Communication
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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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Elaborate the Obvious, Filibuster with Intent
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Being a “super-master of the obvious,” or “master of the super obvious,” is a fun and friendly way to tease friends who keep saying the obvious or talking too…
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Clear as Mud
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Clear as Mud, is a verbal habit of including too many details, tangents, intentions and ending up confusing the audience.
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Triple A
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Bonds are triple A rated, and insurance companies are named “Triple A,” so what does it mean to be a Triple A as a person? Triple A is a…
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Mitigated Speech
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Mitigated speech is not speaking effectively because of power differentials in the culture or organization.