As human beings we have two insatiable needs:
1) A desire to feel significant, and
2) The yearning to be truly understood
One of the psychological shortcuts that I use from years of experience is my trustworthiness is in equal parts empathy and expertise, conveying a message that says, “I understand you and I know what I’m talking about.” I know that it’s impossible to fully understand someone else’s experience nor can I emphasise their importance enough. People want to know that you get them or at least you are trying to get them, and if you are attempting to make the effort to step into their shoes then people will give you grace.
I think our natural disposition as human beings is self-centred, we are all wired to focus on our own needs and desires. However, the most effective way to craft meaningful communication is to change our perspective towards empathy for others. As when we are thinking about others, we are not getting that dopamine rush of self-importance and significance. Therefore, the choice of words we employ is a tangible reflection of our understanding, and when we demonstrate that we "get" someone, or that we're sincerely trying to, we begin to unlock the doors of trust. And in doing so, we signal to others that we respect and value their viewpoint, ultimately forging deeper and more meaningful connections. Contact me via e-mail for 1:1 sparring and coaching sessions.
Embracing change
Embracing change is often a daunting prospect for most of us, as the devil you know is better than the devil you don’t know. Despite our professed commitment to concepts like continuous learning, agility, and adaptability, we inherently resist change. This becomes evident when engaging in sales discussions, where customers meticulously evaluate the value of altering their current practices, often dismissing it as a hassle and too risky. In my experience, I have seen then when potential customers are in a completely dysfunctional situation where their world is falling apart, they will choose status quo over change. My primary goal is not to force change upon them but to encourage them to at least consider it. While I may not always succeed in selling them on change through my services, I attempt to move them one step closer and make the idea intriguing enough to invest their time in exploring further.
Mastering the elements
Here are five important components of a business story:
1. A sequence of related events
The narrative should unfold in a logical sequence of interconnected events, and this structure keeps the audience engaged and allows them to follow the story with ease.
2. A time and place marker
Clearly specifying when and where the story unfolds is crucial, as this provides context and also helps to establish a connection with the audience, making them more receptive to the story.
3. A central character
A well-defined central character serves as the anchor of the story, and this character should be relatable and engaging, helping the audience connect with the narrative on a personal level.
4. A surprise
To maintain audience interest, introduce an unexpected twist or unpredictable event, as this element adds an element of intrigue and keeps the audience eager to know what happens next.
5. A business point
Every business story should convey a clear and relevant message or lesson, and this could be a strategic insight, a moral, or a takeaway that aligns with the objectives of the narrative. The business point is what makes the story not just entertaining but also instructive and valuable.
I think by weaving these five components together effectively, you can create a business story that captivates your audience, making your message more memorable and impactful. Contact me via e-mail to arrange a meeting about your business storytelling sequence.
Your words are selling you
I think effective communication is crucial, whether spoken or written. When you're speaking, it's your responsibility to ensure your message is delivered effectively and this holds true not only for salespeople but also for sales managers and company leaders. This is because what you say will be shared, forwarded, and copied, therefore, it's essential to craft a well-structured narrative. This way, your message can be easily understood in the moment and remembered when shared with others in your absence. Your written communication should also be compelling enough to sell your ideas when you're not present.
In a coherent way
Effective communication is a valuable skill, especially in sales, where competition is fierce, and every word can make a difference in closing a deal. When you're in a competitive sales environment, it's essential to focus on creating a strong value proposition, highlighting the unique advantages of your product or service, and tailoring your message to meet the specific needs and pain points of your potential customers. I think the winning margin in competitive sales often comes down to understanding your customers and effectively communicating the unique value your product or service provides.
““When people are presented with the alternatives of hating themselves for their failures or hating others for their success, they seldom choose to hate themselves.””
From the heart
In my opinion, you don’t have to ask for respect as respect is something that is earned. I do lots of charity work and I do it because I want to do it, I don’t do it to gain media attention. I do so many things where I am in the background as I don’t need the external validation because I do it from my heart. I see other people doing things and everything is on their social media platforms, I do it because I want to do it, not because of building my personal brand or image.
