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People do business with people they like. Yet business is more than a popularity contest. It is an opportunity to create human connection that generates creativity and growth. Here are some simple basics! 1. Listen to other people. The most successful people let others talk more than they do. - Use questions to expand the conversation beyond small talk. - Ask probing questions to elicit a person’s dreams and passions. - Uncover ways that you can contribute to others [...] Last Sunday I stood on a bluff in Santa Monica overlooking the ocean. A dozen sailboats spread across the horizon, enjoying a beautiful Southern California day. Although it’s been years since I sailed, it’s something you don’t forget. Each sailing trip is unique. One time I floated along, almost dozing, as the boat lapped through the water. Another trip, I negotiated 20 foot waves for hours to keep the boat upright. Even when you check [...] The dancer knows where to start – always the same. Class begins with first position. Left hand on the barre. Heels together, toes pointed outward, weight equally distributed for balance. Knees directly over your toes. Adjust. Framework. Classes become more advanced, yet each dancer begins with the basics – over and over. Think sunrise, morning, breakfast, eyelids opening – first position. Having a great manager can boost productivity. But last week, I heard about a company in chaos due to a manager who wanted to be NICE. Here’s the scoop: A local company was acquired by a national company. The office staff grew, and the manager who used to have only a small staff now manages an office of more than 20 people. And after six months of this new management, things are in chaos. Would you agree that your success, in business and in life, is determined by your ability to successfully ask for, and get, what you want? It may have begun when you first asked for a cookie. Today, you may be asking for a $50,000 contract or a higher discount on supplies. The principles are the same. Yet I find people often miss the mark. Clients tell me that they fear negotiations will result in anger, so [...] |
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