Listening & Decision Making
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
When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose…
What Should Coaches, Managers, and Consultants Be Listening For?
A person who facilitates excellence in others facilitates potential change…
Decision Makers vs. Influencers
I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers.
Speaker or Listener: Who’s Responsible For Misunderstandings?
There’s been an age-old argument in the communication field: who’s at fault if a misunderstanding occurs –
Why do we gather information from buyers?
Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.