Tools and articles

Powerful Pauses - Stupid mistakes at work

Jump to the 6 min audio for the full story. (click on the yellow writing to the right)

... "The trouble is" Miles said, "Jim won't be able to deliver. He's promised everything the client asked for. He just can't say no. The delivery date was tight too. No wonder he's so stressed."

Next time I saw Jim, I drew him aside and explained what Miles had observed.

"Yeah they're a tough client" he replied "they make me jump through hoops, but what else can I do, they're our biggest and often the most negative client?"

I explained there's plenty he can do if he wanted to start with a discussion. He did and very soon we were talking about being OK with tension in a client meeting.

If we're not OK about causing tension with a good question it is unlikely we can lead a client to a better solution. It's unlikely we can ever exceed the customer expectations. It is unlikely we'll ever experience our full potential. Be our greatest value, be paid what we're worth.

Most buyers believe they know exactly what they want and the salesman is there to give it to them. The smart salesman knows this he's happy to play along, but he also knows he has to shift the buyer 's mindset and that takes ...

For the complete story, told by Donald Jessep, business coach, listen to the audio by clicking in the box above.

Track 3/9 of the Motivating Myself series

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In the Motivate Myself series;                       Shipping rates

1. The Deeper Cause - ... employee to understand the cause of an issue to a deeper level so they are insired to change
2. The Myth of the Night Owl - Early in the morning is when we set decide to be effective and productive
3. Powerful Pauses - Questions become powerful if we are relaxed about leaving tension in the silence that follows
4. Being and Doing - Completing the 'To Do' list is only fulfilling if we can also place a tick beside the way we intended to 'Be'
5. The 10 70 20 Rule - A framework for being inspired, organised, productive, fun, for ever learning and at peace
6. Grey is OK - A mind game for accepting so we can maximise our influence towards a better situation
7. The Personal Escalation Plan - The process for gaining the attention of influential people to get an idea implimented
8. The Goals and Causes - How goals without clarity of a bigger cause is only fleetingly motivating at best. What is a cause?
9. Asking for Help - Kevin who wanted to chicken out when an opportunity he's worked on for for many yeasr presents itself
   

Shipping rates

Motivate Myself CD - $20 - The 9 tracks on one 60 minute CD P&P NZ $4.00. Overseas $10

MP3 tracks - You will reap the greatest value when you listen to the audio several times away from your desk where urgent things are demanding your time. Listen to it while driving, training or meditating. - $2

PDF Prompt Cards - The downloadable PDF is high resolution for you to print your own card. On side 2 is a brief explanation. PDFs are free, you just have to register - FREE

MP3 Series - $20 - 9 tracks, 60 minutes

Prompt Cards set - $20 - The 9 prompt cards in the Motivate Myself series in a display case for your desk. Each card has a brief explanation on side 2

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