Rock Stars

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When we are worried about what to say, how someone might react, or how we’ll be judged, we are pointing the camera at ourselves. We get so concerned about our performance that we wreck our ability to perform. This is true most everywhere including marketing, sales, influence, negotiations, and leading.

The antidote is to turn the camera away from us and towards those we want to lead, sell to, influence, etc. We turn our attention toward the others, what they want, and what makes them tick. By getting out of our own way, we become rock stars at understanding their needs and creating win-win solutions.

 

In your corner,

Mike

 

Today’s photo credit: Mia Martins cc

Getting Them To Do

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If we ask, “How do I get them to do this thing I want them to do?” we’ll be asking the wrong question. The right questions are, “What do they deep down want? And how can what I/we do/want help them get there?”

This is true always, regardless of who they are, what they want, and what we want.

 

In your corner,

Mike

 

Today’s photo credit: Francisco Araújo _ Center Bike cc

Leadership, Sales, and Influence in a Nutshell

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Success at leadership (with or without a title), sales, and influence is rather simple. First, we choose who (generically and/or specifically) we want to engage (employee, client, or colleague) and why (to achieve a result, do good work, and/or earn a profit or reward in some area of focus or concern). Next we ask them what they need, want, or desire regarding that area of focus. We often can find at least one thing that we would be happy and able to help them achieve and for which they’d be willing and able to help us achieve our desired results. Then we work out the details and get to work.

That’s it in a nutshell.

 

In your corner,

Mike

 

Today’s photo credit: Turinboy cc

How to Be Well Rewarded

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Most people don’t know what they want. And if they do, they probably don’t know how to get it. That’s how we can help them. We, the noble leaders, sellers, and influencers are committed to win-win. We know the process. And we are good at running the process: connecting, listening, & exploring, suggesting & negotiating alternatives, and finalizing & following up.

That’s why we get rewarded very well, tangibly and intangibly.

 

In your corner,

Mike

 

Today’s photo credit: Cat Burton cc

The Heart of Leadership: Present and Powerful

Posted on Leave a commentPosted in Leading, Sales and Influence, We=All Who Matter, Will=Our inner game
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Our power is in the present. (How can it be otherwise?) When we are present–especially in interactions with others–we choose to influence where we can, to control what we can (i.e. our own responses), and to handle whatever actually happens rather that what we fear might happen. When we are not present, we are running old programs to avoid–among other things–being obstructed, rejected, hurt, or criticized. Not being present, we think that our best path is to make things happen, to bluster, or to avoid.

A bit of self trust and a commitment to win-win are two necessary and healthy prerequisites. With them, we can be present and powerful for any important conversation, meeting, or event. And things generally will turn out very well.

 

In your corner,

Mike

 

Today’s photo credit:
Tim McFarlane
cc

Our Best Start

Posted on Leave a commentPosted in Career, Job search, Leading, Sales and Influence
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In an interview, in a sale, when working with colleagues, or when leading others, we best start by understanding what our counterparts need, want, and desire. Then we can explore with them how our talents, products, services, ideas, and requests serve those needs etc. Our first steps are to ask open-ended questions about what they want and why. Then we confirm our understanding of what we hear.

We may be tempted not to use this approach as it appears to take too long. Really, though, anything else generates resistance and lengthens the time to get hired, make the sale, come to agreement, or see proper action.

 

In your corner,

Mike

 

Today’s photo credit: jakeandlindsay cc

How to Communicate Through A Very Narrow Pipe

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Language is a very narrow pipe. Depending on the mindset of our listener, what we say can come across a little or a lot differently than we intend. We cannot rely solely on words to communicate clearly, completely.

The most important thing we can do to improve the chances that we communicate well is to regularly build a solid foundation of trust with everyone who matters. Where there is trust, there is more leeway, less defensiveness, and a greater likelihood that we will be on the same page as we communicate.

We can also listen more and flex to their style (that is, their preferred way of working with people, tasks, and information) by matching pace, tone, and body language. And we can confirm mutual understanding, go for win-win, and follow up with written confirmations of agreements.

 

In your corner,

Mike

 

Today’s photo credit: tanakawho cc

Present Present

Posted on Leave a commentPosted in Leading, Sales and Influence, Will=Our inner game
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Presence is simply staying focused on what’s happening now instead of worrying about the future, regretting the past, defending ourselves (“Here’s why I am justified…”), or attacking others (“I am so right and you/they are not”).

There is a gift inside every moment. We miss the gift when we are too busy worrying, regretting, defending, or attacking. The gift is knowing that we are now–in this very moment–safe, that now we can handle anything, and that we now respond adeptly to whatever does show up.  A much better way to be, yes?

Being present, we get the present.

 

In your corner,

Mike

 

Today’s photo credit: Vincent_AF cc

Engaging Heroes

Posted on Leave a commentPosted in Leading, Sales and Influence, We=All Who Matter
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People move when we engage their emotions. Yet we too often default to logic, authority, or habit. Not so moving.

To engage their emotions, try telling a story with them as the hero. Include a bit about where they are now, where they could possibly go next, and why. Say something about the challenges they will encounter, the help they will receive, and the positive outcomes they will enjoy. And most importantly, allow yourself to feel even little bit of the excitement, inspiration, anger, concern, courage, etc. that naturally comes up when you tell such a compelling story. If you feel it, they will, too.

 

In your corner,

Mike

 
Today’s photo credit: Ani-Bee cc

Fear of the Conversational Depths

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To lead, influence, or sell well, we must know details about the issues, problems, or opportunities the other person faces. What does it look like? How do you measure it? Who else is involved? Why is this important now? Where does this come from? By when do you need to make a decision?

But we may fear asking that next question, getting too personal, or going too deep. Most of the time, though, they would love the opportunity to talk about it all. Done respectfully, asking that next, deeper, more personal question–and listening to the answers–will build trust and may make all the difference.

 

In your corner,

Mike

 

Today’s photo credit: Mark Faviell cc