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Keeping Your Head Above Water

Keeping Your Head Above Water

I’m watching the ocean from our suite. If you’re standing in the surf you remain in control and can make intelligent decisions about how to handle the waves and the undertow. However, if you’re just a few hundred yards farther out, with perhaps 40 feet of water underneath you, your options are severely limited, and the wind and tide might be impossible to overcome. Certainly a few miles out they would be, and without special equipment you’d be lost.

In business we call that “in over your head.”

When you’re meeting with prospects make sure your feet are well positioned, you’re not in over your head, and that you can manage the winds and tides of the meeting and discussion. The more skills and appropriate behaviours you develop and apply, the deeper you can go.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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