“It’s just business — nothing personal.”
How often have you heard someone use that phrase to justify a decision based on the bottom line, even when that decision created pain and problems for employees or customers?
I call it the "It's just business" trap.
And, it can cause serious damage to your organization.
The truth is, business success depends as much on understanding personal motivations and encouraging personal performance, as it does on sound business and financial analysis.
Why do I say that?
Consider what might happen if leaders were to focus exclusively on business performance.
- The strongest business strategy will flounder if your leaders fail to communicate it to employees, distributors, suppliers, and other stakeholders in a way that illustrates what's in it for them (and not just for your shareholders).
- The most innovative new product ideas and mission-critical projects will be crippled if the employees asking your executives to commit resources can’t help those executives envision the personal benefits (as well as the business benefits) of lending their support.
- The most compelling sales proposal will fail to win the business if your competitor does a better job than you do of addressing the customer’s personal motivations to buy (e.g., to reduce risk of embarrassing failure, increase ability to win a promotion, or be seen as an innovator).
What’s the message for today’s business leaders? Don't fall into the “It’s just business” trap.
It's more important than ever to understand and acknowledge not only the business and financial objectives, but also what motivates employees and customers on a personal level.
Now is the time to equip your people — from management to your sales teams to leadership — with the skills to be able to communicate more effectively on both levels.
Imagine how much more successful they'll be, when they're able to easily and quickly:
- Identify and address the most compelling personal “care abouts” of the people with whom they communicate.
- Win the attention of customers and the support of executives by planning communications that address, both, the personal and business benefits of their ideas and recommendations.
- Build listeners' trust and confidence as they deliver important messages and presentations about their ideas, plans, projects, or solutions.
In a world where products and services are increasingly commoditized...
Equipping your people with the ability to understand and communicate the double bottom line benefits of their ideas and recommendations will differentiate your organization from those that fall prey to the "It's just business" trap.
Want to learn more about how to identify and communicate the benefits of your ideas and recommendations on, both, a personal and business level? Download the eBook: Become a More Credible Presenter.
Looking for double bottom line communication training for your managers, leaders, or sale team? Contact us to discuss your goals and to see how we can help.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Gratitude. Appreciation. Recognition. It makes you feel good. This week in the US, many will pause for a day or two to give thanks and show appreciation for the things and people we care about most. It’s no secret how appreciation benefits the person getting it—but did you know it benefits the person giving it just as much?
Discover why recognition is such a powerful tool for improving relationships and wellbeing in life—and at work. Learn how to (and how NOT to) express your appreciation to others.
People in communities across the globe are adjusting to communicating while wearing masks. As we’re all experiencing, masks present both verbal and non-verbal communication challenges.Given this, we’ve prepared 5 tips for effective communications while wearing a mask, and compiled several insightful articles from leading publications on additional best practices.
If your 2020 user conference plans were impacted by the pandemic, you’re not alone. And if, like many, you’ve chosen to move forward by converting to a virtual conference, you’ll be relying more than ever on your speakers’ skills. Share these 8 tips with your virtual conference speakers to help them prepare to impress.
It happened fast. One day you were meeting with your colleagues at the office. The next day you and everyone you work with are working in remote isolation from home. Whether you’re new to working remotely or an experienced veteran, we all need to raise our virtual collaboration game to not only make this new reality work, but to make it work really well. Read on to discover seven practical, high impact tactics you can implement right now to ensure the success of your virtual meetings.
Customers coming to a user conference aren’t there for the fanfare, they’re there for the expertise. If you’re an expert speaking at a user conference, you’re highly knowledgeable and passionate about your topic, but you might not be an expert at speaking in front of an audience. Here are five practical tips that you can implement right away for any upcoming speaking event.
Learn how making a few smart, yet simple, changes to your email can improve your odds of quickly getting the response you need.
Read the blog and learn how to make your next team offsite your most productive yet.
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
- Welcome to the Future of Sales (Hint: It’s Virtual)
- Listen Closely: Your Company Culture Depends On It
- How to Deliver Impactful, Engaging Hybrid Meetings
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.