Influence

How to Make Your Message Memorable

If you want to change something (and don’t you?) then you simply must be concise. If you really want to get people to change their mind or take action then you’ll need to make your message memorable. Complex messages don’t drive change. Complexity can be right for some situations but so many of the business…

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Re2pect: Two Lessons from Derek Jeter

The 20-year career of Yankee Derek Jeter concluded this past weekend. So much as been written and said about him but it all comes down to one word: Respect. This summer, the Washington Post published an excellent article (by Thomas Boswell) in anticipation of his retirement. Reading it again, I was inspired to share what…

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Can we say Elevator “Catch?”

A “pitch” is thrown but isn’t it more important that it gets caught? We’ve been using that term “pitch” for years. The whole approach to sales has changed in the meantime. Sales people need to build relationships. Sometimes you might also hear the term “elevator speech” but who wants to give a speech, or hear…

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3 Ways Leaders “Earn the Right”

To “earn the right” is a classic phrase in the business of selling.  Now we talk about strategic selling and relationship selling.  Whatever the term, we still need to earn the right.   I heard that phrase from my own sales manager when I was in sales.   It always left me wondering because I wasn’t…

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Messy Messages and Executive Presence

It’s time for spring cleaning! You may have recently spent time clearing clutter, shaking things up and dusting things off around the house or office.   Let’s do the same for your messages.  Toss out what you don’t need! A messy message is full of clutter.   It has lots of unnecessary words and phrases. It’s hard…

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How to Answer “Why should I?”

By the time we get to adulthood, we don’t typically use the language of a 5-year old, yet “Why should I?” is a valid question.  The receiver of a message is always asking it (on some level) or the related one  “What’s in it for me?”  They have a right to ask it and a…

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