I’m often asked to explain the difference between persuasion and manipulation. Actually, it tends to take more the form of a challenge, as in, “Bob, isn’t persuasion and manipulation the same thing?” And, it’s a good, legitimate question. After all, in both cases you are attempting to elicit an individual or group to think or…
When we last left off learning from one of my heroes; retired mega-successful business leader, Le Herron, I said that in our final article about this great man, we’d look at something he told me during our phone conversation. I had the honor of receiving a telephone call from him after he’d heard about the…
Ever have a disagreement with someone only to later learn that it was based totally and completely on a misunderstanding? If you’re like most of us, your answer is a definite “Yes!” Let’s look at why this is, as well as a method you can use to overcome it, making your level of communication far…
In the previous article we saw that, whether it’s a family, organizational, sales, or other important matter, when you are about to take part in an important conversation, be sure that all parties involved have the time and willingness to participate. If you don’t, then the most likely result is that you either won’t have…
The following is something I’ve found to make a dramatic difference in my life, especially in the area of communication which, by and large, I believe accounts for about 90 percent of all effectiveness: When you are about to take part in an important conversation, be sure that all parties have the time and willingness to…
There’s a saying that, in sales, we should treat our prospects like family. I wonder about that one, though. After all, when dealing with loved ones don’t we sometimes assume we know what they are thinking? Do we not try to win a debate solely for the sake of winning? Are there times we actually…
I have only one complaint about this book: it’s so good that I can’t see how I’m going to fit what I want to say into just one post. Bought because I heard so many people talking about it and about the author, Tony Hsieh (pronounced Shay), I figured it would make a quick read…
Yes, if you learn just one thing from reading a book, that one…thing can help you become a better reader and a more effective human being. How is that? Let’s look at just a few examples: How To Read A Book by Mortimer Adler and Charles Van Doren. First published in 1940, it has terrific…
The last two posts, dealing with the value difference of empathy and the importance of effectively communicating it, reminded me of one of the many, many wise teachings of Zig Ziglar. It dealt with the difference between empathy and – what I call – it’s close cousin, sympathy. The lesson was included on one of…
In the previous article we witnessed totally opposite ends of the spectrum in terms of empathy; one person’s seemingly total lack of it provided no (actually, negative) value to my “customer experience” while — in total contrast — her associate’s excellent display of such added great value. Night and day! At the conclusion, I said…
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