Our First Reaction May Be Wrong
We may be reacting incorrectly when we want to move others. In our desire to lead, sell, or influence, our knee-jerk reaction usually is to tell, impress, explain, or …
Sales and Influence
We Are All In Sales
In his book, To Sell Is Human, Dan Pink tells us we are all salespeople now. Regardless of our roles, we each must convince people to …
The Economics of Moving Others
Focusing on what is wrong with another has the ugly effect, more often than not, of perpetuating whatever is wrong. (If you don’t believe this, …
How to Deal With Other People’s Unhelpful Behavior
We often witness in others unhelpful behaviors that get in the way of everyone getting to desired, win-win results. Such behaviors include passivity, aggression, lying, …
How You Must Change When Leading, Selling, and Influencing
Leading, selling, and influencing are basically the same noble activity: having all who matter think and act in ways that benefit all who matter: win-win-win-win-etc. …
The Problem with Being Right
Here’s something that gets in our way. We frequently think that, if only we detail things enough, explain it all just so, show them the …
A Critical Leadership Insight
There is a fundamental insight that can change everything. At some point, hopefully, each of us as leaders (with or without title) realizes it. For, …
A Few Rules and Some Strong Coaching
Out of concern that things will go wrong, we make ever more complex rules, procedures, and policies. Or, out of concern that rules, procedures, and …
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 …
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 …