Category Archives: Influence

Influencing Behaviors II

Using What Others Bring To The Situation Influencing is commonly thought to centre on “my agenda and getting what I want”.  However, the whole picture suggests that just using this approach, even if done skilfully and competently, can often leave others feeling unimportant, undervalued and unwilling to compromise. These three key behaviours: Active listening Discovering… Read More »

Influencing Behaviours I

Using What You Bring To The Situation In some influencing situations, what we call “your agenda” will be paramount.  Your agenda means everything that you bring to the situation, which is important to you: your thoughts, views, ideas, proposals your feelings about the issue what you want or need to happen. To maximise your chances of success… Read More »

A Meeting Checklist

Before you call or attend your next meeting have a quick glance through this checklist.  Can you answer the questions?  Are you happy with the answers?  You might be surprised at how much time and money you can save by only attending well designed, well chaired meetings. Purpose Why are we holding this meeting? Will the… Read More »

How to engage with people who have different learning styles …

Activists Activists involve themselves fully and without bias in new experiences.  They enjoy the here and now and are happy to be dominated by immediate experiences.  They are open-minded, not sceptical and this tends to make them enthusiastic about anything new.  Their philosophy is “I’ll try anything once”.  They tend to act first and consider… Read More »

How To Ask High-Leverage Questions

High- Leverage questions are a unique kind of open-ended question.  They require people to do more than respond and carry on a conversation—they require people to engage in high-level thinking that may produce new insights or value.  In their simplest form, High- Leverage questions may ask people to evaluate or analyse, speculate, or express feelings.… Read More »

Selling…Innovations in Influence

Our new sales course is the product of our research into what’s really working for sales people in the field right now, bringing the best practices we’ve seen together with the theoretical framework to create a two-day sales course that gives sales people the skills, knowledge and confidence they need to influence more effectively, creating greater sales… Read More »

Channel Management – Working With Distributors

Beware Black Widows and Vultures! Working with distributors creates a whole menagerie of animal-like selling and buying behaviours. ‘Pure partnership’, ‘consultative selling’ and ‘key account’ principles do not always apply quite so neatly in the world of the reseller and a different perspective must be taken to ensure sales success. Working through distributors and wholesalers… Read More »

How To Be An Unorthodox Teacher

Bertrand Russell’s 10 commandment for Teachers:  Nicely spikey and iconoclastic and potentially very unsafe. The opposite of how many teachers  behave. Is teaching orthodoxy learned  or culturally imbibed? How would OFSTED rate this Liberal Decalogue? 1. Do not feel absolutely certain of anything. 2. Do not think it worth while to proceed by concealing evidence, for… Read More »

The Challenge Of Remotely Managing Virtual Team Workers Who Are Not Direct Reports

We have been involved in some interesting projects recently where organisations have the sometimes frustrating challenge of managing the delivery of work with remote team workers who are not their direct reports. This kind of set up is becoming increasingly common; organisations with diverse operating structures and multiple delivery channels, often have complex ‘dotted line’… Read More »

The Human Dynamics Around Successfully Managing Remote Teams

If you  you need to think very carefully about how you can achieve optimum effectiveness. Command and Control doesn’t work, and hierarchically based power structures are ineffective. A different kind of boss/subordinate paradigm is required. There are several critical behavioural and process dynamics required between manager and their team member for remote working to work.… Read More »