Article/Report Spotlight
How do you know when something’s done?
In a world of seemingly endless tasks and action-items, the ability to know when something is done is extremely important. Even if you know when something is done, what do you do if someone on your team doesn’t seem to know when a task is complete? Not knowing when something’s done relates to the problems of “analysis paralysis” and what I call the “perfection paradox.” Analysis paralysis, as you may well know, is when someone continuously analyzes a set... [Read more...]
Coaching Spotlight
Do as I say, not as I do
We all know that the news media, despite its powerful effect on culture, is not the best source of information. In fact, the same news program can demonstrate the definition of contradiction, sometimes even in the same breath. Recently, I saw a promo clip from one of my local television news stations about a segment they were doing at 11pm on the dangers of internet-based slot machines. Apparently, instead of putting coins in the slots, there are computer terminals that have credit card readers... [Read more...]
Technique Spotlight
Values Hierarchy, Part 3
How do you deal with a person whose primary concern (value) is price? While the answer is certainly situational, one possible answer is to probe deeper into the purpose of having the lowest cost or price. In a recent presentation, this question came up in relation to a wholesaler dealing with a retailer whose primary concern is price. For most of us, price is frequently a concern. However, the absolute lowest cost is not always desirable. The lowest cost parachute, for example, is probably... [Read more...]
Recent Coaching Posts
Vision/Mission and Buy-In
Many businesses are first created by identifying a need in the market and subsequently organizing resources to satisfy that need, forming the basis of the company’s mission. Starting with the mission statement, the company creates a vision statement to focus their efforts around... [Read more...]
Using the Vision and Mission
Creating vision and mission statements are powerful tools that can help promote understanding, agreement, and unity throughout an organization (see “Vision and Mission Statements” post). Of course, such an effect is dependent on the degree to which those in the company... [Read more...]
Vision and Mission Statements
Many companies take the time and energy to establish vision and mission statements as an efficient and effective way to summarize company goals and objectives. Although typically different in content, both the vision and mission statements serve as a strategic compass, guiding decisions... [Read more...]
Company Darwinism
One view of a company is that in its own way, it is a living organism. Like all living things, its primary purpose is to survive. Legally, a corporation is considered a separate identity formed by its incorporators. The company’s survival, of course, is dependent upon the people... [Read more...]
Recent Technique Posts
Values Hierarchy, Part 2
Last time, we left off having identified that “values” are simply what is important to a person. By aligning our communication to others in terms of their values, we can increase buy-in. Let’s look a little closer at ways to identify deeper, often hidden values. Once... [Read more...]
Values Hierarchy, Part 1
In a recent presentation, I was teaching a segment on Values and the importance of appealing to a person’s values when trying to elicit buy-in. During the Q & A, I was asked for suggestions about how to deal with a client in a sales environment whose only concern (value)... [Read more...]
Importance of Nonverbal Communication
One of the most effective ways to establish rapport is by matching and mirroring a person’s communication. This refers not only to what a person says but also to how they say it along with their body language. In 1970, Robert Birdwhistell published a study suggesting that... [Read more...]
Unconscious Rapport
While conscious rapport is certainly important, the most powerful form of rapport is established unconsciously. When this happens, one or more of the parties feel connected beyond common experiences and common interests. It is the type of rapport that is characterized by connection,... [Read more...]