How to Communicate Through A Very Narrow Pipe
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 …
Sales and Influence
Present Present
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…”), …
Engaging Heroes
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 …
Fear of the Conversational Depths
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 …
We Have a Manipulation Problem
We have a manipulation problem. We don’t want to manipulate or be manipulated. But we all want to get various and sundry people to do what …
Getting People to Listen
“Here’s what you need to do…” People will resist our ideas and never change (or they might maliciously comply) when we start with us, our …
Ask, Don’t Tell
Tell me the answers, what I should do, what’s right, and you may get my grudging compliance. You certainly will be training me to distrust …
Say Why, Ask Why
To get better at anything at work or home, say out loud why you want to. Upon hearing ourselves, we will be very much more …
Impostor
The more time we spend worrying or wondering whether we are good enough to handle any given situation, the less time we have to be …
Must There Be Losers?
Leadership, sales, and influence are really the same thing: a process for having people come to agree on who will do what, when for mutual …