Sometimes we get stuck with a difficult decision and wrestle with it in our mind. However, if you stop think about it, when you are confronted with a hard choice it is probably because the alternatives are almost equally as good. The more difficult the decision, the less it matters what you choose.
Saturday, March 14, 2009
Friday, March 13, 2009
The Nail Down Technique
In sales or whenever you are in the process of persuasion, the use of the nail-down technique is very powerful. You first explain the benefit to the other party and secondly ask a question about that benefit. "The benefit of what I am suggesting is that ... (insert benefit) and I think this is of great importance to you. Wouldn't you agree?" Once they agree on the benefit it is difficult to say no to the solution you are proposing.
Posted by Urban Gavelin at 10:06 AM No comments:
Thursday, March 12, 2009
Pen, Paper, Question
When you have an issue you can't get your head around, use a pen, a paper and a question. Some people refer to this as the PPQ-technique. Pose yourself a question about the topic, write the question down on a piece of paper and come up with as many answers you can possibly come to think about. Serious questions make you do some serious thinking.
Posted by Urban Gavelin at 10:20 PM No comments:
Wednesday, March 11, 2009
Guard Your Self Image
It recently occurred to me that much of how we express ourselves emancipate from our self image. If we feel secure we will act securely, if we feel optimistic we will act optimistically and so on. From this observation follows that one of the corner stones to your success is to develop and guard your self image and your self esteem. Guard your heart, for out of it flows the issues of life.
Posted by Urban Gavelin at 10:31 PM No comments:
Tuesday, March 10, 2009
Bounce Back Factor
You never lose until you decide to quit. Successful people recover quickly. They have what we might call a bounce back factor. They know that a setback is a setup for a comeback. You can too once you decide to view setbacks as temporary rather than permanent roadblocks on your way to success. Armed with this perspective you will bounce back faster.
Posted by Urban Gavelin at 8:13 PM No comments:
Monday, March 9, 2009
Tone Of Voice In Communication
When understanding communication we often talk about body language playing a major part (55%), inflection - how we say things (38%) and language - what we say, account for only 7% of the content. On the telephone, when we exclude visual cues from body language, this shifts to 90% inflection or tone of voice and 10% language. If you spend a lot of time on the phone (as most of us do) it pays to pay attention to your inflection.
Posted by Urban Gavelin at 9:56 AM No comments:
Sunday, March 8, 2009
Our answers stand in exact proportion to the questions we ask of ourselves and others. To come up with great answers we need to learn to ask great questions. Use open questions with the words "when, where, how, who, what, why" more often. The quality of your questions determine the quality of the answers. To grow your understanding to a higher level you have to start asking higher level questions.
Posted by Urban Gavelin at 10:56 AM No comments:
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About the Author
Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.
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Bottleneck Blog by Urban Gavelin © 2007-2011