To learn those details we need to develop skill in asking questions. Skillful questioning is important because people are often reluctant to share information — especially in the initial prospecting stage. Continue reading →
He’s backpedaling, crouching, bobbing and weaving — maintaining as much distance as possible between him and the other guy.
That’s the right strategy for a prizefight but a completely wrong one if you’re trying to win an account and build a business relationship.
So why use language that creates separation? Continue reading →
We’ve talked before about the potency of body language. Expansive gestures and postures make us feel more powerful, and in turn we convey that sense of confidence to others. It’s a well-established principle in psychology that the mind follows the body’s cues.
In 2008 Dr. Deborah Gruenfeld, a social psychologist at Stanford, teamed up with a theatre instructor to offer a class at their business school called Acting with Power. The idea was to go beyond purely academic learning so students could engage their whole beings in the process of influencing others.
Actors, she observed, make their audience believe simply by…well, acting the part. So why can’t we, in our ordinary day-to-day roles, embody and project the person we want to be by simply playing the part? Continue reading →
Donald Fagen of Steely Dan
I don’t mean the rain and snow weather, I’m talking about the emotional weather inside us.
This emotional weather – moods, feelings, and attitudes — plays a central role in empathizing with others, and empathy is a critical aspect of all relationships, business and social. Continue reading →