Tag: listening

• October 23, 2021

  How to ask Great Questions (and Listen Actively)

  

  I’ve been on my first long distance travels for the last 2 years. I am in Montevideo, Uruguay this week teaching at IEEM Business School. I’ve been coming here for the last 12 years (last year was a virtual visit via zoom). Many of my classes this week finished with participants commenting on the importance…
• January 12, 2021

  You Don’t have Time to Figure Everything Out on your Own

  Life is too short to figure everything out on your own.  Humans spend the years from birth to 12 learning how to survive.  Our parents have a vested interest in helping us develop the Stop there: we merely survive.  We live in a highly complex society.  There is intense competition for status in whatever hierarchy…
• April 24, 2019

  Listen with Your Eyes

  This week I have been teaching at the Mid Atlantic Business School on the island of Santa Cruz de la Palma. This video shares a lesson that many participants took from the day: “Listen with Your Eyes“. Hearing is a sense that differs from all our other senses, because it has a buffer. I am…
• March 24, 2019

  4 Categories of Poor Listening

  Here’s a quick analysis (not scientific nor complete) of poor ways of listening. I am guilty of #1 and #2, I can enjoy #3… but I really hate #4. (#2 is my Achilles Heel). The 4 Categories of Poor Listening Knows it Already One Upper Gossiper Black Hole Knows it Already As you get half-way…
• February 20, 2018

  Listening is Seeking to Be Changed by Another Person

  Listening is a state of seeking to be changed by the other person. Listening is less about the ears, than about a state of openness to change. Hearing is different from all other senses in that it has a buffer, a short term memory of the last 8 seconds that we have heard. This allows…
• October 25, 2016

  3 key words for better Friendships… and Happiness…

  

  Happy People share one characteristic in common. There are many different approaches to happiness, and many varied approaches… but there is one vital ingredient. It is very hard to find someone who is happy who doesn’t have strong, quality friendships and a satisfying romantic relationship. (Even imaginary friends help. Children with imaginary friends are more…
• December 15, 2013

  The #1 Most Important Tool in Negotiation

  There is a power tool in negotiation.  I would say this is the single most useful tactic that I use in my years of selling (I sell private jets among other high value products). It is not competitive, it is not aggressive, it is not avoiding anything. It does not require massive intellectual development, years…
• January 2, 2013

  The 3 Hardest Words in Management

  What are the 3 words that managers find hardest to say? They are possibly the 3 words that parents find hardest to say to children.  They are 3 words that teachers very rarely say to their students. They are not “You’re the Best”. They are not “I love you”.  What might they be? The 3 hardest…
• December 12, 2012

  Video: Dealing with Objections

  You finish your pitch and the customer says: “Your product is too expensive!”.  You arrive home, you’re a few minutes late: your partner says “You are always late!”.  At a dirty plate left on the table: “you never wash the dishes!” What do you say in this moment? How do you handle objections?  It is possible to take…
• November 20, 2012

  How do I become a better Listener?

  How do I become a better listener? Become aware of what level you are listening at. There are 5 levels of listening: not listening hearing the noise, waiting for silence hearing the words, preparing my response hearing the meaning from my point of view hearing the emotion, meaning and point of view of the other…