanilla, or sandalwood, what are you buying when you put a touch of perfume behind your ears?
The fragrance house is selling emotions and memories. Research shows that there is a real physical connection between scent and memory. Smells are biological linked to our emotions. In our brains, the limbic system is where our emotional life plays out and is crucial for long term memories.
With perfume, clothing, cars, cosmetics, all the stuff to make us look and feel good what is being sold is an emotional connection to a dream. The possibility of romance, love, and conquest.
In the leadership business what are we really selling?
Frank Walsh, a CEO leadership coach and consultant talked about those who join our Total Leadership Connections Program from various parts of an organization. He came up with the idea that those in marketing are really selling empathy. Makes sense.
Then Jodi Klugman-Robb added that those who are strategists may say they sell tactics, yet they are really selling the ability to deal with constant conflict when change is in the air.
Herb Kaufman, the CEO of CEO added that for team leaders, we are really selling the ability to question effectively, listen intently, and learn about personal power and how it differs from positional power.
After a week of looking at what is underneath the specifics of selling our TLC program there was a consensus, that what we are really selling is freedom.
The freedom to breakthrough the patterns from the past that can trigger you and your team (and yes, even your family) to stay stuck in outdated ways of responding.
Remember what I said earlier about perfume and the limbic system. That’s what I’m talking about. Our TLC Program helps you find the ‘nots’ that become ‘knots’ and release them. We call it the Pattern Breakthrough Process.
We are hardwired to remember, and we must work hard to transform what no longer is healthy and helpful. And then, freedom is around the corner.
Remember, in the leadership business, what are we really selling…is FREEDOM.
Here’s to a fun and free life,