Posted on January 11th, 2014 by Mark Goulston
Q: Why don’t irrational people listen to reason?
A: Because when their not doing so quickly frustrates you, you become irritated, annoyed and impatient and then they quickly take the stance of not listening to YOUR reason because you’re acting so pushy. At that point they can’t hear THE reason because YOUR reason and pushiness quickly triggers their defensiveness. And the RX? Don’t confuse their being defensive with their being irrational and your being helpful with your being pushy.
Wouldn’t You Agree?
Please leave your comments below.
Posted on January 4th, 2014 by Mark Goulston
Q: What are the two keys to an effective pitch?
A: Be compelling to open and convincing to close.
Why? When you try to be too convincing at the start, it’s too pushy before you have broken the ice and it communicates more anxiety than confidence. When you’re compelling, people’s first reaction is: “You get my company” “You get our immediate situation” “You get me.”
Wouldn’t you agree?
BTW if this speaks to you, you will find much more about this in REAL INFLUENCE: Persuade Without Pushing and Gain Without Giving In (Amacom, 2013)
Posted on December 29th, 2013 by Mark Goulston
Q: When confronting a repetitive negative behavior what’s the best approach?
A: Words may respond to words, but repetitive negative behaviors only respond to consequences.
The key is to make the consequence fit the behavior. If you react with overkill, you’ll need to take it back; if you react with under kill, it won’t be effective. Some people take out a sheet of paper ahead of time and write down all the behaviors from positive to negative on the left side of the page and all the consequences on the right side of the page. At the top might be: greatly exceed expectations, consequence – raise, promotion, recognition and acknowledgment. At the bottom might be: verbally threatens a co-worker, family member or self, consequence – call police.
Wouldn’t you agree?
Please share your comments below.
Posted on December 27th, 2013 by Mark Goulston
- Being late
- Not being informed about anything about the company that’s available on Internet
- Not listening carefully enough and then giving an answer to something they weren’t asking Read the rest of this entry »