What? Did You Really Say What I Think I Heard?
Saturday, 29 Nov, 2014
What? Did You Really Say What I Think I Heard?

Read Sharon Drew’s new book on listening. It explains how to bridge the gap between what’s said and what’s heard, how to avoid bias, assumptions, and misunderstanding. It’s funny, original, and practical.

HOW TO LISTEN TO HEAR WHAT’S INTENDED
Monday, 17 Nov, 2014
HOW TO LISTEN TO HEAR WHAT’S INTENDED

Like most of us, I assume I understand what my communication partner is saying and respond appropriately. I don’t think about it; I just do it. I don’t realize anything is wrong until it’s too late.

Prospects Aren’t Always Prospects
Monday, 17 Nov, 2014
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect…

Do You Hear Your Buyers?
Friday, 14 Nov, 2014
Do You Hear Your Buyers?

What we hear is not the objective of our communications: connecting is. As Senders, we speak as part of the communication process; as Receivers we hear as part of the communication process. But unless there is a completed cycle of Sender →  Receiver → Sender, and a connection occurs in which there is mutual understanding, […]

Why is buy-in necessary – and how to achieve it (Part 5)
Sunday, 9 Nov, 2014
Why is buy-in necessary – and how to achieve it (Part 5)

Our jobs as sellers, change agents, coaches, and managers is to motivate change. Whether it involves a purchase, a new idea, a different set of behaviors, or a team project, all successful change requires buy-in. As outsiders we are, after all, requiring a shift in the underlying status quo – the system – that we […]

What is Resistance? (Part 4)
Tuesday, 21 Oct, 2014
What is Resistance? (Part 4)

There is a universally believed concept that resistance is ubiquitous, that any change, any new idea, will engender resistance. University programs teach it, Harvard professors such as Chris Argyris have made their reputations and written books on it, consultants make their livings managing it. Yet there is absolutely no reason for there to ever be resistance.
Let’s start with the underlying issue: systems. Everyone lives in, works in, a system of people, rules, relationships, expectations, history….