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To carry on the theme of certainty from a previous blog post, facing reality allows us to plan for making the best of it. Being more certain is about leaving less to chance or luck. Reality is the best basis to build our plans on. (Definition of Reality: When you stop believing in it, it’s still there)
Reality can frighten the life out of people. Courage is required. (Definition: Courage is not the absence of fear, but realizing there’s something more important). Ignoring realities leaves things to chance. Facing realities provides greater certainty.
You can only prepare for what’s to happen if you accept that it can happen, good and bad. You are more certain to make things happen for you if you face reality early and prepare.
- Understand the client need
- Understand how your offering solves that need
- Understand the buying decision and process, the decision makers, influencers etc
- Define how will implement your solution
When you face realities early you can appreciate possibilities and act fast.
We can always reap greater rewards if we are prepared for all the good things that can happen and conversely if we are prepared for the bad things we can manage it better.
The two sides of not facing reality are, probably, Over Optimism and Panic, whereby we are over-reacting to some information that may not be reality that brings us to bad decisions and missed opportunities to progress.
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