Discover For Yourself
Don’t push yourself to do all the things on your growing to-do list. Don’t be driven by other people’s opinions. Trust yourself and others. Go for true …
win-win
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 …
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 …
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 …
Why Do We Need Employee Alignment?
Employee alignment and engagement are fairly recent workplace improvement trends. Employee alignment is the practice of getting everyone behaving in ways that deliver strategic goals. Employee engagement is …
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 …
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 …