All posts tagged: ask a lot

Questionable Leadership

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Next time an employee asks you to repeat a question, count the number of words you originally used in asking the question. Chances are, it was more than ten. What’s the issue? Our brains process questions of less than ten words much more effectively.

Each time we make a lengthy inquiry, the listener spends more time focusing on the question and less on his answer. Even if he doesn’t ask you to repeat the question, which often happens, he is still too focused on your question.

Questions using ten words or less are understood more quickly and answered more thoroughly. This generates lots of details, a richer conversation, and automatic buy-in as the employee always believes everything he says. As a result, he becomes more self-sufficient, solving more of his own problems while also benefiting and learning from your positive example. In addition, we become known as someone whose occasional comments are valuable and not to be missed or ignored.

Our mantra in leadership should always be:

Say little, ask a lot.

This Week’s Radical Accountability Activating Action: Make say little, ask a lot your way of being a great leader.

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Scott WintripQuestionable Leadership
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Don’t Be a Sales Schmuck

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Scott's Monday Morning MessageSlick lines, canned responses, and a voice that sounds just like the typical salesperson—a common combination for too many salespeople today. Even those who avoid this Wolf of Wall Street persona still tend to talk too much, listen too little, and dominate versus facilitate conversations with buyers. Is it any wonder that almost everyone, including salespeople themselves, dislike being on the receiving end of a sales pitch?

The definition of a schmuck is:

An obnoxious or contemptible person.

Even though many salespeople are far from the coercive schmucks portrayed in movies, most salespeople forget to ask themselves a critical question:

Would I want to be sold to by someone like me?

Chances are you’d find someone like you a little overbearing, at times, especially during those instances of the Verbal Vomit. Too much talking, even from the nicest salespeople, feels pushy and annoying. I know, I was one of them until I became a Sales Yogi, practicing Sales Flow instead of Sales Force.

Don’t be a Sales Schmuck. Say little, ask a lot. Hear people the way you’d want to be heard. Hold your tongue, showing buyers that you hold them in high regard. Don’t be forceful, be “flowful” as you facilitate conversations where the buyer sells his or herself on buying from you.

Always let the better closer close. Remember, it’s not you!


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Scott WintripDon’t Be a Sales Schmuck
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