Lunch this week with a potential client – first time we’d met. Conversation starts out a bit awkward and choppy. So we make small talk about the weather and family. How can I get this one-hour conversation to the point where he wants to meet again, I think to myself. I ask a question about
As a leader, there will be times when you’ll need to change someone’s behavior or mindset. If you’re like most of us, your instinct will be to put your powers of persuasion to work, to come up with all the best arguments to sway the person. Persuasion, which relies on logic and wit, is an
It’s hard to persuade someone to think or do something they are not inclined to do. People often don’t have the need-to, want-to, can-do or will-do attitude to change. Whether or not we’re successful in the attempt usually comes down to a single important decision we make about how we will go about persuading the
Last week, I watched a leader do the tango, cha-cha, two-step, waltz and breakdance in front of his people. No, he wasn’t literally dancing, but seeing how he inspired, motivated and got buy-in from his team, I was struck by how his flexibility and performance were no less extraordinary than an artist’s at peak form.
Leadership, at its core, is about influencing others: It’s about inspiring people to take your cue, get on board and move towards a desired outcome. How do you, personally, get people to buy, agree, support or listen? While there are certain qualities that all great leaders share, the way they go about influencing others can
When I was younger, I thought it was fun to stop a fan going at full speed by putting my finger in the space between the blades. Now my boys do it to our ceiling fan. It’s strangely fascinating to watch as something is blurring along and is suddenly forced to stop. Last week, I
Last week at our Wednesday team dinner, I was reminded that I have a profound love for my co-workers. That’s not a statement I make lightly or as a dramatic platitude. Of course, we all disappoint, annoy or anger each other at times. Yet last week they moved me to tears because I care so
1760s to 1890s: Success = Who You Are and What You Do I met a man last fall who left Minneapolis to become a shopkeeper in Colonial Williamsburg, VA. He moved, he said, because, “they would throw a net over my head if I dressed in Colonial garb in Minneapolis.” He was attracted to the
You have a service to offer, a product to sell, a cause to fundraise or a point of view to advocate. It might be worth the attention of a powerful person. But they are on airplanes and in boardrooms; they’re powerful because they don’t get easily distracted. Let’s say you get the introduction. How do
“You don’t know me but let me tell you why I’m calling.” My suspicions were instantly raised. Chris then explained he had seen me speak at an event and thought I might have contacts in his industry that would lead to a job change. He was warm and professional and quick to his request: “Could
Matt Norman is president of Norman & Associates, which offers Dale Carnegie Training in the North Central US. Dale Carnegie Training is a global organization ...READ MORE