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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