Sublime

Pratique a escuta livre Em uma sessão de coaching com Bill, você sabia que ele ouviria atentamente, sem ficar checando mensagens ou e-mails no celular, nem olhando o relógio, ou pela janela, deixando sua mente vagar. Ele estava sempre bem ali. Hoje é popular falar sobre “estar presente” ou “no momento”. Temos certeza de que essas palavras nunca

owner of the Brazil-based Semco Partners, practices asking “Why?” three times. This is true when questioning his own motives, or when tackling big projects. The rationale is identical to Derek’s. For People Starting

Always try to determine the self-interest of anyone you deal with. And the best way to discover that is to ask him. What does he need?

Clients want to listen to advisors who have a provisional POV and not advisors who are too hesitant with a declared perspective. This requires a certain degree of mental health.

Yes, few hostage-takers—and few business deal makers—fly solo. But for the most part, there are almost always other players, people who can act as deal makers or deal killers. If you truly want to get to “Yes” and get your deal implemented, you have to discover how to affect these individuals. When implementation happens by committee, the support

When you feel the flinch, you can shut it up by talking out loud. Ask a clear, strong question: “What are you afraid of?” Say it whenever you’re avoiding the flinch; then

Sometimes the best way to discern motive is to examine behavior.