How to Handle Objections
Objections seem to slow or prevent our progress. Often emotionally charged, objections can trigger our fight or flight reactions. Really, though, objections are not the …
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Hire Better People By First Interviewing The Job
Too many hiring decisions fail because, lacking reasonable tools, we make guesses about what sort of person we need to hire and who might fit …
Where The Fault Really Lies
Part of our job as leaders (with or without title) is to find things that need improvement. We look for whatever keeps going wrong or …
How To Compete and Win-Win
A commitment to win-win is one of four key components of success. And going for win-win does not mean we avoid competing in the market. …
We Can Cultivate Confidence
Leading, influencing, selling, and success-in-general require that we are confident. We are confident when we trust our power. Our power is our ability to create …
Confidence Is Not Speaking Louder
We often misunderstand confidence. We think confidence is faking it until we make it, knowing all the answers, or just speaking louder. Confidence is not …
Noble, Essential Politics
While we either relish the fight or roil at the discord, there is an essential value of politics, partisanship, and conflict: we get broader, more …
Why Telling ’em to Do Stuff Stops Working
We can tell people what to do (or ask them forcefully) and it can cause them to act or to change their behavior as we …
Why We Cannot Afford to Judge
As leaders (with or without title), influencers, and sales people, we cannot afford to judge others. Not at all. To judge another, we necessarily pretend …
Too Much Email, Too Many Meetings
Meetings and emails can certainly overwhelm us. Each one represents another request–or twelve!–to do something. How can this keep going? How can we possibly get …