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Damage Control

Many people I’ve coached over the years had been unsuccessful because their default position is that the buyer is somehow “damaged.” Because the buyer needs help, the assumption is that he or she has contributed to the problem, or even caused it. Instead of finding out the true cause of the problem, the commence trying to “fix” the buyer.

Never start with the assumption the other person is somehow damaged. If people believed that about you, you’d never land an assignment or get a job. Pursue evidence: empirical evidence in the environment and observed behavior (not “reports” of behavior). There are a hell of a lot of people who aren’t performing well who blame it on the boss.

I’m providing this advice because it’s critically important, and I don’t believe your damaged, so I think you’ll pay attention to it.