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 …
leadership
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 …
Some Call This Leadership
We can wait around for it. We can bemoan how the people in charge aren’t doing anything about it. We can fight to make everybody …