Influencers vs. Facilitators: essay on enabling change congruently
Monday, 6 Aug, 2018
Influencers vs. Facilitators: essay on enabling change congruently

Many learning tools and programs provide tools for Influencers – coaches, sellers, negotiators, leaders managers, and consultants – to help Others make the changes they seek. NLP codes the Others’ internal processes to enable practitioners to understand the proposed problem and ‘get in’ to make the change.

Coaching programs teach how to recognize what the client is ‘really’ saying and offer the best techniques to help. Negotiators seek the BATNA.

Steps Along the Buying Decision Path
Monday, 30 Jul, 2018
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow

The Problem With Information: the right time to pitch, gather, share, and advise
Monday, 23 Jul, 2018
The Problem With Information: the right time to pitch, gather, share, and advise

Information, used at the wrong time, or when used to influence or sell, advise or share, has cost us untold loss in business and relationships.

Listening Biases: how we restrict opportunity
Sunday, 15 Jul, 2018
Listening Biases: how we restrict opportunity

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.

Change management and sales: influencing the buying decision path
Monday, 9 Jul, 2018
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

Servant Leadership: new skills to serve others, and why the old ones don’t work
Monday, 25 Jun, 2018
Servant Leadership: new skills to serve others, and why the old ones don’t work

I became enamored of the concept Servant Leadership in the 1980s. Developed by Robert Greenleaf,