Simon Sinek is one of our favorite speakers on business topics.\u00a0 In our last posting, we talked about one of his \u201c10 Rules for Success\u201d . . . namely, the importance of continuous improvement.\u00a0 He challenges us to ask, every day, \u201cHow can we make our company a better company today than it was yesterday?\u201d\u00a0 Now let\u2019s look at two more of his rules involving communication.\u00a0 He has some thoughts about, not only communicating internally, but communicating with the outside world as well.\u00a0 To learn what \u201cSimon says\u201d about communication and the role it plays in success, please continue reading below.<\/p>\n
\u201cBe the last to speak.\u201d<\/strong>\u00a0\u00a0\u00a0\u00a0\u00a0 ~ Simon Sinek<\/em><\/p>\n Be the last to speak?\u00a0 That\u2019s a little counter-intuitive, isn\u2019t it?\u00a0 Shouldn\u2019t a leader lead by speaking first in order to set the tone for the coming discussion and to establish a broad direction for that discussion?\u00a0 Simon says, \u201cNo.\u201d<\/p>\n To be clear, Sinek is not suggesting that a leader should be totally mute . . . only that a leader should not offer any opinions or conclusions until everyone else has had a chance to voice their opinions or conclusions.\u00a0 Here\u2019s why.<\/p>\n But this is one of those things that\u2019s easier said than done.\u00a0 Even when someone is offering an opinion with which you totally disagree, you\u2019ve got to be attentive and allow them to finish what they\u2019re saying.\u00a0 Be neutral.\u00a0 Don\u2019t give yourself away by nodding or shaking your head or by allowing any other telltale body language.<\/p>\n You can, and should, ask clarifying questions . . . they demonstrate that you\u2019re engaged and paying attention.\u00a0 However, a \u201cclarifying question\u201d that starts with, \u201cHave you thoughtof . . . ?\u201d is just a ploy to slip your own thoughts into the discussion.\u00a0 Don\u2019t do that. \u00a0Likewise, \u201cWhere was your head when you came up with that idea?\u201d is also not a clarifying question.<\/p>\n We\u2019ve been talking here about internal communications, but being the last to speak is not a bad idea for external communications as well.\u00a0 We can learn a lot if we give both customers and suppliers an opportunity to air their problems and concerns before we pile on with our own agenda.\u00a0 Salespeople in particular are prone to jumping immediately to product benefits without listening sufficiently to what the customer is trying to accomplish.<\/p>\n But Sinek offers another Rule for Success when communicating to the outside world.\u00a0 Simon says, \u201cBe authentic.\u201d\u00a0 When we try to be whatever we think a potential customer wants us to be, we risk gaining a customer with expectations that are not a good fit for what we truly do.\u00a0 On the other hand, when we\u2019re comfortable just being ourselves and representing ourselves honestly, we end up attracting the customers we\u2019re best-equipped to serve.\u00a0 Seems obvious, yet we still see companies causing themselves headaches because they\u2019re so intent on \u201cclosing the deal\u201d that they forget to be authentic.<\/p>\n Simon says, \u201cBe the last to speak,\u201d and \u201cBe authentic.\u201d\u00a0 Pretty good advice no matter who you\u2019re speaking to.<\/p>\n","protected":false},"excerpt":{"rendered":" Simon Sinek is one of our favorite speakers on business topics.\u00a0 In our last posting, we talked about one of his \u201c10 Rules for Success\u201d . . . namely, the importance of continuous improvement.\u00a0 He challenges us to ask, every day, \u201cHow can we make our company a better company today than it was yesterday?\u201d\u00a0<\/p>\n\n