Avoid Failure by Not Fixing Others’ Flaws
When we see poor performance, we judge the capabilities of the person who was supposed to do the work. We then tell them about it and …
leadership
Why Techniques and Scripts Don’t Work
People often ask for help with specific sales, influence, and leadership situations. I can tell them exactly what to say, we can use every script in …
Care Very Hard
There are those leaders who think very hard, who push very hard, or who worry very hard. They think, push, and worry so that they …
To Change Someone’s Mind
In order to change someone’s mind, start where their mind is now. Should we start with our position–by convincing, educating, lobbying, telling, fighting, begging, tricking, …
The Sort of Leader Who Gets People Unstuck
People who don’t change can gum up our organizations and their careers. We try requesting, coaching, pleading, pushing, “carrotting and/or sticking,” or even jumping up and …
Make It Easy for Them to Help You
How do you get more people to make a donation to a charity? Be pleasant. Believe in the cause yourself, tell people what specifically you want them …
Beyond, Beneath, Beside
Beyond the current conflicts and misunderstandings at work, beneath the fights going on at city hall or around the world, and beside any labels that create …
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 …
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 …
This Is The Leaders’ Job
As leaders, our job is not really about finance, operations, sales, strategy, law, board- and investor relations, HR, labor relations, regulations, or marketing–though these things …