Ge\u00e7en hafta, dan\u0131\u015fmanl\u0131\u011f\u0131n\u0131 y\u00fcr\u00fctt\u00fc\u011f\u00fcm bir \u015firketin kritik bir sat\u0131\u015f toplant\u0131s\u0131ndayd\u0131m.<\/p>\n\n\n\n
Masan\u0131n bir taraf\u0131nda bizim “y\u0131ld\u0131z” sat\u0131\u015f temsilcimiz, di\u011fer tarafta ise sat\u0131n alma heyeti oturuyordu. Her \u015fey yolunda g\u00f6r\u00fcn\u00fcyordu; \u00fcr\u00fcn harika, sunum kusursuz, b\u00fct\u00e7e konusunda dahi mutab\u0131k kal\u0131nm\u0131\u015f…<\/p>\n\n\n\n
Ama havada o me\u015fhur, a\u011f\u0131r “sat\u0131\u015f sessizli\u011fi” as\u0131l\u0131yd\u0131.<\/p>\n\n\n\n
Ekip arkada\u015f\u0131m, o gergin sessizli\u011fi bozmak i\u00e7in hepimizin bildi\u011fi klasik kart\u0131 masaya s\u00fcrd\u00fc:<\/p>\n\n\n\n
“Biliyorsunuz, bu \u00f6zel fiyatland\u0131rma sadece hafta sonuna kadar ge\u00e7erli. Ayr\u0131ca rakipleriniz de \u015fu an h\u0131zla bu sisteme ge\u00e7i\u015f yap\u0131yor…”<\/em><\/p>\n\n\n\n Yani, g\u00fcn\u00fcm\u00fcz\u00fcn pop\u00fcler kavram\u0131yla #FOMO<\/strong> (F\u0131rsat\u0131 Ka\u00e7\u0131rma Korkusu) yaratmaya \u00e7al\u0131\u015ft\u0131.<\/p>\n\n\n\n O an m\u00fc\u015fterinin y\u00fcz\u00fcne dikkatle bakt\u0131m. G\u00f6zlerinde “Eyvah, f\u0131rsat ka\u00e7\u0131yor!” heyecan\u0131n\u0131 arad\u0131m ama yoktu. Tam tersine; omuzlar\u0131 d\u00fc\u015ft\u00fc, bak\u0131\u015flar\u0131 masadaki k\u00e2\u011f\u0131tlara kilitlendi ve dudaklar\u0131ndan o so\u011fuk du\u015f etkisi yaratan c\u00fcmle d\u00f6k\u00fcld\u00fc:<\/p>\n\n\n\n “Biz bunu biraz daha kendi i\u00e7imizde de\u011ferlendirelim.”<\/em><\/p>\n\n\n\n Toplant\u0131 bitti, kap\u0131lar kapand\u0131. Arkada\u015f\u0131m \u015fa\u015fk\u0131nd\u0131: “Hocam her \u015fey tamamd\u0131, neden ka\u00e7t\u0131lar?”<\/em><\/p>\n\n\n\n Ona, “\u00c7\u00fcnk\u00fc yanl\u0131\u015f korkuyu tetikledin,”<\/em> dedim.<\/p>\n\n\n\n M\u00fc\u015fteri o an f\u0131rsat\u0131 ka\u00e7\u0131rmaktan korkmuyordu. M\u00fc\u015fteri, “Hata Yapmaktan”<\/strong> korkuyordu.<\/p>\n\n\n\n Biz buna literat\u00fcrde #FOMU<\/strong> (Fear of Messing Up) diyoruz. \ud83d\udc48<\/p>\n\n\n\n O masadaki y\u00f6netici asl\u0131nda \u015funu d\u00fc\u015f\u00fcn\u00fcyordu: “Ya bu karar\u0131 verip \u015firketi zarara u\u011frat\u0131rsam? Ya yanl\u0131\u015f bir teknoloji se\u00e7ip kariyerimi riske atarsam?”<\/em><\/p>\n\n\n\n Biz ona “Acele et!” dedik\u00e7e, o asl\u0131nda frene daha sert bast\u0131.<\/p>\n\n\n\n E\u011fer o an ona; “Sizin durumunuzdaki firmalarda en g\u00fcvenli ge\u00e7i\u015fi \u015fu y\u00f6ntemle sa\u011flad\u0131k. T\u00fcm risk analizini biz \u00fcstleniyoruz, sorumlulu\u011fu payla\u015f\u0131yoruz,”<\/em> diyebilseydik…<\/p>\n\n\n\n Yani ona daha fazla se\u00e7enek sunmak yerine, karma\u015fay\u0131 onun ad\u0131na sadele\u015ftirip #KararVermeY\u00fck\u00fc<\/strong>n\u00fc hafifletseydik, o imza o g\u00fcn at\u0131l\u0131rd\u0131.<\/p>\n\n\n\n Unutmayal\u0131m; sat\u0131\u015f, sadece m\u00fc\u015fteriyi heyecanland\u0131rma sanat\u0131 de\u011fildir.<\/p>\n\n\n\n Sat\u0131\u015f, asl\u0131nda bir hik\u00e2ye tasar\u0131m\u0131d\u0131r. Ve bu hik\u00e2yede kahraman (m\u00fc\u015fteri), ejderhayla (risk) sava\u015f\u0131rken; ona sadece k\u0131l\u0131\u00e7 satmak yetmez. Ona, “Merak etme, arkanda ben var\u0131m,”<\/em> diyebilmektir mesele.<\/p>\n\n\n\n Bazen en iyi sat\u0131\u015f stratejisi gaz pedal\u0131na basmak de\u011fil, m\u00fc\u015fterinin aya\u011f\u0131ndaki korku frenini kald\u0131rmas\u0131na yard\u0131m etmektir.<\/p>\n\n\n\n