VUCA stands for: volatility, uncertainty, complexity, and ambiguity. It was introduced in the late 80s based on some leadership theories.
It’s super helpful in sales, because, we’re living in VUCA times:
- Markets are volatile
- Times are uncertain
- Businesses are complex
- The days ahead are ambiguous
In terms of helping our prospects, VUCA shows prospects that status quo is not a great idea. That is, we can’t keep doing things the same way.
With the same acronym, we can also helps our clients win by VUCA:
Vision – casting vision for a new future state
Unorthodoxy – rather than traditional (orthodox) approaches, there’s a new (and better) approach
Collaborative – don’t “sell,” collaborate on a partnership to support your prospect’s end goal
Action – things aren’t going to get less ambiguous – a step toward progress is better than no step
Selling is helping. It’s a privilege to be able to help people navigate the VUCA world.
I hope this helps!
Grateful to Gerd Leonhard for his views on VUCA