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Never split the difference
⚠️Salespeople don’t become successful by selling things to people, they become successful by SOLVING PROBLEMS. ⚠️ Selling isn’t a matter of trying to convince someone to buy something, but rather a matter of IDENTIFYING 🔭 a person’s needs and SHOWING THEM HOW A PRODUCT/SERVICE CAN HELP. In order to do that, a salesperson needs to be able to qualify his/her leads. And sales qualification is all about asking the RIGHT QUESTIONS⁉️ UNLESS YOU ASK THE RIGHT QUESTIONS, YOU WON’T UNDERSTAND THE RIGHT PROBLEMS TO SOLVE.🧐 📖From Chris Voss’s book, “NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It”, the key to success, especially in very dangerous negotiations, is TACTICAL…
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The siku
🎶 The Siku is a traditional Andean pan flute (panpipe). It is played across the Andes, but is especially associated with Aymara-speaking populations living around Lake Titicaca ⛰ A standardized siku have TWO ROWS OF PIPES 🤓; the IRA row and the ARKA row. 👨🏼🏫 According to local folklore, the ira row corresponds to the male principle and the arka to the female. In the olden days, it was common for TWO PEOPLE TO PLAY TOGETHER, with one playing the ira notes and the other one arka notes to achieve a complete scale🙏🏻 🤔 This is, instead of joining both rows of tubes they give each half to two different musicians to play as…
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Changing
What a company need from their leaders is changing. Their top people must be able to reimagine the company’s place in the world and transform the organization to live up TO A MORE AMBITIOUS PURPOSE ☘️ That will mean fundamental change not only in the executives themselves but also in HOW THEY COLLECTIVELY MANAGE AND LEAD THE FIRM. In a 2021 survey 🧐 of 515 businesspeople from around the world, respondents placed high importance on leaders’ ability to balance the paradoxical demands inherent in SIX KEY ROLES: • STRATEGIC EXECUTOR 🔭 Has bold, ambitious ideas as well as the practical capabilities needed to realize visions. • TECH-SAVVY HUMANIST 🎨 Drives…
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Components of lying
In a study of the COMPONENTS OF LYING 🤥, HBS professor DEEPAK MALHOTRA found that, on average, liars use MORE WORDS than truth tellers and use FAR MORE THIRD-PERSON PRONOUNS. They start talking about him, her, it, one, they, and their RATHER THAN I, in order to put SOME DISTANCE between THEMSELVES and THE LIE 😓 And they discovered that liars tend to speak in MORE COMPLEX SENTENCES in an attempt to win over their suspicious counterparts 😵💫 The researchers dubbed this the PINOCCHIO EFFECT 🤥 because, just like Pinocchio’s nose, THE NUMBER OF WORDS GREW ALONG WITH THE LIE ✖️ People who are lying are, understandably, more worried about…
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Give problems
MY MIND REBELS AT STAGNATION. Give me problems, give me work, give me the most abstruse cryptogram or THE MOST INTRICATE ANALYSIS, and I am in my own proper atmosphere. I can dispense then with artificial stimulants. But I abhor the dull routine of existence. I crave for mental exaltation. That is why I have chosen my own particular profession, or rather created it, for I am the only one in the world. — Sherlock Holmes Arthur Conan Doyle, The Sign of Four
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Circumstances
Toni NADAL, coach of the great tennis player RAFAEL Nadal 🎾, explained very well what is the value of BEING AWARE OF CIRCUMSTANCES: ❝While in Monte Carlo we had to play the final against FEDERER and RAFAEL asked me: – How do you see today’s game? 🕵🏻♂️” – 😓Well, I see it complicated. Federer has the drive better than yours, the backhand is also better than yours, the volley is also better than yours, his serve is obviously better than yours…” – 😒 Stop, stop, what morale are you giving me to go out on the court.” – 🤔If you want, I can fool you but Federer won’t fool you…
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Photographies
👨🏼🏫 On the first day of class, Jerry Uelsmann, a professor at the University of Florida, divided his film photography students 📸 into TWO GROUPS. 🟢Everyone on the left side of the classroom, he explained, would be in the “QUANTITY” group. They would be graded solely on the AMOUNT of work they produced. On the final day of class, he would tally the NUMBER OF PHOTOS submitted by each student. One hundred photos would rate an A, ninety photos a B, eighty photos a C, and so on. 🔵Everyone on the right side of the room would be in the “QUALITY” group. They would be graded only on the EXCELLENCE…
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Habits
❝A good start is half the battle.❞ – Plato 🏛 In order to make habits ‘stick,’ we need to make them AUTOMATIC and EASY. Therefore, reducing the ⚡️ACTIVATION ENERGY⚡️ involved in a task much less energy to sustain it as a habit. Have you ever procrastinated doing something for days or weeks only to eventually get around to doing it 😢, and realizing it wasn’t so bad after all? In fact, once you got started, perhaps it was pretty straight-forward, and not nearly as taxing as you’d anticipated. 🤔 THAT’S BECAUSE THE ACT OF STARTING 🎬 REQUIRED THE MOST EFFORT. In chemistry, ⚡️ACTIVATION ENERGY⚡️ refers to the minimum effort required to…
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Hazlo tú
❝Donde haya un árbol que plantar, PLÁNTALO TÚ. Donde haya un error que enmendar, ENMIÉNDALO TÚ. Donde haya un esfuerzo que todos esquivan, HAZLO TÚ. ▶️SÉ TÚ EL QUE APARTA LA PIEDRA DEL CAMINO❞ ✒️Gabriela Mistral Poetisa, diplomática y profesora chilena 🇨🇱
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Social Media
🚨How many of you have unfriended someone on Social Media because they said something offensive about politics, religion, childcare…? And how many of you know at least one person that you avoid because you just don’t want to talk to them? 🤔 Don’t you feel that we are more polarized and divided than we ever have been? 🤺 ⚠️We’re less likely to compromise, which means WE’RE NOT LISTENING TO EACH OTHER. 🙉 Now, part of that is due to technology 📱 A CONVERSATION requires a BALANCE between talking and listening, and somewhere along the way, WE LOST THAT BALANCE. 🙊 Radio journalist and broadcaster CELESTE HEADLEE gives us 10 tips…
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Getting things done
Cameras on!
🚶♂️🌟 Acepta el Viaje: ¡CONFÍA EN EL CAMINO! 🌟🚶♀️