The Learning Pyramid
The Learning Pyramid is framework that identifies the seven methods of learning, and the effectiveness of each method in terms of knowledge retention. In the illustration you can see that the lower effectiveness percentages are assigned to the passive learning methods like lectures and reading, while the significantly higher percentages are attributed to active learning methods such as group discussions and hands-on practice. These percentages were borne from extensive research by the National Training Laboratories Institute.
A life based on reason
Lucky people work very hard, have high integrity, show up on time, have good manners, show high rate of learning, are self-aware, optimistic, kind, and generous. I think that true spiritual warriors seek wisdom and knowledge from everything as no matter how educated, talented, or rich you are, how you treat people ultimately tells all.
““A humanist has four leading characteristics - curiosity, a free mind, belief in good taste, and belief in the human race.”
”
Happiness is not a destination
Happiness is a skill that can be developed by aligning your inner values with your external actions, finding contentment in your life and decisions, and focusing on what you can control. Understanding and living in alignment with your values is key to living a happier and more fulfilled life. I think that by treating yourself with kindness and respect is essential for our health and happiness. The best people that I know are not chasing compliments or validation. Learn to fight for your happiness and do it with dignity, optimism, and grace.
““Sir, I am a true laborer; I earn that I eat, get that I wear; owe no man hate, envy no man’s happiness; glad of other men’s good, content with my harm; and the greatest of my pride is to see my ewes graze and my lambs suck.””
Kindness is not weakness
I’m not impressed by:
1. Money
2. Job titles
3. Appearances
4. Experience
5. Affiliations
6. Imitations
7. Big words
The things that impress me are:
1. Kindness
2. Trustworthiness
3. Unselfish generosity
4. Humility
5. Great manners
6. Self-awareness and courage
7. Integrity and benevolence
Four ways
There are only four ways to increase profit:
Increase volume
Increase price
Reduce cost
Change product mix
It's important to note that these strategies are not mutually exclusive, and often, businesses use a combination of these approaches to achieve sustainable profit growth. Also, other strategies and factors can influence profitability, such as marketing, branding, customer service, and innovation. Even though I think that understanding the changing market dynamics is typically the most effective way to increase profit over the long term. The effectiveness of these strategies can vary depending on the industry, market conditions, and the specific circumstances of a business. Contact me via e-mail to arrange a meeting about a more well-rounded approach that considers all aspects of your business.
A non-linear process
Design thinking is a problem-solving methodology that is centred around five key stages: empathise, define, ideate, prototype, and test. These stages serve as the cornerstones of the approach, guiding individuals, and teams through a structured process for innovation and problem-solving. I think design thinking is a versatile methodology that can be applied to a wide range of challenges and industries. It's not limited to traditional design fields but is applicable in business, healthcare, education, and countless other areas. By emphasising user needs, defining clear problem statements, fostering creative ideation, building prototypes, and continually testing and improving solutions, design thinking offers a holistic and iterative approach to problem-solving that can lead to innovative and user-centred outcomes in virtually any context.
Dual process
Dual process thinking is a psychological concept that describes two distinct modes of cognitive processing, in other words, how humans process information and make decisions. Daniel Kahneman wrote in his best selling book, “Thinking, Fast and Slow” about System 1 and System 2 thinking.
System 1:
This is often referred to as the "fast" or "automatic" thinking system. It involves quick, intuitive, and often emotional responses. System 1 thinking doesn't require conscious effort and is responsible for making rapid judgments and decisions based on instinct and previous experiences.System 2:
This is the "slow" or "deliberative" thinking system. It involves analytical, rational, and logical thinking. System 2 thinking requires conscious effort and is used for more complex decision-making, problem-solving, and critical thinking.
