Communication
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LPs are About Behavior
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Leadership Principles are the biggest single determinant of success in an organization. Their value cannot be overstated. However, crafting them correctly and implementing them appropriately requires some thought and…
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Too Many Options
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Oftentimes there is more than one way to do things (like “cut tomatoes”), so offering multiple options is good. Too many options however can have an adverse effect on…
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SLA of Communication
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How long should you respond? When a girl and a boy exchange a phone number the rule is at least one day, ideally two – you don’t want to…
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80/20 Rule of Value
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Simply put you want to show 80% of the value with 20% of the effort. In other words showing value should come easy to you, and the customer should…
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Seven Principles of Engaging Communication
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What if there was a checklist of things every email should contain. What if that checklist helped you in conversations with prospective customers, with peers, and with managers. What…
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Show me something I can say “No” to
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It sounds counter intuitive: “Show [your customer] something [they] can say no to.” But it turns out to be a very empowering way to think. This is what a…
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Objection Handling
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Do you lead with “Yes, yes, yes,” or with “No, no, no”? Do you have a pattern of agreeing or disagreeing with your customer or interlocutor? Neither is right,…
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Avoid the Commodity Slice
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A commodity is something of value; but it is also something so abundant that there is little profit margin, something widely available on the market. Water, air, agricultural products,…
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Vulnerability is Power
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Another counter intuitive piece of advice – find the power in being vulnerable – and how to do it safely. Projecting power with “machismo,” “the stiff upper lip,” high-power,…
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We All Wear Masks
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“We all wear masks, metaphorically speaking” [1] and a few of us appreciate the masks, and even fewer use them well. A leader once told me: “I only have…