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Make It About Them
All of the best connections I’ve made have been focused on the other person without expecting anything in return. Sometimes I make it about me, and it doesn’t work. When I make it about the person I’m talking to, that’s when impactful moments and deep connections are born. I think of prompting my grandpa to…
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Raising Prices
It occurred to me that I haven’t done an email specifically on resources for raising prices. This is what I and my clients have found useful for charging more while creating better outcomes for our clients: The Why Conversation by Jonathan Stark (11 min): https://podcast.ditchinghourly.com/episodes/the-why-conversation The Why Conversation helps you uncover a prospect’s underlying motivations,…
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Gardening in Relationship Businesses
Most, if not all, of our businesses are relationship businesses. I recently heard that those kind of businesses are like gardening rather than mining. In mining you mine for the precious resources and extract everything that you can from the ground until there’s nothing left. That doesn’t work in a relationship business. In gardening you…
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Listen Twice as Much as You Speak
“The best salespeople listen twice as much as they speak.” – Hormozi And it’s not only being silent, it’s how you listen. If you have ever played PACman, you may have an easier time of this. It’ll help you remember the PAC method by Matt Essam. P for Present. A for (No)-Agenda. C for Curious.…
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They believe nothing you say.
“They believe nothing you say, they believe everything they say. So I need them to say it’s a good idea, not me.” – Alex Hormozi* There’s a tendency to pitch when you want someone to sign up with your service. To tell them why it’s a great idea for them. And most of the time…
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Reader Feedback: Bad Labels
A reader is having trouble with the term “labels”. “I think I’m still struggling with the terminology — I feel like labels have a certain specific meaning in psychology (you attach yourself to labels that you give to yourself and other people, like “I’m a loser” or “she’s a downer”.) Is there another term that…
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Accusation Audits: Diffusing Objections Before They Start
One of my clients was in a bit of trouble with his boss. He had messed up, and needed to defuse the situation. You’re probably going to find what we did strange. We used a technique called an “Accusation Audit” to help him turn a bad situation into a good one. It’s stating negatives and…
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Explaining Labels: Labels and Emotions
Labels are primarily about emotion. You are amplifying a positive emotion or diffusing a negative one. “Once people get upset at each other, rational thinking goes out the window.”. If you can identify and label emotions, you can influence them. Enhancing positive emotions: It sounds like you love to do that. It seems like you…
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Health Break
Hello all, You may have noticed I missed a couple days of this list. I was ignoring my health and my body reminded me that’s not a good idea. I don’t think it’s anything too serious, but I need to pause the email list and slow down this week. I intend to resume our regular…
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The Label Game
This label game is designed to help you get used to using labels and mirrors. I got the idea from a workshop Chris Voss did and adapted it a bit. Please let me know if there’s anything that doesn’t make sense. Definitions A basic label is a single sentence observation, question, or statement that is…