First be interested ...

"So, Clive ... what makes someone good at selling?"

This question is often asked by someone when I facilitate my signature "selling your ideas" workshop. The conversation usually goes something like this"

"So, Clive ... what makes someone good at selling?"

"That does."

"What?"

"That!"

"Oh ... asking questions?"

"And that."

"What ... listening?"

"What do you think?"

:: LONG PAUSE ::

"OK, I'm sold!"

The fact is that most people try to create a personal impact by "pushing" their ideas forward. And, that works sometimes. Which makes it dangerous.

First be interested ... not interesting.

If you want to make a real impact ... try this sequence of conversational skills:

Question
Listen
Reflect
Think
Speak

It is much harder than it looks. Our tendency, as service providers, is to jump in and try to help (by pushing our ideas forward).

Can you see why that might not be a good idea?

There you go!

Clive Griffiths's blog
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about Stuart Browne

Since 1997, I've been a Management Consultant working with technology in large organisations. Over the past 10 years or so, I've worked for some of the World's biggest consulting firms including PricewaterhouseCoopers, IBM, and Axon, and in corporations like as BP, Xerox, T-Mobile, Delta Airlines and Unilever.

Consulting alone didn't give me the variety I crave. Nor did it satisfy my need to work with people and help them reach their true potential.

In 2003. I set up Resulting Ltd. My ethos for Resulting is simple - I deliver Results for my customers and enjoy the work that I do. Instant Impact is one of many initiatives I'm involved with that fits with this ethos.

I published my first book in 2006. How to be exceptional is a personal change handbook that has helped people in all walks of life become better at what they do best.

Away from work, I coach a junior Rugby League team and also play guitar to relax.