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Listening & Decision Making

The Arrogance of Listening
Monday, 16 May, 2016
The Arrogance of Listening

When researching my book on the gap between what’s said and what’s heard (What? Did you really say what I think I heard?) I discovered that most people..

The What of How: ‘Why’ and ‘What’ are inadequate to enable action
Monday, 25 Apr, 2016
The What of How: ‘Why’ and ‘What’ are inadequate to enable action

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose…

The Skills of Kindness: a guide for sellers, coaches, leaders and facilitators
Thursday, 7 Apr, 2016
The Skills of Kindness: a guide for sellers, coaches, leaders and facilitators

I believe our ultimate kindness is in helping Others be all they can be

What Should Coaches, Managers, and Consultants Be Listening For?
Monday, 11 Jan, 2016
What Should Coaches, Managers, and Consultants Be Listening For?

A person who facilitates excellence in others facilitates potential change…

Sellers Ask the Wrong Questions
Monday, 28 Dec, 2015
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of…

Decision Makers vs. Influencers
Monday, 5 Oct, 2015
Decision Makers vs. Influencers

I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers.