Our Best Start

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,



Today’s photo credit: jakeandlindsay cc

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