Extrospection

Extrospection is the act of observing the exterior and its manifestations.

It is the opposite of introspection which is an act of "looking" at oneself.

Like all antagonists, one only exists because of the other. Introspection is possible thanks to the perimetric vision we have of the world.

Extrospection, whether we like it or not, calibrates the vision of ourselves.

Well, what does that have to do with products and customer acquisition?

Your product and offer for a given market only makes sense from an extrospective view.

Extrospection in sales is the attitude that allows you to evaluate the market's response to a stimulus (offer).

Here we define it as the tripod of prospecting: Product (offer), Target (audience), Methodology (oral and written communication).

This tripod cannot be disassociated to be submitted to the market.

Of course we want to close deals. We are not scientists, nor are we statisticians.

But one thing I guarantee you: if you don't know your market you could suffer for years to come.

I see many entrepreneurs believe in an idea, submit it in a very bashful way to the market and despite the poor response, insist. For months on end.

The market is an anonymous collection of companies and people with insufficiencies, wants and needs, a collection willing to pay for solutions.

To compete in the market is to make yourself chosen to provide these solutions.

Well, without a permanent extrospective exercise, you won't be able to compete in the long run.

Two decades ago, the market was not as transient as it is today.

Liquid structures, in this environment, compete the most.

By liquid I mean agile, adaptable and with low operational costs. In this way, they use the results of the extrospection to improve their offers on a continuous basis.

Between mentorships, lectures and courses, I must talk, on average, around a hundred businessmen, entrepreneurs and sales executives, per month. Every month new people, new companies, but the same situation.

Of course, in my radius of action, I deal with people who are in a moment of growth, in a phase of winning clients.

And in this environment, over the years, there has been a common denominator, regardless of the segment and size of companies: the need for extrospection.

My role in everything I speak, do and write is to "literally" push these people into the market. Get them on the dance floor and into the groove.

More than methods and tactics it is a question of posture and faith. And a little above that, it is a question of values.

Pragmatically, the market will respond positively to the most competitive. But it will respond to all who submit to it.

The good thing about this whole story, is that being competitive is a matter of tuning. It is not something born, or given. It is something manufactured through extrospection.

Stavros Frangoulidis
Stavros Frangoulidis
CEO of PaP Solutions ⚡ Let's connect on Linkedin too

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