This week’s reflection point: I am here in Washington, D.C. this week, attending several developmental experiences events with Alan Weiss, other global colleagues and several clients of mine. Here are some of my key learning points:
- To suggest a proposal as the next step, simply say: “It sounds to me that the next logical step is for me to put together a proposal.”
- Use powerful openings when starting your conversations with prospective clients. Such as: “The Wall Street Journal featured globalization as one of their key topics today. I am curious as to how is globalization impacting your business?”
- Even powerful people have blind spots and are in need of help.
- Don’t fight resistance with resistance.
- Learn to effectively pivot the conversation in your areas of expertise.
- Provoke and create interest by suggesting to your clients that: “The best and most successful organizations grow because of 3 primary reasons.”
Why People Don’t Move.
- Listen to the wrong people
- Create complexity rather than simplicity
- Seek perfection
- Fear critique
- Won’t spend time and money
- Think more information is needed
- Think deliberation reveals expertise
- Don’t allow vulnerability
- Don’t play well with others
Reducing Your Labor Intensity:
- End perfection
- Stop doing non-feedback items
- Break habits
- Cut conversations short
- Tell them what they need to know not all that you know
- Call don’t write
- Combine pleasure and business
- Evaluate and drop energy suckers
- Promote your best interests
- Learn to say no without justification
This week’s tip: Schedule your next developmental experience event. That’s how we grow and improve ourselves and our clients.
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