Challenge Sometimes there are moments of discomfort during parts of conversations. Often, we don’t want to feel like we’re being pushy, annoying or unlikeable. And we try hard to preserve our self-image of being nice, intelligent, and more likeable. But it can cause a lot of other problems that make life much harder for ourselves …
A major blindspot for many (nice and intelligent) engineers Read More »
Challenge Sometimes we ask or tell the customer to do something and there’s hesitance. Sometimes there’s reluctance on our part to address a part of a conversation because we feel awkward. This simple technique tackles both. Solution Video: 3 m 01 s Actions Just start building this one as habit by using it more often! …
Helping the customer to overcome inertia and reluctance Read More »
Challenge Other people don’t think like you do! And they don’t make decisions in the same way. So when talking to other people, your life’s work getting used to how YOU think, use logic, and decide is…problematic! (Ever wondered why on earth the person you’re talking to isn’t using (your) logic?) No. They’re using theirs. …
Challenge How do we show the customer that we are listening and understand? (And how do we push the right customer buttons?) Solution Video: 4 m 18 s What have you learned? Actions Be conscious of how you’re coming across when you are in listening mode. Are you pressing their buttons back to them in …
Challenge How do we start our conversations strong, creating instant buy-in, steer through awkward parts of conversations and increase our influence? Solution Video: 6 m 49 s What have you learned? Actions Notice when you or others do this Pick out the more challenging parts of your typical customer conversations. Consider the start, turning the …
