by Steven Fulmer | Jul 31, 2018 | Articles
Like we saw a few weeks ago, there inevitably will come a time in your career when you’ll have to convince someone else — to change their mind. This is sales; this is, essentially, negotiation. When my client wanted to convince her boss to hire a co-leader team,...
by Steven Fulmer | Jul 31, 2018 | Articles
If you see sales as manipulation, the title of this article may make you bristle.However, if you see sales as service, it will make perfect sense. Rather than the art of convincing people to do things they don’t want to do, real sales is the art of matching product...
by Steven Fulmer | Jul 31, 2018 | Articles
What do you do when you feel a need to change someone’s mind and they’re resistant? After all, people don’t change — right? Meghan was in just this predicament. Real and significant change was needed and no one was willing to see it. As an interim director...
by Steven Fulmer | Jul 31, 2018 | Articles
Last week, we talked about how to avoid misinterpretation. This week, I want to share with you an exercise that can really drive that point home — and help you and your team understand this cognitive dissonance. Have your whole team (yourself included) write...
by Steven Fulmer | Jun 5, 2018 | Articles
Here’s a sentence you don’t hear very often: Turns out Nixon was right! Not about all things, of course — but when he said “I know you think you know exactly what you thought I meant to say. But what you fail to realize is what you heard was not what I meant at...
