Selling

What are you really selling?

Like it or not, we are all in the business of sales and selling. If you’re a leader, you’re selling your vision, your purpose and your ideas. If you’re a business person, you’re selling products or services. Parents are trying to sell things like bedtime and broccoli. And, if you’re in a relationship, or you’re…

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You’re on before you’re on

It doesn’t matter whether your speaking to your team, presenting to the board or giving a speech at an AGM or annual conference, you are on before you’re on and being aware of that is critical to the success of your communication. There is always an elephant in the room that you either need to…

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How to move from story telling to story doing

It’s hard to argue against the power story telling wields as a tool of influence and persuasion. However, a more powerful tool is Story Doing. Indeed, story telling is one of the oldest and most revered of our communication tools, one that allows us to take mundane facts and pedestrian ideas and render them memorable, personal…

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Why every court (or Board or ELT) needs humour and a Jester

Humour is more serious than you might suspect. You may be familiar with the phrase, “an ability to talk truth to power.” or have experience with someone who uses humour to amplify influence.  This has always been the role of the jester, or fool . The latter moniker was probably adopted as an insurance against…

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How to say it so they can hear it

“You can’t handle the truth!” So said Jack Nicholson in A few good men. And he’s right. But the real truth is, it’s all in the framing. The truth is; we are all delicate flowers wrapped in paper-thin skins, indulging unconscious (and occasionally conscious) biases and prejudices. To add insult to injury, half of us…

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You’re boring and it’s costing you

I imagine about now you’re thinking, “Wow, thanks for the positive affirmation Mr. Motivational Speaker.” But hear me out, because I’m pretty sure it’s not your personality, it’s simply who you are at work. In fact, what I’m really talking about is the need to stand out. For some reason, otherwise interesting and personable people tend…

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When the facts get in the way of our opinions

How do we know something is, in fact, a fact, or even THE facts, or just an opinion we’ve held so long we’re unprepared to give it up? Just as importantly, are those we look to engage just as attached to their accumulated “facts”. One of the most interesting books I’ve read in the past decade,…

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Language is leverage

Virtually every piece of information you take in, whether consciously or unconsciously, is laden with biases, judgement and meaning. It’s all to do with the language the information is framed in. For instance, consider the following questions: “Are you more afraid of never doing great work… or of losing a job that will never allow…

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Frame your value in our values

The sale, or engagement, or support, or participation is always more determined by those we wish to influence than we “influencers” would like to imagine. In other words, our value lies not in our product or service or idea, but in their values. This is largely due to the fact that we filter our decisions…

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Who do you help us to be?

Too often we spend our time focused on what we want people to do or how we would like them to behave. We issue instructions to our staff, offer feedback to our teams and try to persuade our customers and clients using features and benefits – both logical and emotional. The problem is, that’s not…

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