Silent anticipation
Being both empathetic and strategic in your approach to communication is akin to playing a game of chess where you're thinking several moves ahead. It involves considering not only where you want to ultimately arrive in the conversation but also what specific outcomes you aim to achieve. I think the person asking the questions is the person in charge of the conversation, as by guiding the dialogue through thoughtful inquiries, you can influence the direction of the discussion and ensure it aligns with your objectives. Just as a chess player anticipates their opponent's moves, a skilled communicator anticipates the responses and reactions of the person they're engaging with. In addition to asking the right questions, it's crucial to recognise that clients often convey their thoughts and feelings through storytelling, and as a result, effective listening becomes a critical skill. This entails not only hearing the words being spoken but also paying close attention to emotional cues and non-verbal communication, for example, observing body language cues, such as leaning forward in interest or using expressive hand gestures, can provide valuable insights into the client's engagement level and emotions.
Food for thought
Learn how to tell a story
I think you should always enter client meetings with a clear understanding of your desired outcomes. Advance preparation, including the formulation of your preferred questions, is essential. What questions do you find most effective? Customise them to align with your personal questioning style, and ensure they remain open-ended. It's crucial to avoid the common practice of extracting information solely to manipulate the client. Instead, aim to have the client do the majority of the talking, encouraging them to share anecdotes and stories. This approach maximises their willingness to unveil their underlying challenges.
Personal lesson
Rather than asking yourself what kind of outcome I want to achieve, ask yourself: “Who is the type of person that can do…?”
Start with a small habit, provide evidence of being that kind of person and then eventually you’ll have something to proof this new belief in. Fake it like you’ve made it means to believe in something that you don’t have evidence for, and the word we tend to use for this behaviour is delusion. Rather than letting the belief lead the way, let the behaviour lead the way. Don’t just fake it until you make it, just do the work to make it.
Logo vs. brand
Over the weekend, I explained to my son the difference between a company with a logo and a brand. The example I used showed the difference between a “no-name” hotel and a brand. All hotels have logos and offer accommodation, not all of them have established themselves as distinct brands with a unique identity and reputation. If a “no-name” hotel with a logo came up with a new line of sports shoes, you wouldn’t have any idea of what they would look like. In contrast, a brand like NIKE who has built a strong identity and trust among its customers. If NIKE were to enter a new market like hotels, consumers would have certain expectations about the experience based on their existing perception of the brand.
I think the key message is that brands should focus on creating a strong and authentic identity that resonates with customers over the long term. This identity should extend beyond just a logo or a product line; it should encompass the values, experiences, and trustworthiness associated with the brand. Building this kind of brand equity can lead to greater customer loyalty and a more enduring presence in the market.
The key concepts of trust
Building trust is essential for any brand's success, customers need to have confidence in the brand's products, services, and overall reputation. Trust takes time to establish and is often built through consistent, positive interactions and experiences with the brand. I think to build long-term trust, brands will need to shift their perspective and approach. For example, this could involve moving away from short-term, profit-driven strategies and instead focusing on strategies that prioritise customer satisfaction and loyalty. As authenticity is crucial in today's marketplace and consumers are more inclined to support brands that are genuine and transparent in their actions and messaging. Brands that try to be something they are not or engage in deceptive practices are likely to face backlash from customers.
““Introducing a small character flaw makes you more likable, because people can’t relate to you when you’re just all shiny and perfect.””
Various aspects of life
Life is all about the struggle and challenge to develop ourselves and our skills to see what we can create of value in the marketplace. There is also a social part, a spiritual part as well as the physical part. Personal development is not an easy matter, new habits don’t come easy, but they can be developed. We all have heard the old saying that “Success is 10% inspiration and 90% perspiration.” Therefore, you have to read the books, learn the skills, put yourself through the paces, do the mental press ups and get yourself ready.
Inspiration must lead to discipline as it’s one thing to be motivated, and another thing to be motivated sufficiently to take the classes, do the reading, do the repetition, go through it over and over until it becomes part of you and those are challenges. They are not easy, but they are challenges that if you win, develop and grow that’s what will determine your place, your return (equity) and the work you get from the marketplace.
““Success is neither magical nor mysterious. Success is the natural consequence of consistently applying basic fundamentals.”
”