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Listening & Decision Making

FACILITATIVE QUESTIONS: Questions that facilitate change
Monday, 24 Jun, 2019
FACILITATIVE QUESTIONS: Questions that facilitate change

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need.

But sometimes our questions miss the unconscious drivers, and the incomplete data we collect as a result skews our outcomes. Or we unwittingly cause resistance even when our solutions are important and well-conceived.

Influencing Congruent, Unbiased Change: serving with integrity
Tuesday, 4 Jun, 2019
Influencing Congruent, Unbiased Change: serving with integrity

Our jobs as influencers is to help Others achieve their own brand of

How, Why, and When Buyers Buy
Monday, 25 Mar, 2019
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot

Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance
Monday, 4 Mar, 2019
Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well, apparently.

Sellers Ask the Wrong Questions
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

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

Sales is an Outdated Model
Monday, 10 Dec, 2018
Sales is an Outdated Model

Can you think of any business paradigms that have stayed the same over the past 100 years?