Have you ever been in a meeting where you were trying to influence the other person, and you noticed that they: Glanced at the computer screen while you spoke? Took phone calls or answered emails? Picked up items from the inbox to process? Got interrupted by a knock on the door? In any way seemed […]
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Master The Art of Asking Effective Questions My last two posts discussed the importance of paying attention to someone’s tension (their level of urgency) in order to influence them, and that for someone to act on your idea (or “buy” from you) their tension needs to reach the Threshold of Activation. If they are not
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My last post discussed the concept of “productive tension.” Tension can be defined as the urgency one feels to do something. To be effective with others you need to develop a keen awareness of where someone’s “threshold” is – specifically, their Threshold of Activation. What is the Threshold of Activation? The Threshold of
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What is Tension Anyway? The critical factor that determines what changes someone will make and when those changes occur is TENSION. Tension can be defined as the urgency one feels to do something. Tension determines what some will notice and what they will ignore. A key principle to remember is that people pay attention
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I’m reigniting my blog, and need your help. What topics are most interesting to you? What issues do you most want to read about? What are the biggest challenges you face in your career search, on the job, or in self-promotion without bragging? Past entries have dealt with a variety of both career
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PR: It’s Not All About You A Free Webinar: Monday, July 12 Noon Eastern / 11AM Central / 10AM Mountain / 9AM Pacific Many people struggle to build a brand, but make a critical mistake: They focus on themselves rather than their audience. Meta S. Brown is a data analytics expert who helps technical people
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Over the next few weeks, let’s explore some of the ways you can make the most of your new job… Before you even start your new job, you need to think about the networking you’ve done and the contacts you’ve made during your search. Hopefully, you’ve kept careful records of who you’ve met along
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In my travels, I get to hear and see a lot of elevator pitches, marketing messages, sales pieces, cover letters, résumés, engagement bios, etc. Most of these include phrases that range from meaningless to unhelpful to seriously detrimental to any attempt to market yourself or your practice. Over the next several weeks, I’m going to
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Many candidates make the mistake of all but stopping their searches from Thanksgiving to New Years, thinking that the holidays are an unproductive time. Nothing could be further from the truth! This is actually one of the best times to be moving forward in your search. If you need some downtime to spend enjoying
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In both interviews and one-on-one networking meetings, you want to have a good answer to “Tell Me About Yourself.” Even if you are never asked the question, you want to find a way to work this into your presentation. This is how you draw for the other person the picture you want of what
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