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(Influential Leadership) Disagree the Right Way

Disagreements can be unpleasant.   Disagreeing the wrong way can create bad feelings and sour a relationship.   Avoiding a disagreement can be just as bad. You can mislead the other person into believing you support their ideas, destroying trust when they realize their mistake. This doesn’t even have to have been an active attempt …

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(Influential Leadership) Own Your Mistakes

Own Your Mistakes…Without Excuses Apologies can be awkward.   However, owning up to your mistakes in a very professional way is one of the most important career moves you can make! True leaders don’t hesitate to own up.   Think of the famous Tylenol poisoning case. In many ways, Johnson & Johnson didn’t even make …

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(Influential Leadership) Name That Behavior

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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(Influential Leadership) Ask Effective Questions

Master The Art of Asking Effective Questions My last 2 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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(Influential Leadership) The Threshold of Activation

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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No Trespassing Signs

Phrases To Kill Your Search

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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Flaws In Your Résumé or Background

I was reading Abby Kohut’s excellent book, Absolutely Abby’s 101 Job Search Secrets, and came across this statement: “Prepare a good reason for any gaps on your resume in addition to an explanation of what activities you were involved in that may have enhanced your career, including personal activities. Gaps are typically not the reason …

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No Trespassing Signs

Phrases to Kill Your Search, #3

Here’s the next of my search-killing phrases:   “I’m a results-oriented professional…”   or this variation:   “Proven results in…”   These are used all the time in résumés and cover letters, or even in oral 30-second pitches…and they do absolutely nothing for you.   Remember the adult voices on all the Charlie Brown specials, …

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