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.

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

Tail That Wagged The Dog

“Why does a dog wags its tail? Because a dog is smarter than its tail. If the tail were smarter, it would wag the dog.” I remember in ’97, when the movie ‘Wag the Dog’ came out—it got me thinking about things or people that control things, who really shouldn’t. … Continue reading

Top 10 Communication Moments of 2016

What a year. The Olympics. A Presidential Election. So much noise this year – a colossal communications cacophony. What, then, stood out? The moments. With such a divisive political, economic and social landscape this year, we found that people heard what they wanted to hear, and we also felt it … Continue reading

Parenting Tip: Grid Your Kids

“I hope you won’t be offended. I’ve been practicing the Decker Grid™ on my 2 ½ year old son…Holy smokes. What a great parenting tip!” The Decker Grid™ keeps your message listener-focused with an action and a benefit. You will reach your listeners if you can successfully answer the question, “What’s in it … Continue reading

Listen Up: It’s Time for The Big Dance

Ever give instructions to a group and the voice in the back of your head says, “they’ll know what I mean”? Well, that doesn’t always work. Even when you’re working with the best people. It happened in our office just this week when we set up our Decker Team Tournament … Continue reading