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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..

On Becoming 70
Monday, 15 Feb, 2016
On Becoming 70

As a kid I had fantasies of what the rest of my life would be. I was going to be (in no particular order): a New York Times Bestselling author (check); a world change agent (check); a singer

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…

Steps in a Buying Decision
Tuesday, 17 Nov, 2015
Steps in a Buying Decision

There seems to be a confusion about the meaning of the terms buying decision journey, buying path, buy-cycle, helping buyers buy, and buying decisions. These terms define a specific set of sequenced actions buyers take to enable internal consensus and change – change management issues, if you will – rather than define steps that address needs or vendor/solution choice which come later and are the focus of sales.
I coined the terms in the 1980s to describe elements of a change management process I developed (Buying Facilitation®) that coaches buyers through their behind-the-scenes change issues they must handle before they can buy – a consulting process to

Finding A Prospect vs. Creating A Prospect
Monday, 26 Oct, 2015
Finding A Prospect vs. Creating A Prospect

You place a call to get through to the decision maker.finding a prospect
You call to find someone who needs

Why Do We Listen To Each Other?
Monday, 28 Sep, 2015
Why Do We Listen To Each Other?

What if it were true that we only understand a fraction of what others say to us? And if true, what can we do about it?
As someone who has taken great pride in accurately hearing what others say, I was annoyed to discover that it’s pretty impossible for any listeners to achieve any consistent level of accuracy. The problem is not the words – we hear those, albeit we only remember them for less than 3 seconds and not in the proper order (Remember the game of Telephone we played as kids?). The problem is how we interpret them.