Passion Injections

05. 11. 2016    |    posted by:

Have you ever been in the presence of someone whose message is so powerful that it resonates? So much so that you pass it on to others? We all have. This is just one skill of successful communicators and motivators.

How do they get through to you this way? These super-communicators have important things to communicate and meaningful motives to pass their ideas along. They convey them in a way that gives the message the glue to adhere to your memory, allowing you to become the next messenger. The content has to be actionable either in the receiver’s mind or their subsequent actions. The reception, message, and style all have to be wrapped in a cocoon of integrity and passion.

 Ah, passion!  What if you could bottle it and feed it to your staff? How do you make them act and communicate this way, with passion?

Developing passion in your employees is easier than you think. Work on becoming a role model by showing them your passion. In every employee interaction, volunteer your opinion about how the company drives your passion and respect. Ask your staff what they are most passionate about in their world and in their work. Don’t expect an answer that is particularly meaningful to you. Just thank them and mean it. Do it every work day. Over time, you will pollinate your organization with passion injections. Enjoy the harvest.

Empathy and Value

02. 21. 2016    |    posted by:

A core concept in creating value for a client or prospect is understanding advantages and worth from a perspective other than the seller. This seems too obvious, but it is our own bias that defeats our ability to empathize.

A seller often lists attributes they like, such as an exciting feature or a recent project they invested time in. This is what you think the buyer should appreciate, if they only knew better.

To empathize with the needs of the buyer, we need to understand in a non-superficial way and slow down to get the "what" and the "why" of their business requirements and roadmaps.

How do you create and sustain a cycle of empathy beyond the customer, but to those on your wish list? The feedback loop between people in the field and people in product development is not a one-way repository of information. Your communication with a prospect needs to facilitate an ongoing conversation that leasds to an understanding of the depth and shifting of needs. By communicating and then exploring true solutions, new value and stronger relationships develop.

So, how does your sales process create empathy, not just for the transaction, but for the future of your client relationships too?

Change & Negotiation

01. 03. 2016    |    posted by:

Most of our work at U3P involves helping people find different ways to work, collaborate, or just move forward.

A lot of the challenge is at a personal level, overcoming habits, fears, and bias instilled through experience. We have found that the core principles of negotiation apply on a personal level. The concepts laid out in Getting to Yes by William Ury, Robert Fischer and Bruce Patton lay out the process going through each person's mind, and ways to overcome bias:

People and the Problem: Gaining perspective from your own bias helps you see obstacles and challenges in new ways. Pulling the emotion out, while honoring it, breaks open new solutions.

Interest vs Positions: Performing root cause analysis and identifying where your motivation and fear come from open new possibilities.

Generating Options: Separating invention from evaluation and brainstorming out-of-the-box and creative proposals vets for the best array of solutions.

Be Objective in Decision-Making: Leave your emotions at the door, by basing decisions on reasonable standards, using objective criteria, and agreeing to be bound by those objective standards.