The Breakdown of ‘Assume’

Hopefully I don’t need to break down the word as some will joke, however, we all assume too much. We assume people know what we mean, we assume people appreciate an effort or a message we share. We assume THEY know what WE are thinking. They don’t, so let’s be intentional about that.

I was reminded of it this morning as I drove to the airport and passed a commuter bus. They’re all over the Bay Area, and this one happened to be from Genentech—others are less public: Google, Facebook, Amazon, etc. Normally, I ignore them or don’t even notice them go by. This time, I saw the sign on the back stating “Saving 120 cars on the road for you.” Immediately, I had a different appreciation for that company and even that bus! It was amazing the different thought process I had—an almost opposite view—because of one, short, listener-focused message.

How often do we create messages and forget to tell the audience what’s in it for THEM? As we at Decker do a good amount of message prep, we see it fairly often. Why? Because we assume that the audience or that person knows what’s in it for them. They usually don’t, so it can’t hurt to remind them. Get people excited, remind them of the ‘why’ – it’s simple and so effective. There are all-hands coming up, Sales Kickoffs, annual meetings and even reviews, be sure to get that benefit TO them in there. You will benefit and probably influence a little more than if you didn’t have it.

PS: There’s no way I would ever take a picture while driving, I’m sure a passenger did that for me.

The Power of Likability – Have No Missed Opportunities!

When someone runs for President of the United States, and a regret they have is that they were possibly “too serious” – that’s a learning moment for all of us. “I did feel a heavy sense of responsibility. I wasn’t as loose or open as I could have been.” This … Continue reading

Achilles Heel

My boys (10, 12, 14) are loving Greek mythology right now—from Percy Jackson’s books to any movie reference. Lately, Achilles is having a major moment in our household, popping up in Coldplay lyrics and in post-NBA finals discussions on Kevin Durant’s recovery. Achilles also happens to be trending in the … Continue reading

Remote Presenting: Commit to Connection

Last week, I shared what not to do on a video conference. Here’s some tips on what TO DO to ensure a great experience, every time. For most of us, the challenge with video calls is treating them like in-person meetings. It’s important to remind the audience that they matter … Continue reading

Remote Presenting: Set Up For Success

Webex GoToMeeting Zoom BlueJeans Google Hangouts You’re probably using one of these and if you’re not, you should. Here are some tips to make any and all video conferencing better: If you look at every video call as an experience, you’ll want to make each one that much better. Avoid … Continue reading

The Price of Connection

How do you put a price or value on connection? On being present? Jay-Z is a genius and talent in music who is practically unequaled. As I watched him as a guest on David Letterman’s Netflix show, My Next Guest Needs No Introduction, I was fascinated by the subject matter … Continue reading

SHARPen Your Edge

For those of you who know anything about Decker, you know we always push people outside their comfort zones—that’s where change happens! Last week, the marketing team here at Decker pitched a new idea to me. They were seeking buy-in on something that’s outside the scope of what we’ve done … Continue reading

How About a Little Wabi-Sabi With Your Communications?

Almost Famous is one of my wife’s favorite movies. There’s a part in it when the main character, Russell, travels to Topeka and gets sick of hanging out with his rock and roll band and crew — instead, he just wants to hang out with ‘real people.’ I think craving … Continue reading

Smile With Your Eyes

As Guy Kawasaki says, don’t be afraid of the crow’s feet. That’s right, the most sincere smile is a Duchenne smile (named for French neurologist Guillaume Duchenne) that lights up your eyes and shows off your pearly whites. Guy is a powerful influencer and speaker – and his Duchenne smile … Continue reading

Product vs. Solution Selling: Learn it from a Plumber!

Our leadership team recently got into a conversation about product selling versus consultative selling. And it got me thinking about our clients and how many of them deal with this same issue. We’re asked and tasked to help with this. A lot. How do we do it? It’s similar to … Continue reading