Mirror
Mirror means mentioning what you think you see, without judging, to show that you want to try to understand. This is a simple way to start a conversation. In safe…
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Storyselling – when you go from selling a product to selling a service
Philips sells light, not lamps. SKF sells rotation, not ball bearings. Rolls-Royce sells power per hour, not aircraft engines. It is becoming increasingly common, and there are good reasons, for…
The Elephant in the Room
You have to talk about the ‘elephant in the room’ – the big thing that everyone knows but doesn’t want to talk about. But if you do that, the colossal…