How to Reach Better Agreements

The One Minute Negotiator

My friend Don Hutson has a career in speaking, management, and sales that spans time, geography, and industry. His client list includes over half of the Fortunate 500. He’s the CEO of U.S. Learning and has appeared on numerous national television programs. He previously served as the President of the National Speakers Association.

He has authored or co-authored fourteen books. Two of them The One Minute Entrepreneur and The One Minute Negotiator have been Wall Street Journal and New York Times bestsellers.

Given this extensive background, I wanted to talk with Don about two subjects: sales and communication.

In this first video interview, I talk to Don about sales.

 

What’s In and Out

He shares that closing is out while gaining commitment is in. Overcoming objections is also out replaced by dealing with concerns. Even listening is upgraded from a passive activity to power listening, requiring action.

 

“Let us move from the era of confrontation to the era of negotiation.” –Richard Nixon

 

The Importance of Trust

Use the 3 Elements of a Good Story to Lead With Power

The Power of Story

When I was growing up, I spent many weekends camping with my Boy Scout Troop in pursuit of my Eagle Scout badge. One thing I remember about those trips was the campfires and the stories we told. From the scary to the hilarious, those stories created an environment as we entertained each other. No devices, no distractions, just stories.

We may live in a different time, but the power of story remains an important part of memory, of persuasion, and of leadership.

A few months ago, we spotlighted Procter & Gamble executive Paul Smith, who is now a speaker and trainer on storytelling techniques. His latest book, Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale is a powerful reminder of the power of story.

After our written interview, I met with him in person to continue our conversation.

 

“There is no greater agony than bearing an untold story inside you.” –Maya Angelou

 

We discuss the 3 elements of a great story:

Learning From the Legacy of Johnny Cash

3 Lessons from the Man in Black

You don’t have to be from Nashville to appreciate country music or its rich history—and you certainly don’t have to be from there to understand the impact of the Man in Black on music and American culture.

Of the many things that I learned in studying the life of Johnny Cash, I want to share three that had an impact on me well beyond his music:

 

1. Pursue your dream.

When he was about four years old, he heard a song on a Victrola. Immediately, he knew that singing on the radio was his goal. Nothing could stop his determination to make that dream a reality.

Lesson: Make sure your dream is big enough to inspire you through difficulties.

 

“Success is having to worry about every damn thing in the world, except money.” –Johnny Cash

 

2. Be uniquely you.

He was the master of style. Almost always appearing in black, he communicated a style and a message with consistency and power. Everything about him from his voice, his music, his personality and his dress communicated a unique brand.

Lesson: Imitating others may help you get started, but real power comes from cultivating your own unique giftedness.

 

“My arms are too short to box with God.” –Johnny Cash

 

3. Allow your values to guide your path.

6 Entrepreneurial Lessons from Evan Carmichael

Leadership Lessons from Entrepreneurs

Evan Carmichael is passionate about helping entrepreneurs. He built and sold a biotech software company at 19. He raised millions as a venture capitalist at 22. And then, he started EvanCarmichael.com as a website to help entrepreneurs. He is, by his own admission, “obsessed” with this passion.

His YouTube channel has millions of views and is the leading channel for entrepreneurs. You may have seen during one of his numerous media interviews or his many keynote speeches.

Recently, I caught up with Evan in Madrid, Spain. Having followed his career online, I wanted to learn more about the entrepreneurial mindset.

Even if we don’t own a business, what can we all learn from entrepreneurs? Here are a few lessons from Evan that inspired me. Since I am all about encouragement and empowerment, I wanted to share some of his most inspiring words.

 

6 Lessons from Entrepreneurs

All of us should:

  1. Embrace the entrepreneurial mindset.

This is a mindset of dissatisfaction with the status quo, of solutions, of challenge, and of driving to a more sustainable, successful place.

 

“Entrepreneurs have a dissatisfaction of the world around us.” –Evan Carmichael

 

“Entrepreneurs are the crazy ones who see a better future.” –Evan Carmichael

 

“Entrepreneurs are the solution providers who want to make the world a better place.” –Evan Carmichael

 

“Most of our global problems could be solved by entrepreneurs.” –Evan Carmichael

 

  1. Adopt a mindset of empowerment.

We should aim for a feeling of empowerment. It’s not about a title or a position. It’s about how we think. Finding a way to make a difference and to drive change is key to success.

 

“You don’t need permission to have an impact.” –Evan Carmichael

 

“Leaders of organizations empower teams to take risks.” –Evan Carmichael

 

  1. Assess and take appropriate risks.

Some entrepreneurs bet everything, but you can be pragmatic. You can take measured bets. Evan’s take on risk was eye opening. He thinks it’s “crazy risky” to assume you will have your job for 25 years and that your company will still be around. “Why not bet on you?” is a challenge we should all learn from.

 

“Betting on yourself is one of the best bets you can make.” –Evan Carmichael

 

  1. Embrace failure.

Failure is a subject I love to study because it is a component of all success. Evan adopts failure as part of the process, as something to embrace and encourage.

 

“Failure is feedback.” –Evan Carmichael

Lead INSIDE the Box for Efficiency and Effectiveness

How Leaders Can Be More Efficient and Effective

Last year, I was reading the dramatic account of a hard-charging executive who suffered a heart attack. The post was about the need for balance, but it was more than a wake-up call.  What struck me about this post, however, was not the lessons he taught us from his painful experience, not the, “Oh, I hope this doesn’t happen to me” feeling we have when reading these posts, but the name of the hospital he went to. It was here in Dublin, Ohio!

 

“A leader’s job is to help people move to a position of improved performance.” –Figliuolo / Prince

 

That meant that one of the people who regularly shares my posts and vice versa lived in my town. Social media amazes me. A quickly dashed off email and the two of us found ourselves in Starbucks where I heard more about his compelling story. I’m still amazed at how Twitter and blogging create opportunities like this one.

 

“Great leaders think about talent management every day.”–Figliuolo/Prince

 

Lead INSIDE the Box

20141017 LItB Cover V3Let me introduce you to Mike Figliuolo. Mike is the founder of thoughtLEADERS, LLC, a leadership development firm. He is also the author of One Piece of Paper: The Simple Approach to Powerful, Personal Leadership. His latest book was just released and was co-written with Victor Prince, former COO of the Consumer Financial Protection Bureau and now a strategy consultant.

We recently got together to talk about this book, Lead Inside the Box: How Smart Leaders Guide Their Teams to Exceptional Results.

Mike and Victor have built a powerful framework designed to help leaders be more efficient and more effective at the same time. It starts with the recognition that we, as leaders, are often overworked and not as effective as we could be.

  • Where am I spending my time?
  • With whom?
  • Am I treating each person the same when different approaches would create better results?

 

“Your leadership success hinges upon your ability to get people to perform well.” –Figliuolo/Prince

 

If I understand the “box” and apply the techniques correctly, I can be more proactive, more thoughtful, and more impactful with my team members.

20150410 Leadership Matrix