Persuasion

Cut Through the Blah, Blah

Managers love data but people love stories.  If you want to go directly to the hearts of your listeners, tell a story. You’ll need more than just the facts to be persuasive. You’ll need to connect with feelings too. It’s been said for years and it is true that facts make us think and feelings…

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How to Jump Start Action

When a new change initiative comes along, it may be greeted with a yawn and a sideways look  – another “Flavor of the Month.” So, how do you get folks to move? Using your own authority or referring to senior leaders’ authority by saying “They say we have to…” may create polite compliance but ultimately…

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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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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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Drowning in Data? A Story is your Lifeboat

Did you ever feel that you were swimming through waves of data? Have you left a presentation underwater in the ocean of metrics? As decisions are made, data is consulted – as it should be. Analytics persuade others which choice to make and there’s no shortage of it these days. It’s true that if we can’t measure…

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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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3 Ways to Keep a Story Short & Simple

“Storytelling! Are you serious? Everyone around here is going as fast as they can. We don’t have time to tell stories.” My client and I were discussing ideas to develop leadership presence in junior leaders.   When I suggested storytelling, she was worried. “We’re all about ‘drive’ here – it’s not a storytelling culture.” Super-short stories…

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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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Discounted Summer Coaching

Days are longer, weather is warmer and coaching is discounted!  For the next 3 months — May, June, July — let’s turn up the heat on your leadership development.   We’ll target one area and work together for just 3 months to make observable progress.  As always, my coaching work is on a flat fee…

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