Make space

Make space

How many times have you asked a question – hoping to engage others – and the only response is silence? That can be pretty unnerving, and if you’re like me, your first impulse is to keep talking, to provide more background, to fill the dreaded empty...
WAIT

WAIT

I’m reading The Power of Questions by Scott Richards. One question I try to ask myself regularly is, “Why Am I Talking?” Easily remembered as WAIT, this could be a helpful mantra for many people. Distracted by excitement or impatience or...
Keep it simple

Keep it simple

Profound wisdom from Albert Einstein:  “If you can’t explain it simply, then you don’t understand it well enough.” I was reminded of this quotation when I attempted to gain an understanding of our family’s new healthcare coverage....
Communicating when emotions run high

Communicating when emotions run high

Carla and Timothy were part of the team working on a crucial project. Timothy was tasked with completing all aspects of the design. Unfortunately, he missed a deadline by several days, and Carla was miffed. Truth: People don’t always live up to our expectations....
Three steps to selling anything

Three steps to selling anything

We recently had a fascinating team discussion about business development. Experts say that the vast majority of successful sales conversations involve the buyer talking more than the seller. (No wonder we are turned off by the fast-talking used car salesperson!)...